Business Development Manager (REQ927)

Spartech • Maryland Heights, MO

10d

About The Position

Spartech’s Business Development Manager is responsible for building and closing targets through strategy and market development. The role focuses on profitable growth, margin, relationship building, vertical market strategy, prospecting, forecasting, sales objectives, and coordinating activities across functional groups to support account goals. The manager sells to all levels of customer management, builds durable customer relationships, uses customer-centric selling approaches, and communicates the value of Spartech’s products and services. The position also helps customers solve problems, works independently, coaches effectively, and influences peers and cross-functional partners as a thought leader. Up to 50% travel is required.

The position supports market development across Spartech’s verticals, including market analysis, lead generation and qualification, new business development, innovation planning, product launches and relaunches, and strategic market initiatives. Account management is limited where vertical support is needed and should generally comprise no more than 25% of the role unless discussed with sales leadership.

Requirements

• Ability to sell at all levels of management and build relationships that secure continued customer consideration.
• Skill in customer-centric selling and effectively communicating the value of products and services.
• Ability to help customers solve problems and deliver solutions.
• Ability to perform independently and coach effectively.
• Ability to influence peers and higher organizational levels and to lead cross-functionally.
• Ability to travel up to 50%.

Responsibilities

• Drive profitable revenue growth, including robust new business development, and achieve gross margin targets as a percentage of sales.
• Use customer-centric selling skills and tools, including scorecards, business reviews, prospecting, new-account calls, sales funnel development, cross-selling, accounts receivable collection, bad-debt avoidance, and CRM management.
• Develop account relationships, identify opportunities, and capture specifications and service opportunities for Spartech products at strategic accounts within the assigned geography or industry.
• Establish, track, and close new business targets consistent with short- and long-term objectives for designated accounts in the vertical market.
• Develop contact matrices and relationships with key decision makers and project facilitators; conduct prospecting and cold calling.
• Develop, execute, and manage sales plans, sales budgets, and expense budgets; manage expenses and report in a timely manner.
• Negotiate pricing and contracts to deliver customer value and profitable growth.
• Create account development plans and build networks throughout customer and Spartech organizations.
• Deliver planned results (AOP).
• Understand industry players, applications, requirements, trends, needs, and Spartech’s potential and market share; develop industry and product expertise and leverage successes across the industry.
• Coordinate with functional teams and technical teams to accelerate profitable growth through solutions selling.
• Connect customers’ business strategies with Spartech’s capabilities.
• Monitor competitors, assess threats and issues, and develop plans to remove barriers.
• Implement Spartech pricing, market strategies, and business practices; negotiate customer contracts and value packages that provide an acceptable return on invested resources.
• Participate in strategy development, business positioning, offer development, target-market definition, and commercial strategy.
• Establish individual performance standards, goals, and objectives; measure performance and provide feedback.
• Develop written strategic account plans, including metrics defining annualized sales potential for each account.
• Manage strategic relationships, cultivate new alliances, and monitor competitive activity.
• Assist with market development planning and processes for Spartech’s market verticals, working with Industry Directors and the Marketing Director.
• Support heat maps for business development prioritization and situational analysis.
• Lead new-business-development activity aligned with strategic priorities for vertical markets and segments.
• Work with R&D and Industry Directors on innovation funnels and portfolios.
• Partner with MarCom and Industry Directors on product launches, relaunches, and Search & Reapply efforts in prioritized market segments.
• Conduct market analyses and studies for new opportunities, including energy storage systems, aerospace and rail low-toxicity interior markets, vertical façade, thermoforming co-manufacturing for CPGs, and W&D films.
• Lead generation and qualification in prioritized markets.
• Co-lead situational analysis, market segmentation, value-chain and value-proposition development, marketing programs, and strategic priorities for industry verticals.
• Provide limited account management where vertical assistance is needed, generally targeting no more than 25% unless discussed with sales leadership.

Benefits

• Medical, dental, and vision coverage.
• Company-paid life insurance and short- and long-term disability programs.
• Flexible spending accounts.
• 401(k) with a matching program.
• 120 hours of paid time off, prorated based on hire date.
• 11 paid holidays.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed