Business Development Manager - Northeast

Ace Hardware Corporation•Boston, MA

21d•$98,000 - $110,000

About The Position

Business Development Manager (1) Opening within the geographic locations listed below. Ideally, we are targeting candidates who live in close proximity to Portland, ME; Boston, MA; Albany, NY; Providence, RI; or Hartford, CT. The Job As the Business Development Manager (BDM), you will be responsible for finding and signing new high-value customers for Emery Jensen across our key customer channels: Pro Lumber, Pro Paint and Hardware Stores/Home Centers. This position identifies prospects, develops a pipeline, determines the needs of specific prospects and shares the Emery Jensen value proposition to meet those needs. The Business Development Manager is an ambassador for Emery Jensen, developing relationships with industry organizations, vendor partners, and prospective customers. This position will also work closely with the Emery Jensen sales team, helping new customers transition to their Territory Managers during the early months after signing customers. What you will do… The BDM will have responsibilities for the account throughout the full 12 month sales cycle and will need to communicate effectively with the local Territory Manager to insure the growth of the account to its full potential over this period. The focus of the BDM will be on full-conversion opportunities in which Emery-Jensen will become the primary distributor of hardware, paint and/or fastener products to the prospective retailer. Increase top-line sales for Emery Jensen but will also be required to target prospective customers and develop a sales approach with company profitability in mind as well. Understanding the return on investment, customer life time value and the basic fundamentals of Emery Jensen’s financial model will be critical in successfully targeting and signing new business. Demonstrate a basic understanding of the ‘levers’ that create a profitable customer relationship and develop sales approach around optimizing these ‘levers’. Actively research, pursue and open prospective customers within defined sales channels by clearly articulating and executing on the Emery Jensen value proposition. Maintain a weekly prospect pipeline with measurable results. Present Pre/Post Call plan showing measurable and manageable improvement towards conversion of customer. Pre-Call: Decision Maker, Business focus, competition, what needs to be accomplished. Post-Call: Opportunity, plan for solution, ROI on customer conversion, customer life time value. Utilize Emery Jensen marketing and merchandising material/initiatives to strategically present solutions to prospective customers. Participate in national industry organizations; NRLA, NLBMDA, etc.; attend industry events (shows, roundtables, etc.) with an established approach/communication plan aimed at signing prospective customers; proactive build relationships with field sales teams from national partners: LMC, LBMA, Ben Moore. Actively communicate with Territory Managers and develop a plan for transition of newly opened accounts over to appropriate Territory Manager. Manage expenses relating to travel, meetings, membership to organizations and conversion resources in accordance with overall expense budgets set by Emery Jensen. Attend industry trade shows with a ‘show plan’ to further business development efforts.

Requirements

College degree or equivalent required.
Minimum of 3 years in new business development or territory manager position.
Comfortability with cold calling and a track record for success.
Intermediate experience with Microsoft Excel, PowerPoint, Business Intelligence system, CRM tools
Travel 75% of the time, and should reside in one of the following areas listed above.

Nice To Haves

Knowledge/experience in the hard-lines industry preferred.
Existing book of business highly preferred.

Responsibilities

Finding and signing new high-value customers for Emery Jensen across our key customer channels: Pro Lumber, Pro Paint and Hardware Stores/Home Centers.
Identifying prospects, develops a pipeline, determines the needs of specific prospects and shares the Emery Jensen value proposition to meet those needs.
Developing relationships with industry organizations, vendor partners, and prospective customers.
Helping new customers transition to their Territory Managers during the early months after signing customers.
Communicating effectively with the local Territory Manager to insure the growth of the account to its full potential.
Focusing on full-conversion opportunities in which Emery-Jensen will become the primary distributor of hardware, paint and/or fastener products to the prospective retailer.
Increasing top-line sales for Emery Jensen but will also be required to target prospective customers and develop a sales approach with company profitability in mind as well.
Understanding the return on investment, customer life time value and the basic fundamentals of Emery Jensen’s financial model will be critical in successfully targeting and signing new business.
Demonstrating a basic understanding of the ‘levers’ that create a profitable customer relationship and develop sales approach around optimizing these ‘levers’.
Actively researching, pursuing and opening prospective customers within defined sales channels by clearly articulating and executing on the Emery Jensen value proposition.
Maintaining a weekly prospect pipeline with measurable results.
Presenting Pre/Post Call plan showing measurable and manageable improvement towards conversion of customer.
Utilizing Emery Jensen marketing and merchandising material/initiatives to strategically present solutions to prospective customers.
Participating in national industry organizations; NRLA, NLBMDA, etc.; attend industry events (shows, roundtables, etc.) with an established approach/communication plan aimed at signing prospective customers; proactive build relationships with field sales teams from national partners: LMC, LBMA, Ben Moore.
Actively communicating with Territory Managers and develop a plan for transition of newly opened accounts over to appropriate Territory Manager.
Managing expenses relating to travel, meetings, membership to organizations and conversion resources in accordance with overall expense budgets set by Emery Jensen.
Attending industry trade shows with a ‘show plan’ to further business development efforts.

Benefits

Incentive opportunities, based on role/grade level
Generous 401(k) retirement savings plan with a fully vested matching contribution the first year and annual discretionary contribution
Comprehensive health coverage (medical, dental, vision and disability – up to 26 weeks short-term disability and long-term disability) & life insurance benefits for you and your dependents
21 days of vacation immediately available (prorated in the first year) and up to 6 paid holidays depending on the month of hire
Annual Ace Cares Week, 20 hours off work per year to volunteer at an organization of your choice, opportunities to help Children’s Miracle Network Hospitals and the Ace Helpful Fund through the Ace Foundation
On-site classes, facilitator-led courses, and a generous tuition assistance program, plus a performance management approach that goes beyond the typical annual review
Frequent campus events like Employee Appreciation Week, vendor demos, cookouts, and merchandise sales
Services such as mobile spas, auto maintenance, car wash and detailing, dry cleaning, dentists, eye doctors, flu shots, recycling and more!
Employee discounts on the products we sell (including top brands like Weber, Traeger, Yeti, Craftsman, DeWalt and more), travel, fitness, computers and thousands more
Birth/Adoption bonding paid time off
Adoption cost reimbursement
Employee Assistance Program (EAP) – access to free visits to therapists and lawyers, guidance on financial matters, elder and childcare, and assistance with tickets to entertainment events
Identity theft protection