Summary: The Director of Business Development is responsible for driving MOI’s growth, visibility, and market leadership across the Roanoke region and broader Southwest Virginia market. Reporting directly to the Vice President & General Manager of the MOI Roanoke office, this role focuses on cultivating strategic relationships and generating new business opportunities across key sectors including healthcare, higher education, K-12 education, corporate, industrial, lifestyle and hospitality spaces.
This individual will serve as a visible and active presence in the local business community—connecting with brokers, general contractors, project managers, developers, and the architecture and design community—to position MOI as the partner of choice for workplace solutions. Success in this role requires a strong understanding of regional market dynamics, a proactive approach to relationship-building, and the ability to translate local insights into measurable growth.
Essential Functions
Drive Regional Market Growth & Visibility
- Develop and execute a Roanoke and Southwest Virginia-specific business development strategy aligned with office and company growth targets.
- Identify and pursue new opportunities with regional corporate clients, healthcare systems, higher education institutions, and local developers.
- Build and maintain a robust, localized pipeline through consistent engagement, networking, and referral generation.
- Partner with Sales and Marketing to lead pursuit strategies specific to regional opportunities, ensuring alignment with MOI’s capabilities and differentiators.
- Represent MOI at local and regional industry events, chambers, and associations to strengthen brand presence in Southwest Virginia.
Cultivate Strategic Relationships in the Local Market
- Establish and maintain trusted relationships with key influencers across the Southwest Virginia commercial real estate and construction ecosystem.
- Maintain a consistent in-market presence, with a focus on Roanoke, Blacksburg, Christiansburg, Lynchburg, and surrounding communities.
- Strengthen engagement with regional A&D firms, brokers, and contractors, many of whom operate across multiple smaller but relationship-driven markets.
- Support and align with MOI’s manufacturer partners by identifying joint opportunities and coordinating regional pursuit strategies.
- Act as a connector between the Roanoke office, other MOI locations, and external partners to bring the full strength of MOI’s platform to local clients.
Collaborate Across Roanoke & Enterprise Teams
- Work closely with the Roanoke-based sales and design teams to align on targeted accounts, pursuits, and growth strategies.
- Collaborate with Marketing to execute regionally relevant campaigns, events, and thought leadership initiatives.
- Utilize CRM tools to track regional pipeline activity, engagement efforts, and opportunity progress.
- Provide regular updates to the VP & GM on pipeline health, market trends, and competitive insights specific to Southwest Virginia.
- Ensure seamless coordination between Business Development, Sales, and Operations during pursuit, win, and handoff phases.
Represent MOI’s Brand in the Community
- Serve as a local brand ambassador for MOI, clearly articulating the company’s value, capabilities, and differentiators.
- Deliver compelling presentations tailored to regional clients and partners, reflecting an understanding of local needs and constraints.
- Engage in community and economic development initiatives, reinforcing MOI’s commitment to the Southwest Virginia region.
- Promote MOI’s culture of ownership, collaboration, and performance in all interactions.
Core Competencies
- Regional Relationship Leadership: Deeply connected within the Southwest Virginia market; builds trust with local decision-makers and influencers.
- Strategic Market Insight: Understands the nuances of a mid-sized, relationship-driven regional market and translates insight into growth opportunities.
- Communication Excellence: Confident communicator who can tailor messaging to diverse audiences across industries.
- Collaboration: Effectively integrates with both local Roanoke teams and broader MOI resources.
- Business Acumen: Understands regional economic drivers, project cycles, and partnership dynamics.
- Accountability: Owns pipeline development and consistently drives measurable outcomes.
- Curiosity & Growth Mindset: Continuously seeks to understand evolving client needs and regional trends.
- Integrity & Presence: Represents MOI with professionalism and credibility in a highly relationship-driven market.
- Strategic Alignment: Aligns local efforts with MOI’s broader mission and growth strategy.
- Adaptability & Growth: Thrives in a market that requires flexibility, persistence, and relationship continuity.
- Collaboration: Builds strong internal and external partnerships to support shared success.
- Communication: Ensures clarity, responsiveness, and alignment across all stakeholders.
- Integrity & Trust: Acts with transparency and accountability to build long-term relationships.
Education & Experience
- Bachelor’s degree in Business, Marketing, or related field required.
- Minimum of 5–7 years of business development or B2B sales experience, preferably within commercial interiors, A&D, or commercial real estate.
- Demonstrated success in developing business within regional or secondary markets similar to Southwest Virginia.
- Established or emerging network within Roanoke and surrounding markets strongly preferred.
- Experience engaging with healthcare systems (Carilion, Centra, HCA, etc.) higher education institutions (e.g., Virginia Tech, Radford University, regional colleges), and corporate clients is a plus.
- Proficiency in CRM systems and Microsoft Office Suite.
- Strong presentation, communication, and negotiation skills.
- Willingness to be highly active in the field, with regular in-person meetings and regional travel.
- Excellent presentation, communication, and relationship-building skills.
Compensation & Benefits
Base Salary + Performance Bonus
Benefits: You will be eligible to participate in the benefit programs offered to all full-time employees working at least 30 hours per week. Health benefits include - medical/dental/vision, health savings account, life, short-term and long-term disability insurance, dependent care flex spending, and employee assistance program. In addition - PTO, paid holidays, paid parental leave for eligible employees, 401(k) match, Employee Stock Ownership Plan (ESOP), and other perks & benefits.
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this role, the employee is regularly required to sit, stand, walk, use hands and fingers to operate equipment or technology, and communicate verbally and in writing. The employee may occasionally be required to bend, reach, lift, or move objects up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and the ability to adjust focus. Ability to perform the essential functions of the job with or without reasonable accommodation.
Travel
- Frequent travel within Roanoke and the broader Southwest Virginia region.
- Occasional travel to other MOI offices including Baltimore, DC, Richmond, Charlottesville, and Virginia Beach for collaboration and training.
Working Conditions:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. This role typically operates in an office and/or warehouse setting with moderate noise levels and temperature-controlled environment. Ability to perform the essential functions of the job with or without reasonable accommodation.
***All MOI hires are contingent upon successfully passing a background check and drug screen.***