DRUCKER + FALK
Business Development Specialist
Reports To: Business Development Directors
Location: Newport News, VA or Raleigh, NC
Position Overview
The Business Development Specialist is a key contributor to the growth and expansion of the organization, supporting Business Development Directors by managing lead qualification and generation activities, maintaining sales pipelines, and executing outreach strategies. This role blends strong sales acumen with data analysis, CRM management, and administrative support to drive efficiency and effectiveness across business development initiatives.
Mission, Vision + Values – and How This Role Advances Them
Mission-Driven Impact
Cultivating great places to live, work, shop + play
Supports growth initiatives that expand high-quality communities and partnerships.
Partnering with clients to optimize investment outcomes
Enhances client engagement through proactive outreach and relationship building.
Empowering team members to maximize their potential
Provides critical support and bandwidth to Business Development Directors, enabling focus on high-value opportunities.
Embracing social responsibility through service & sustainability
Supports responsible growth aligned with company values and long-term impact.
Vision-Aligned Contributor
Create unrivaled value through exceptional performance
Delivers data-driven insights, organized pipeline management, and consistent outreach to maximize business development results.
Values in Practice
Professionalism – Demonstrates exceptional communication, organization, and follow-through in all interactions.
Spirit – Brings energy and initiative to outreach, lead generation, and team support.
Teamwork – Collaborates closely with Business Development Directors and cross-functional teams.
Transparency – Maintains accurate and up-to-date CRM data and reporting.
Respect – Builds positive relationships with clients, prospects, and internal stakeholders.
Ethics – Upholds integrity in all sales and business development activities.
Key Responsibilities
Pipeline + Data Analysis
- Analyze pipeline data to identify trends, gaps, and opportunities.
- Prepare regular reports and dashboards to support decision-making.
- Assist in forecasting and tracking performance metrics.
Business Development Outreach
- Conduct targeted outreach campaigns via email, phone, and digital platforms.
- Assist in responding to, researching and qualifying new business opportunities to support pipeline growth.
- Schedule meetings and coordinate introductions for Business Development Directors.
Sales + Administrative Support
- Prepare presentations, proposals, and supporting materials for client meetings.
- Provide administrative coordination for business development initiatives.
- Support meeting preparation, follow-ups, and documentation.
Lead Management and CRM Administration
- Manage and track inbound and outbound leads within Salesforce CRM.
- Maintain accurate and timely updates to pipeline data, ensuring visibility into all stages of the sales process.
- Monitor lead progression and follow up to ensure timely engagement.
Cross-Functional Collaboration
- Partner with marketing and operations teams to align messaging and outreach strategies.
- Ensure consistency in branding, communication, and client experience.
Core Competencies
Sales Acumen – Strong understanding of sales processes, lead qualification, and relationship management.
Data Analysis – Ability to interpret financial and other competitor data, identify trends, and provide actionable insights.
CRM Expertise – Proficiency in Salesforce or similar CRM platforms, including reporting and pipeline management.
Communication Skills – Excellent verbal and written communication skills with the ability to engage diverse audiences.
Organization + Time Management – Ability to manage multiple priorities andmaintain attention to detail within established deadlines.
Initiative + Drive – Self-motivated with a proactive approach to identifying and pursuing opportunities.
Collaboration – Strong team player who works effectively across functions with both internal and external stakeholders.
Education & Experience
- Bachelor’s degree in Business, Marketing, Communications, or related field preferred.
- 2–5 years of experience in business development, sales, data analysis, or a related role.
- Strong analytical skills with experience in forecasting, reporting and data interpretation.
- Experience supporting sales teams or executives preferred.
- Experience using Salesforce or similar CRM systems preferred.
- Multifamily experience is a plus
Benefits: Competitive Benefits to include Health, Dental, Life, 401K, Employees Assistance Program, Long Term Disability, Vacation and Sick Leave.
EOE/Drug Free Workplace
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What We Do
Headquartered in Newport News, Virginia, we employ over 1,000 team members and service our business commitments from four regional offices throughout Virginia, Maryland, North Carolina and Georgia. We are specialists in all aspects of multifamily property management, commercial brokerage and commercial asset management. Drucker + Falk is recipient of numerous national honors and awards including recently being named as among the "Top Ten Best Places to Work in Multifamily" by the Multifamily Leadership Summit. But as third party fee managers and commercial services providers who are proud of our rich history and success in this industry, our source of greatest pride is in the long tenured relationships we continue to enjoy with our clients, many of whom have been with us for more than 40 years when our professional association began with a handshake.
