Business Development Manager (Michigan)

IEWC•New Berlin, WI

2d•Hybrid

About The Position

The Business Development Manager (BDM) is responsible for and critically focused in developing and delivering the territory sales strategy to accelerate Gross Profit $ growth. Business Development Managers need to be an expert in their customer’s business by gaining a deep understanding of their internal goals, objectives and processes as well as their external environment including their key markets and customers. This role will bring significant impact to the business by developing new business/accounts, focusing on high growth markets, expanding existing accounts, securing value-added capability wins and replicating wins. Each BDM’s territory consists of existing IEWC customers and new accounts we haven’t called on yet. The primary determinants of success include capturing new accounts and achieving Gross Profit $ growth taking competitor share (displacement strategies) and increasing customer retention while building loyalty at existing accounts. The BDM has territory ownership and works closely and collaboratively with the Account Manager (AM) attached to the accounts.

Requirements

A Bachelor’s degree and 3+ years or more of related experience; or a combination of education and experience.
A valid driver’s license.

Nice To Haves

Strong business partner with a history of creating value for customers
Excellent business acumen – deeply understands our customer’s business
Curious, agile learner focused on continuous improvement
Acts with urgency
Highly accountable
Support IEWC’s commitment to its Vision, Values and Purpose.

Responsibilities

Create meaningful business relationships deep within the customer’s organization with many key decision makers, influencers and stake holders to ensure we’re helping drive solutions.
Challenge the status quo through value selling activities that provide key insights into their business and markets served that offer value to the customer and position IEWC as the preferred supplier.
Establish themselves and IEWC as trusted advisors through providing differentiated business solutions and best in class service and support.
Develops specific strategies that align specific IEWC solutions to drive down the customer’s total cost and establish IEWC as the preferred business partner.
The Business Development Manager develops customer loyalty through being an effective teacher to the customer and enhance the customer experience with IEWC.
Offers unique and valuable perspectives on the market.
Helps the customer navigate alternatives,
Helps the customer to avoid potential land mines.
Educates the customer on new issues and outcomes.
Creates and environment that makes us “easy to do business with”.
The Business Development Manager has widespread support across the organization.
In collaboration with the appropriate Account Manager, BDMs will manage their account base to accelerate Gross Profit $ growth. This includes working on bid packages, quotes and copper programs.
Effectively prospect to win new business at the highest margins.
Achieve objectives around customer profitability.
Manage his/her business through the utilization of the IEWC’s sales process in order to achieve his/her territory plan – work the plan and plan the work.
Fully leverage the CRM to manage their opportunity pipeline.
Utilize the commercial reports to analyze their accounts with regards to performance and activities. Provides sales forecast.
Provide specific, timely feedback to their direct manager and customer service teams as well as key market intelligence with regards to competitors, suppliers, etc to other cross-functional teams.
Build specific customer roadmaps to establish key decision makers, influencers and stake holders and determine specific selling strategies to optimize growth.
Develop meaningful business relationships with key suppliers to leverage their expertise, gain their support and create mutually beneficial business relationships.
Actively work with all facets of the customer’s business to build value.
Create a robust opportunity pipeline, with a focus on increasing the win rate percentage, maximizing the average deal size and increase the velocity within the pipeline (shorten sales cycle).
Continually look to improve themselves through gaining key insights into the markets, products or to develop specific skills to be a more effective seller.