Business Development Manager - Mid-Tier Accounts

EVERGREEN • Richmond, ME

15d • $80,000 - $100,000

About The Position

The Business Development Manager will develop new business in the Mid-Tier channel by converting existing buyer relationships into active accounts and winning additional chain and multi-location retailers. The channel includes regional retailers below mass-market scale, such as grocery, farm-and-ranch, hardware and co-op, home décor, airport, museum, tourist, destination, and specialty retail. The role has a target of bringing in at least $1,000,000 in new annual business and is measured equally on booked and shipped dollars from new, incremental accounts. The manager will bring an agreed target-account list and buyer relationships, while also working qualified company-provided leads. The role joins a team of three account managers with separately assigned accounts and reports to the Director of Sales.

The manager will own the sales process from first buyer meeting through line review, item setup, vendor compliance, and first order, then grow accounts through expanded assortments, programs, and seasonal buys. The role also develops an annual account-by-account booking and shipment plan for the territory, which feeds into the channel budget for CEO review. Travel to buyer meetings and trade shows is expected approximately 25% of the time.

Requirements

• At least 7 years of B2B sales experience selling to chain retailers.
• At least 3 years selling to Mid-Tier, regional, or multi-location accounts in channels such as grocery, travel, tourist, or specialty retail.
• Current, active buyer relationships at multiple chains and a credible path to $1 million in annual bookings from those relationships.
• Demonstrated success opening new chain accounts and growing them year over year, supported by measurable results.
• Experience with line reviews, item setup, vendor compliance, and retail promotional planning.
• Ability to build an account-level booking plan and forecast using Excel and a CRM.
• Willingness to travel to buyer meetings and trade shows approximately 25% of the time.

Nice To Haves

• Experience across multiple Mid-Tier channels, such as grocery, airport and travel retail, museum and tourist shops, specialty, hardware, farm-and-ranch, or home décor.
• Experience in gift or seasonal categories.
• Relationships with buying groups and co-ops.
• Experience identifying and scaling trend-driven items quickly across multiple accounts.
• Bachelor’s degree in business, marketing, or a related field, or equivalent experience.

Responsibilities

• Convert existing Mid-Tier chain relationships into active accounts using an agreed target-account list.
• Prospect and win new chain and multi-location retailers using personal networks and company-provided qualified leads.
• Manage new accounts through the sales process, including first buyer meetings, line reviews, item setup, and first orders.
• Grow new accounts through assortment expansion, additional programs, seasonal buys, and repeat annual business.
• Build an annual booking and shipment plan for the territory, account by account, for inclusion in the channel budget.
• Forecast account performance and measure success against booked and shipped revenue from new, incremental accounts.
• Travel to buyer meetings and trade shows, approximately 25% of the time.

Benefits

• Medical benefits.
• Company-paid life insurance.
• Long-term disability.
• 401(k) with company match.
• Employee discounts across the company’s family of brands.
• Comprehensive onboarding, in-field coaching, and ongoing training.
• Real-time ordering system and 24/7 online resource center.
• Access to the 20,000-square-foot Richmond showroom in person or through virtual tours.
• Base salary plus uncapped commission on booked and shipped revenue from new accounts.

What This Job Offers

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