Business Development Manager

Factory Motor Parts Careers•Minot, ND

About The Position

The Business Development Manager solicits and develops accounts in the Distributor, Fleet, and New Car Dealer channels. The role manages customer accounts and grows sales profitably by sustaining relationships with current customers, developing new customers, and expanding business over time. The position is primarily responsible for developing and delivering Factory Motor Parts’ (FMP’s) value proposition for these channels. This includes coordinating product offerings and marketing messages, developing customer-service levels and training, and working across a matrixed organization to achieve account sales and gross-profit objectives. The manager identifies opportunities across regions, recommends strategic changes, develops sales tools and strategies, and collaborates with Marketing and other teams to support account growth. The role also develops business relationships and account-development standards, qualifies customers, negotiates pricing and makes recommendations to the Senior Vice President, and pursues new business with accounts not currently buying from FMP. It includes participating in vendor shows and regional or national meetings, presenting to large groups, reviewing business with accounts, and implementing promotions and contests. This is primarily a field-based position with some overnight travel; frequent computer and cell-phone communication from the field is required.

Requirements

At least 2 years of sales experience in one or more of the Distributor, Fleet, or New Car Dealer automotive parts channels.
At least 2 years of experience routinely cold-calling potential Distributor, Fleet, or New Car Dealer clients to develop business.
Demonstrated problem-solving and negotiation ability, with particular emphasis on closing sales.
Strong relationship-building skills.
Ability to conduct business professionally with internal and external customers.
Proven track record of business development and sales success in the automotive industry.
Strong knowledge of automotive parts and accessories.
Excellent communication, negotiation, and presentation skills.
Ability to work independently and collaboratively in a team environment.
Analytical mindset and ability to interpret market data and make data-driven decisions.
Proficiency in CRM software and Microsoft Office Suite.
Willingness to travel as needed.

Responsibilities

Solicit and develop Distributor, Fleet, and New Car Dealer channel accounts; manage customer accounts and grow sales profitably.
Develop sustainable relationships with current customers and identify and develop new customers.
Coordinate product offerings, consistent marketing messages, appropriate customer-service levels, and internal and external training to support FMP’s channel value proposition.
Attain channel account sales and gross-profit percentage budgets and objectives by influencing a matrixed organization and working with regional National/Special Accounts Sales Managers.
Understand channel opportunities across all regions and recommend strategic changes to capture them.
Train teams on FMP’s account-selling process.
Develop and recommend sales tools and strategies to overcome anticipated or existing sales obstacles.
Differentiate FMP’s value proposition from competitors and translate that differentiation into tactical sales tools for account sales representatives.
Collaborate with FMP Marketing on sales and marketing programs that support strategy and motivate sales teams and customers.
Ensure Customer Service and General Managers understand the channel value proposition and are informed about tactical product promotions and sales objectives.
Develop business relationships and account-development standards, including customer qualification standards and business-development goals.
Negotiate pricing and make recommendations to the Senior Vice President.
Identify prospective business with accounts not currently buying from Factory Motor Parts and develop business plans to profitably win new lines, categories, and opportunities.
Manage and participate in national and regional vendor shows and meetings to promote FMP’s partnerships and involvement.
Give sales presentations to large groups.
Monitor account business and review and report on related issues.
Work with accounts to develop and implement promotions and contests to stimulate business.
Travel as needed, including some overnight travel, and communicate frequently by computer and cell phone from the field.