Now Hiring - Brown and Buchanan Ventures Co. - Director of Business Development in Charleston, SC

Full description of the position

Description: Grand Welcome Hilton Head Island, a Brown & Buchanan Ventures-owned franchise, is a veteran-owned and operated vacation rental management company. We care about owner outcomes, guest experience, and operational follow- through. We are seeking a results-driven and strategic Business Development Representative (BDR) to drive the growth of our vacation rental management portfolio in Hilton Head Island, SC by signing high-quality homeowners at competitive fees. In this role, you'll manage the full sales cycle -- from market research and lead generation to discovery, proposal, and close -- ensuring each new partnership aligns with company goals and performance standards. Your responsibilities include building and maintaining a strong sales pipeline, conducting in-depth discovery conversations, presenting data- backed revenue projections, and negotiating Property Management Agreements (PMAs) with confidence. You'll also collaborate closely with Onboarding and Field Operations to ensure a smooth handoff and maintain clear communication throughout the owner journey. _ If you like clear targets, tight systems, and winning as a team, you'll fit right in._ What You 'll Own: * Go-to-Market & Pipeline * Build market maps (condos/HOAs, investor groups, realtor channels) and rank by revenue potential. * Run scalable outbound: call blocks, sequences, events; respond to inbound within hours. * Maintain greater than 3 pipeline coverage** against monthly signing targets; forecast weekly. Navigate through Discovery, Economics, & Closing * Diagnose owner goals (income, usage, risk tolerance), timeline, stakeholders. * Present credible revenue projections (ADR/Occ/RevPAR) with a clear fee story. * Remove friction--address timing, control, and trust with data and next steps. * Drive proposals to e-signature--no orphaned opportunities. Handoff and Feedback * Set clean expectations with Onboarding & Field Ops (launch dates, scope, success criteria). * Report weekly: pipeline health, forecast, win/loss themes, market intel; update the playbook. What Great Looks Like (30/60/90 Days): Day 30 * Priority market maps done; 400+ prioritized targets in CRM with next steps. * Sequences live; daily call blocks on calendar; forecast accuracy of 20%. Day 60 * 18-25 qualified owner meetings/month; greater than or equal to 70% show rate. * 6-8 signed PMAs/month at target fee; median cycle less than or equal to 21 days. * Two referral channels producing net-new leads. Day 90 * 8+ signed PMAs/month; fee % at/above target; forecast accuracy of 10%. * Four active, recurring referral channels. * Playbook documented (scripts, emails, objection map, proposal templates). Core KPIs: * Signed Units / PMAs (primary) * Average fee % / take rate on new PMAs * Sales cycle length (leads to signatures) * Show rate and proposal win rate * Onboarding handoff score (GM rating) * Referral-sourced leads (volume & conversion) Tools You 'll Use: HubSpot, DocuSign, dialer/SMS tools, Microsoft Teams, Google Workspace, and simple revenue worksheets. * Compensation: * Base: $52,000-$75,000 Base * Commission: Uncapped, paid on signed PMAs with tiered accelerators for fee quality and multi-home wins * OTE (realistic): $150,000-$225,000 Example Plan: base + commission per signed PMA, accelerators at fee % and multi-home thresholds; quarterly bonus for cycle-time and forecast accuracy. * Additional Benefits: * Health, vision, & dental insurance + 401k and life insurance offerings * Paid Time Off * Training and support to enhance skills and knowledge * A clear path to Head of Growth / Market Development as you scale results * More coming soon! Hiring Process: * Intro screen * Live cold-call & objection role-playing * Practical: short proposal & follow-up email * Panel interview (Sales, Field Operations, General Manager) * References to Offer Location: Hilton Head Island, SC Requirements: Must-Haves * 4-7+ years new-logo sales/BD in real estate, prop-tech, hospitality, or home services. * Proven hunter-closer: cold calls, discovery, proposal, negotiation, signature. * Financial fluency: explain owner revenue projections and typical expenses without a script. * CRM discipline (HubSpot preferred): document, follow through, forecast. Nice-to-Haves * STR metrics (ADR, RevPAR, occupancy); HOA/condo ecosystem familiarity. * Built referral engines that produce monthly deal flow. * Bilingual (English/Spanish).