Auto Business Dev Mgr

Malco Products Inc.•Barberton, OH

7d•Remote

About The Position

Malco Products, Inc. is a family-owned specialty chemical manufacturer founded in 1953. The headquarters and main manufacturing plant are located in Barberton, Ohio, with additional production and warehousing facilities in Akron and Alliance, Ohio. Malco is a global leader in the professional Automotive and Marine Detailing Industries distributing through a network of dedicated Domestic and International distributors along with providing contract manufacturing services to Global Fortune 100 consumer product companies. Malco prides itself on its ability to control the R&D, Manufacturing and Distribution of its branded Automotive and Marine products at its Barberton, Ohio facility. Malco relies on its core values to succeed – innovation, industry leading quality and performance, having a team-oriented, family atmosphere for our employees and a mission statement to be “Our Customers Best Partner.”

Requirements

Bachelor’s Degree (Business Administration, Marketing or related field) is preferred or an Associate Degree along with commensurate experience.
5+ years (mid-level) of business / market development or relevant experience.
Proven track record of identifying and closing distribution partnerships.
Strong relationship building and emotional intelligence skills (empathy, self-awareness and resilience).
Experience using CRM and other sales funnel / pipeline tracking tools.
Clear and persuasive communication skills (written and oral).
Excellent listening, presentation, influence and negotiation skills.
Strategic thinking and data-based decision making.
Accountability and integrity.
Attention to detail and strong organizational skills.
Ability to train and demo products.
Willingness to work outside business hours to accommodate customer needs.

Nice To Haves

Automotive aftermarket experience strongly preferred.

Responsibilities

Lead business development efforts in the US and Canada to grow company market share in the automotive detailing market.
Identify and prioritize markets with high potential for growth.
Develop go-to-market plans that optimize distributor selection/footprint and maximize market penetration.
Onboard, train and develop new customers to accelerate market penetration.
Lead domestic business development efforts to add customers and grow sales.
Evaluate and prioritize open and underpenetrated markets or regions.
Research and qualify potential distribution partners in target markets.
Build and manage a pipeline of potential distributors (traditional and sub-distributor).
Lead outreach, presentations, and negotiations to convert prospects into authorized distribution partners.
Onboard and enable new distributors with product knowledge, sales training, marketing strategies and collateral usage, pull-through support and other program support.
Achieve sales budget and other assigned target metrics.
Assist regional sales managers in share of wallet expansions on existing accounts as needed.
Represent Malco at designated trade shows and customer functions.
Support product and marketing groups in voice of customer, competitive information and product line management.
Timely communication and reporting.