Business Development Manager – Territory-Based

ITW•Baltimore, MD

6d•$115,000 - $135,000•Remote

About The Position

Vulcan, a leader in high-performance, energy-efficient commercial cooking equipment trusted by chefs and operators worldwide, is seeking a driven and dynamic Business Development Manager (BDM) to lead sales growth within a defined U.S. geographic region. This regional BDM role is field-forward, highly cross-functional, and responsible for activating the Vulcan portfolio through hands-on end-user and dealer engagement, regional chain support, market intelligence, and in-territory training events. The successful candidate will be an energetic relationship builder who thrives in the field and can translate customer needs into clear actions that drive near-term sales results and long-term market share growth. Scope & Function The BDM is a highly visible commercial role that reports to the Senior Director of Sales Operations and requires close alignment with Product Managers, Culinary, and Marketing and the ITW Food Equipment Group sales organization including Regional Directors and Territory Sales Managers. The ideal candidate is responsible for advancing Vulcan’s full portfolio within assigned states by influencing reps, dealers, consultants, and end-users. Success requires: Exceptional business acumen and field selling skills. Strong interpersonal capability to build trust across the dealer/rep ecosystem. Ability to activate programs, launches, and pricing strategies in-region. High levels of accountability, autonomy, and strategic execution. The BDM is the go-to regional expert on competitive activity, dealer behavior, regional chain opportunities, and territory growth levers, and is responsible for coordinating in-market initiatives that accelerate adoption of Vulcan equipment.

Requirements

Bachelor’s degree in Business, Marketing, Engineering, Hospitality, or equivalent professional experience.
7+ years in field sales, business development, or product/sales hybrid roles within foodservice, industrial, or commercial equipment industries.
Proven track record of field selling success with dealer and rep organizations.
Competitive and self-driven mindset with a bias toward action.
Ability to influence without authority and build trust quickly.
Strong field selling presence with outstanding verbal and written communication.
High comfort level presenting to groups, conducting demos, and leading training.
Strong analytical and business strategy skills.
Mastery of Microsoft Office Suite and CRM tools (Dynamics 365 preferred).
Time-management excellence—able to manage complex travel and shifting priorities.
Understanding of P&L drivers, pricing strategy, and margin management.
Ability to lead cross-functional workflows and collaborate effectively.
Travel approximately 2–3 nights per week throughout assigned region.
Remote position with regular time required at customer sites, events, and Vulcan facilities.
Occasional lifting or movement of demo equipment (with support when appropriate).

Nice To Haves

Experience working with foodservice consultants or chains strongly valued

Responsibilities

Territory Leadership & Sales Growth Follow and execute ITW Enterprise Strategy, ITW Toolkit, Core Values, and Code of Conduct as a business leader
Drive share gain and revenue growth across the full Vulcan portfolio within the assigned region.
Lead joint sales efforts with manufacturer representatives, dealers, regional chains, and end users.
Partner with Regional Directors to execute territory-specific plans that align with national programs and 80/20 priorities.
Identify, develop, and close regional opportunities including remodels, spec conversions, multi-unit regional chains, and emerging operators.
Field Training & Market Activation Deliver hands-on product training for reps, dealer teams, consultants, and end users (in-market and at Vulcan Experience Centers).
Execute regional launch plans for new products, programs, or promotional initiatives.
Lead regional cooking demos, road shows, buying-group events, and consultant engagement sessions coordinating with the Culinary team.
Dealer & Consultant Engagement Strengthen relationships with our 80 dealer partners through recurring visits, strategic planning, and shared funnel visibility.
Support dealer quoting, pipeline development, and competitive positioning.
Develop strong connections with foodservice design consultants, delivering spec updates, training, and project support.
Track regional pricing pressures, market trends, and operator needs to inform product roadmaps and forecasting.
Cross-Functional Collaboration Partner with Product Managers on real-time feedback, new product adoption, and pricing updates.
Work with Culinary to support regional demo events, chain menu testing, and equipment performance evaluations.
Collaborate with Marketing on local promotions, content needs, collateral, and customer success stories.
Operational & Administrative Excellence Maintain CRM updates (Dynamics 365) with accurate activity logs, opportunities, and forecast insights.
Participate in AOP and LRP development by providing territory-specific growth inputs.
Represent Vulcan at regional and national trade shows and industry events.
Support special projects as assigned.