Business Development Manager - Mid-Tier Accounts

EVERGREEN ENTERPRISES OF VIRGINIA LLC • Richmond, ME

15d • $80,000 - $100,000 • Onsite

About The Position

The Business Development Manager will develop new business in the Mid-Tier channel by bringing existing buyer relationships and a credible path to at least $1 million in annual bookings. The role focuses on chain and multi-location retailers that buy centrally but are below mass retail, including grocery, farm-and-ranch, hardware and co-op, home décor, airport, museum, tourist and destination retail, specialty retail, and other regional chains. The successful candidate will own a territory of new chain accounts designed not to overlap with accounts assigned to the existing account-management team. The position reports to the Director of Sales and success is measured equally by booked and shipped dollars from new, incremental accounts.

The manager will convert existing relationships into active accounts, prospect and win new chains using both a personal network and company-provided qualified leads, and manage the sales process from initial buyer meeting through line review, item setup, and first order. After opening accounts, the manager will expand assortments, programs, and seasonal purchases to build repeat annual business. The role also owns an account-by-account annual booking and shipment plan for the territory, which feeds into the channel budget for CEO review. Travel to buyer meetings and trade shows is approximately 25% of the time.

Compensation is listed as $80,000–$100,000 base plus commission per the job details, and the offer section describes first-year earnings of $80,000–$100,000+ with uncapped commission on booked and shipped revenue from new accounts. The company provides medical benefits, company-paid life insurance, long-term disability, a 401(k) with company match, employee discounts, onboarding, in-field coaching, ongoing training, an ordering system, a 24/7 online resource center, and access to a 20,000-square-foot Richmond showroom in person or by virtual tour.

Requirements

• At least 7 years of B2B sales into 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.
• A track record of opening new chain accounts and growing them year over year, with measurable results.
• Experience with line reviews, item setup, vendor compliance, and retail promotional planning.
• Comfort building an account-level booking plan and forecasting against it in Excel and a CRM.
• Willingness to travel to buyer meetings and trade shows approximately 25% of the time.

Nice To Haves

• Experience across more than one Mid-Tier channel, 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 spotting 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, with a named target-account list agreed before the start date.
• Prospect and win chain and multi-location retailers across Mid-Tier channels using personal networks and company-provided qualified leads.
• Manage the sales process from the first buyer meeting through line review, item setup, and first order.
• Expand assortments, add programs and seasonal buys, and develop new accounts into repeat annual customers.
• Build an annual booking and shipment plan for the territory, account by account, and incorporate it into the channel budget for CEO review.
• Forecast against the account-level plan using Excel and a CRM.
• 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, 24/7 online resource center, and access to a 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: Senior