Business Development Manager (REQ927)

Spartech•Maryland Heights, MO

About The Position

Spartech is seeking a Business Development Manager to drive profitable revenue growth through target development, market strategy, prospecting, and closing new business. The role focuses on margin performance, relationship building, vertical market strategy, forecasting, achievement of sales objectives, and coordination across functional groups in support of account goals. The successful candidate will sell at all levels of management, build customer relationships, use customer-centric selling approaches, and communicate the value of Spartech’s products and services. The position also calls for independent work, effective coaching, problem solving, professionalism, and cross-functional influence as a thought leader. Up to 50% travel is required. The manager will support market development planning for Spartech’s verticals, lead new-business-development activity aligned with strategic priorities, and collaborate with Industry Directors, Marketing, R&D, and MarCom. Responsibilities include researching new market opportunities, generating and qualifying leads, supporting innovation portfolios and product launches, and contributing to market segmentation, value propositions, and marketing programs. Account management is limited where vertical-market 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 strong customer relationships.
Skill in customer-centric selling and effectively communicating the value of products and services.
Ability to assist customers with problem solving and deliver solutions.
Ability to work independently and coach effectively.
Ability to influence peers and higher organizational levels and lead cross-functionally.
Professionalism, energy, and enthusiasm in daily work.
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.
Apply customer-centric selling practices and tools, including scorecards, business reviews, prospecting, sales-funnel development, cross-selling, accounts-receivable collection, bad-debt avoidance, and CRM management.
Develop account relationships, identify opportunities, and capture specifications for Spartech products and services at strategic accounts within assigned geographies or industries.
Set, track, and close new-business targets aligned with short- and long-term objectives at designated accounts.
Build contact matrices and relationships with key decision makers and project facilitators; prospect and cold call.
Develop, execute, and manage sales plans, sales budgets, and expense budgets; deliver planned results and report expenses in a timely manner.
Negotiate pricing, contracts, and value packages to deliver growth and an acceptable return on Spartech’s invested resources.
Create account development plans and written strategic-account plans, including metrics for annualized sales potential; network throughout customer and Spartech organizations.
Understand key industry players, applications, requirements, trends, needs, and Spartech’s potential and market share; develop industry and product expertise.
Coordinate with functional teams and technical groups to accelerate profitable growth through solutions selling.
Connect customers’ business strategies with Spartech’s capabilities; monitor competition, identify threats and barriers, and develop responses.
Implement Spartech pricing, market strategies, and business practices; participate in strategy development and help position the business and its offerings.
Establish individual performance standards, goals, and objectives; measure performance and provide feedback.
Assist in market-development planning and processes for Spartech’s market verticals, working with Industry Directors and the Marketing Director on heat maps, 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.
Work with MarCom and Industry Directors on product launches, relaunches, and search-and-reapply efforts in prioritized market segments.
Conduct market analysis and studies for new opportunities, including energy storage systems, aerospace and rail low-toxicity interiors, vertical façades, thermoforming co-manufacturing, and films for windows and doors.
Generate and qualify leads 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 support where vertical-market assistance is needed, generally targeting no more than 25% of the role unless discussed with sales leadership.