Business Development Manager-Sand States (NV, AZ, CA)

Latham, The Pool Company

21d•$100,000 - $125,000•Remote

About The Position

The Business Development Manager (BDM), Sand States Fiberglass is a growth-focused field sales role responsible for generating measurable, profitable, incremental revenue for Latham’s Fiberglass Pools product category within an assigned territory covering California, Nevada, and Arizona. The role focuses on identifying and converting new dealers, distributors, pool builders, installers, and other channel partners; expanding category penetration in underdeveloped accounts and markets; and increasing Fiberglass Pools sales across eligible Latham and competitive pool opportunities. The BDM manages new-business opportunities from prospecting and qualification through proposal, commercial negotiation, first order, onboarding, activation, and repeat revenue. Performance is primarily measured by incremental net sales and gross margin above the territory baseline, new-account productivity, qualified pipeline growth, conversion rate, Fiberglass Pools sales growth, and market-share gains. Existing-account service, technical support, and training enable growth but are secondary to the role’s new-business mandate. This is a remote, full-time, exempt position. Extensive travel throughout the assigned territory, including overnight travel as needed, is expected at approximately 50–70%. The salary range is $100,000–$125,000, with a Sales Incentive Plan bonus of 40% of base pay.

Requirements

Minimum of 5+ years of successful sales, business development, account management, or territory management experience.
Demonstrated success in a hunting-oriented role generating net-new revenue, converting competitive accounts, building pipeline, and closing complex channel sales opportunities.
Proven ability to use CRM data, sales metrics, and financial analysis to prioritize opportunities, forecast accurately, and manage profitable growth.
Strong presentation, negotiation, and communication skills.
Technical aptitude to understand and explain product features, installation requirements, and troubleshooting procedures.
Ability to effectively train customers, dealers, and distributors.
Strong organizational, planning, and time-management skills.
Proficiency with Microsoft Office applications, CRM platforms, mobile applications, and virtual meeting tools.
Ability to analyze market conditions and develop strategic sales plans.
Willingness and ability to travel extensively throughout the assigned territory, including overnight travel as needed (approximately 50–70%).
Valid driver’s license and acceptable driving record.

Nice To Haves

Bachelor’s degree in business, Marketing, Sales, or a related field; an equivalent combination of education and experience will be considered.
Experience within the swimming pool, pool equipment, building products, construction, or related industries is strongly preferred.

Responsibilities

Deliver assigned annual and quarterly targets for incremental net sales, gross margin, Fiberglass Pools units, and market-share growth above the established territory baseline.
Develop and execute a territory growth plan identifying whitespace, underserved geographies, priority segments, competitive conversions, and actions needed to achieve the sales plan.
Build and maintain a prioritized target-account list; prospect, recruit, convert, and onboard new dealers, distributors, builders, installers, and other channel partners.
Generate qualified opportunities through outbound prospecting, referrals, industry relationships, job-site intelligence, events, targeted campaigns, and collaboration with Latham field sales teams.
Manage new-business opportunities from qualification through needs analysis, proposal, commercial negotiation, first order, onboarding, activation, and repeat purchase.
Convert competitive users, non-users, and underpenetrated Latham accounts to Latham Fiberglass Pools and increase sales across eligible pool installations.
Create account-specific launch and growth plans with unit and revenue goals, training, marketing activation, first-project support, and milestones to repeat revenue.
Allocate most customer-facing time to net-new and incremental-growth opportunities while coordinating routine service needs with appropriate support resources.
Maintain a qualified pipeline sufficient to achieve targets and manage opportunities by stage, value, probability, expected close date, next action, and risk.
Maintain complete and timely account, activity, opportunity, and forecast information in the company CRM; document win/loss reasons and use insights to improve conversion.
Provide accurate weekly and monthly forecasts, territory updates, conversion plans, risks, and corrective actions to sales leadership.
Protect pricing and gross margin by following approval requirements and evaluating the return on promotions, discounts, incentives, and customer investments.
Deliver persuasive sales presentations, product demonstrations, and consultative selling sessions communicating the design, durability, installation, and commercial value of Fiberglass Pools.
Coordinate product, installation, sales, ordering, and service training to accelerate customer confidence, adoption, and time to first revenue.
Serve as a knowledgeable resource on Latham Fiberglass, applications, installation requirements, operation, maintenance, and troubleshooting, engaging technical specialists for complex issues.
Collaborate with Sales, Marketing, Customer Care, Operations, Engineering, Finance, and channel partners to remove barriers, accelerate conversions, and improve the customer experience.
Maintain product, industry, and market knowledge through ongoing training and professional development.
Perform other duties as assigned.