Director, Business Development - Location Solutions

Director, Business Development - Location Solutions 

Department: Business Development - Location Solutions 

Reports To: Vice President, US Strategic Key Accounts & Business Development 

Location: Remote (United States) 

Position Summary 

The Director, Business Development - Location Solutions is responsible for accelerating commercial growth, market adoption, and strategic expansion of the ASSA ABLOY Global Solutions Location Solutions portfolio throughout North America. This role serves as the business leader and commercial subject matter expert for Vostio Location Solutions (VLS), including employee safety, real-time location services (RTLS), asset tracking, condition monitoring, and related IoT-based technologies. Operating as a business development overlay, the Director partners with Strategic Key Accounts, Regional Sales Managers, Architecture & Design Business Development, brands, ownership groups, management companies, consultants, and technology partners to generate demand, identify opportunities, influence customer strategy, and drive revenue growth.

The Director develops and executes the long-term growth strategy for the product line, builds qualified pipeline, expands solution adoption within existing accounts, identifies new market opportunities, and provides commercial leadership for Location Solutions across North America. 

Primary Responsibilities 

Commercial Growth & Business Development 

• Develop and execute the North American growth strategy for Location Solutions. 

• Build and maintain a qualified pipeline of Location Solutions opportunities. 

• Identify, create, and advance revenue opportunities across strategic customers and target markets. 

• Drive solution adoption within existing customer portfolios. 

• Develop whitespace strategies for ownership groups, management companies, brands, and enterprise customers. 

• Support customer business cases, return-on-investment discussions, and executive presentations. 

Solution Leadership 

• Serve as the commercial subject matter expert for Location Solutions. 

• Maintain strong knowledge of staff safety solutions, asset tracking technologies, BLE-based location services, IoT gateways and infrastructure, condition monitoring solutions, and cloud-based management platforms. 

• Translate technical capabilities into clear customer business value. 

• Support product positioning, market messaging, commercial strategy, and sales enablement. 

Strategic Account Engagement 

• Partner with Strategic Key Account Owners and Regional Sales Managers to expand Location Solutions opportunities. 

• Develop enterprise adoption strategies within major ownership groups, management companies, brands, and other strategic customers. 

• Participate in executive customer meetings, account planning sessions, Quarterly Business Reviews, and general business reviews. 

• Support strategic account expansion and cross-sell initiatives while respecting established account and territory ownership. 

Market Development 

• Identify emerging trends, customer requirements, and growth opportunities within hospitality and adjacent verticals. 

• Develop relationships with hotel ownership groups, management companies, brands, franchise organizations, developers, consultants, and technology partners. 

• Monitor competitive activity and provide actionable market intelligence to leadership and cross-functional teams. 

Cross-Functional Leadership 

• Collaborate with Product Management, Sales Operations, Strategic Key Accounts, Regional Sales Teams, Architecture & Design Business Development, Technical Services, and Customer Success. 

• Align commercial priorities, customer requirements, product strategy, and deployment readiness. 

• Lead sales enablement, field training, opportunity strategy, and internal adoption initiatives for the Location Solutions portfolio. 

• Coordinate cross-solution engagement to create a consistent customer experience and avoid fragmented outreach. 

Industry Presence & Thought Leadership 

• Represent ASSA ABLOY Global Solutions at industry events, conferences, customer forums, and partner engagements. 

• Deliver executive presentations and educational sessions on employee safety, location technologies, and related business outcomes. 

• Position ASSA ABLOY Global Solutions as a trusted advisor within the hospitality technology ecosystem. 

Pipeline & Performance Management 

• Maintain accurate opportunity, pipeline, activity, and forecast data within CRM. 

• Track pipeline creation, pipeline progression, revenue contribution, solution penetration, adoption, strategic account growth, and forecast accuracy. 

• Provide regular business reviews, performance updates, market insights, risks, and recommended actions to leadership. 

• Develop repeatable processes and resources that allow the Location Solutions business to scale without creating dependency on a single individual. 

Performance Measures (KPIs) 

Financial 

• Revenue Growth 

• Qualified Pipeline Creation 

• Pipeline Progression 

• Forecast Accuracy 

• Strategic Account Growth 

Customer 

• Enterprise Customer Adoption 

• Strategic Account Penetration 

• Executive Relationship Development 

• Customer Engagement 

• Solution Adoption 

Operational 

• CRM Accuracy 

• Pipeline Health 

• Market Development 

• Sales Enablement 

• Repeatable Commercial Process Development 

Leadership 

• Cross-Functional Collaboration 

• Commercial Leadership 

• Organizational Influence 

• Market Intelligence 

• Continuous Improvement 

Qualifications 

Required 

• Bachelor’s degree in Business, Hospitality, Technology, Marketing, or a related field, or equivalent business experience. 

• 7+ years of business development, strategic sales, enterprise sales, or hospitality technology experience. 

• Demonstrated success creating new business opportunities, developing markets, and growing strategic accounts. 

• Experience influencing senior decision-makers and executive stakeholders. 

• Strong commercial judgment, presentation capability, communication skills, and relationship management experience. 

• CRM proficiency. 

• Ability to travel throughout North America based on customer and business needs. 

Preferred 

• Hospitality technology experience. 

• Experience with IoT, RTLS, asset tracking, staff safety, networking, or related technology solutions. 

• Experience working with hotel ownership groups, management companies, brands, developers, consultants, or technology partners. 

• Knowledge of complex enterprise sales environments and cross-functional matrix organizations. 

Core Competencies 

• Strategic Thinking 

• Commercial Acumen 

• Executive Presence 

• Market Development 

• Solution Leadership 

• Business Planning 

• Cross-Functional Leadership 

• Communication 

• Accountability 

• Customer Focus 

• Organizational Influence 

• Data-Driven Decision Making 

What Success Looks Like 

• Establish a clear North American growth strategy for Location Solutions. 

• Build and advance a qualified, measurable pipeline. 

• Expand adoption within strategic accounts and target customers. 

• Develop strong executive relationships across the hospitality ecosystem. 

• Deliver measurable revenue growth and improved solution penetration. 

• Maintain excellent CRM, pipeline, and forecasting discipline. 

• Strengthen field capability through effective sales enablement and commercial leadership. 

• Create repeatable processes that allow the Location Solutions business to scale. 

#LI-VS1