• Execute the go-to-market strategy for target verticals described by the product line • Win sockets in end user pilots and at lighthouse projects • Expand our share at inlay customers, converters and end users • Build relationships and partner with other value chain players (tag manufacturers, reader OEMs, systems integrators) to win projects • Capture voice-of-customer to inform product line about market requirements • Translate customer needs into solution requirements, influencing product roadmaps and reference designs • Own design-win forecast and deliver on Design win targets • Represent the company at industry events, webinars, and standards bodies; deliver demos and talks

The AES Group INC. is seeking a high-impact Director of Business Development to expand our IT staffing presence across SMB and MSP segments. This strategic role is built for a proven hunter with established industry relationships and a consistent history of generating net-new revenue. Drive net-new revenue growth by leveraging existing industry relationships and consultative sales expertise Own the full sales lifecycle—from prospecting to contract execution Position AES as a trusted IT staffing partner within SMB and MSP ecosystems Key Responsibilities Drive aggressive new logo acquisition across SMB and MSP accounts Activate existing professional networks to accelerate revenue generation Develop and execute strategic sales plans focused on new business growth Build executive-level relationships with hiring managers, procurement leaders, and MSP stakeholders Identify and penetrate opportunities within MSP and VMS environments Lead consultative sales discussions, solution positioning, pricing strategy, proposals, and negotiations Partner with recruitment and delivery teams to ensure seamless onboarding and fulfillment Maintain disciplined pipeline management, forecasting accuracy, and revenue reporting Monitor IT staffing market trends to strengthen competitive positioning

• Develop and execute an annual Business Development roadmap focused on untapped verticals and geographic expansion. • Identify and cultivate high-level strategic partnerships (channel partners, affiliates, and co-marketing alliances) to create new lead-gen flywheels. • Perform competitive analysis to ensure our pricing and service models remain the "provider of choice" in the enterprise space. • Lead the full sales cycle for target accounts, from initial strategic positioning to final contract negotiation and closing. • Orchestrate multi-departmental responses to RFPs and RFIs, ensuring technical and financial alignment. • Navigate complex procurement and legal hurdles to secure long-term service agreements and master contracts. • Maintain a robust pipeline of qualified opportunities, ensuring accurate forecasting and CRM hygiene within HubSpot. • Collaborate with Marketing to refine Account Based Marketing (ABM) strategies for high-value targets. • Act as a mentor and escalation point for the BDR team to help unstick complex deals in the mid-funnel. • Define key performance indicators (KPIs) and utilize analytics tools to track and measure campaign effectiveness. • Prepare detailed performance reports, providing actionable insights and recommendations for optimization. • Manage automation for lead nurturing. • Demonstrated self-awareness, empathy, and the ability to navigate interpersonal dynamics, including effective conflict resolution. • Mentor and coach team members, empower staff, provide ongoing feedback, and foster a collaborative, high-performing team environment. • Take responsibility for team outcomes (both successes and failures), holding yourself and team members accountable for commitments. • Provide ongoing guidance, support, and opportunities for team members to enhance their skills, build new competencies, and progress in their careers. • Set clear performance standards, monitoring progress, providing regular feedback and coaching, and addressing performance gaps.

• Lead market research efforts across the US to achieve product distribution, display execution, and drive revenue goals. • Focus on creating marketing and distribution strategies for the food service channel. • Represent the company to broadline distributor partners in all business development-oriented activities. • Plan and execute innovative product launches, new retail programs, and assist with market blitzes within broadline distributors. • Promote the full Vita Coco portfolio at each account; achieve KPIs, secure product displays, and expand distribution availability. • Gather and interpret data on customer purchase patterns; review monthly sales reports to identify opportunities and evaluate underperforming accounts. • Establish and nurture relationships with key retail accounts while opening new accounts to increase brand visibility and distribution.