Sales Research Associate / Business Development

Job Description:

As a Business Development Associate within Hilco Consumer-Retail (HCR), you will help identify and pursue qualified opportunities by driving lead generation research, building target lists, creating pitch materials, and providing critical support to senior dealmakers. You will leverage and synthesize data from proven information sources like Debtwire, Pitchbook, and Capital IQ to proactively identify retailers and consumer goods companies that may benefit from HCR's suite of services, including capital, technology, and monetization. Supporting the dealmaking team, you will help define strategy, prepare meeting decks and proposals, contribute active support during deals and client meetings, memorialize key events in a CRM database, and further document outcomes in support of post-project reviews. Your efforts will ultimately advance opportunities, create value, and help secure business.

The ideal candidate for this role will possess 1-3 years of experience successfully generating tangible leads in furtherance of business objectives, supported by a thesis and research. They will showcase a proactive work ethic and a track record of initiative to drive successful outcomes. Proficiency in Excel and PowerPoint is essential, alongside excellent communication skills. An interest in consumer retail and distressed investing is valued but knowledge in these areas is not a requirement; we welcome those eager to develop expertise in these fields.

Responsibilities and Duties

• Utilize industry databases and tools to actively screen for leads, focusing on distressed or underperforming retail and consumer goods companies that will benefit from HCR’s services

• Conduct in-depth market research and assemble meaningful, actionable reporting that identifies opportunities and targets where HCR’s suite of solutions can add value

• Create company organization charts, and cross-reference with CRM contact connections/relationships for SVPs

• Champion data research, analysis, and due diligence efforts, including market, financial contact, referral, and company analysis

• Stay current on industry news and developments (e.g., WSJ Bankruptcy, Bloomberg, Crains, industry trade groups, etc.) to identify real-time opportunities for Hilco to provide value, enhancing the company’s position as a market leader

• Contribute to high-value contact outreach, devise strategies to connect with high-level contacts, and post-meeting follow-up deliverable follow-through

• Execute outreach strategies, as needed, to engage potential clients, utilizing a tailored approach to introduce HCR’s solutions and secure introductory meetings

• Provide strategic support to dealmakers by offering insights and analysis, aiding in the development of customized proposals that meet client-specific challenges

• Maintain the CRM tool, ensuring all interactions, updates, and outcomes are logged for comprehensive tracking of business development activities

• Collaborate with dealmakers to orchestrate and propagate deal opportunities among internal business development and relationship managers on a routine and expedited basis

• Actively listen and connect new business and deal opportunities involving cross-selling services and holistically leveraging the Hilco Global platform

• Develop compelling pitch decks that effectively communicate HCR’s unique value proposition, utilizing data and case studies to demonstrate impact

• Incorporating feedback from pitches and client interactions, maintain a dynamic library of pitch materials enabling quick customization for client-specific scenarios and facilitating rapid response to new opportunities

• Assist in the coordination of logistics for client presentations and meetings, ensuring all materials and arrangements are in place for a successful engagement

• Actively contribute to the continuous improvement of business development processes and strategies, leveraging insights and experiences to drive Hilco’s growth and success
   

Critical Competencies for Success

• Demonstrated ability to adapt to rapidly changing environments, manage demands from multiple teams, and prioritize tasks efficiently without sacrificing attention to detail, even under heavy workload

• Detail-oriented with the ability to analyze large amounts of complex data and synthesize clear, concise recommendations, enabling dealmakers to quickly evaluate opportunities and take informed action

• Hands-on, resourceful, and proactive professional, able to work autonomously and operate as part of a strong, collaborative team

• Excellent oral and written communication abilities, capable of engaging effectively with senior management and crafting compelling narratives in PowerPoint presentations

• Strong research abilities, ability to source company, contact data, and hunt down key information.

• Commitment to innovation and making a positive impact on clients, embodying the firm's core values of family, integrity, fun, and financial success

• Ability to develop meaningful relationships, both in-person and remotely, with teams and individuals at all levels within Hilco and external organizations

• Meticulous organization skills, emphasizing attention to detail and the ability to manage complex information systematically

• Expertise in Microsoft Office Suite, particularly PowerPoint, and Excel, demonstrating both technical and aesthetic mastery

• Intellectual curiosity paired with accountability and self-motivation, comfortable working autonomously to explore and learn

• Upholds and values integrity, acting ethically and responsibly in all professional dealings

Work Hours and Conditions

In addition to a minimum of 40 hours per week, some domestic and international travel may be required to attend business conferences, meetings with clients and/or oversee deal start-ups if needed.

We’re looking for a highly motivated individual with a strong work ethic, committed to putting in the time and effort needed to succeed. This role requires flexibility, commitment, and the willingness to go above and beyond, which may require extended hours. The ideal candidate will thrive in a fast-paced environment and be prepared to dedicate the necessary effort to achieve outstanding results.

About Hilco Consumer – Retail

Hilco Consumer – Retail (HCR) provides a wide range of analytical, advisory, asset monetization, and capital investment solutions to help define and execute a retailer’s strategic initiatives. Operating on 4 continents, HCR’s services fall into several principal categories including acquisitions; disposition of underperforming stores; retail company or division wind downs; event sales to convert unwanted assets into working capital; facilitation of mergers and acquisitions; interim company, division or store management teams; loss prevention; and, the monetization of furniture, fixtures and equipment.  Additionally, HCR owns the nation’s premier fixture and equipment liquidation firm, Hilco Fixed Asset Recovery (www.hilcoffe.com), a SaaS-based virtual store management platform that works on both Apple and Android devices, ReStore for Retail (www.restoreforretail.com), and an innovative sale locater website called Shop Genius (www.shopgenius.com). Hilco Consumer – Retail is part of Northbrook, Illinois based Hilco Global (www.hilcoglobal.com), the world’s leading authority on maximizing the value of business assets by delivering valuation, monetization, advisory, and capital solutions to an international marketplace. Hilco Global operates more than twenty specialized business units offering services that include asset valuation and appraisal, retail and industrial inventory acquisition and disposition, real estate and strategic capital equity investments.  

Hilco Global is an equal opportunity employer. Qualified candidates will be considered on merits and without regard to race, religion, color, national origin, age (40 and older), sexual orientation, genetic information, marital status, gender, veteran, or disability status.

In addition, Hilco Global is proud to offer a comprehensive, competitive benefits package, with options designed to help you make the best decisions for yourself, your family, and your lifestyle. Available benefits are based on eligibility. Our Total Rewards package includes a variety of medical and dental plans, vision coverage, disability and life insurance, 401(k) plans, and a robust suite of personal well-being benefits to support your mental health. https://hilcoglobal.com/careers-about/