Business Development Manager (Indiana)

IEWC

About The Position

The Business Development Manager (BDM) develops and delivers territory sales strategies to accelerate gross profit dollar growth. The role requires a deep understanding of customers’ internal goals, objectives, and processes, as well as their markets and customers. The BDM develops new accounts, focuses on high-growth markets, expands existing accounts, secures value-added capability wins, and replicates successful approaches. The territory includes existing IEWC customers and prospective accounts in Indiana and Michigan. The BDM works collaboratively with the Account Manager assigned to accounts and is responsible for capturing new business, growing gross profit, taking competitor share, and improving customer retention and loyalty. The position builds relationships with customer decision-makers and stakeholders, provides insights and differentiated solutions, and establishes IEWC as a trusted, preferred supplier. The BDM manages account activity and opportunities using IEWC’s sales process, CRM, and commercial reports; supports bids, quotes, and copper programs; forecasts sales; and provides feedback and market intelligence to managers and cross-functional teams. The role also involves frequent customer travel, with 80% or more of time spent in the field. IEWC describes itself as an employee-owned company and an equal opportunity employer. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

Requirements

Bachelor’s degree and at least 3 years of related experience, or an equivalent combination of education and experience.
Valid driver’s license.
Strong business partnership skills and a history of creating value for customers.
Excellent business acumen and a deep understanding of customers’ businesses.
Curiosity, agility, and commitment to continuous improvement.
Acts with urgency and demonstrates accountability.
Ability to meet the physical demands described, with reasonable accommodation where applicable.

Responsibilities

Develop and deliver a territory sales strategy to accelerate gross profit dollar growth.
Build meaningful relationships with customer decision-makers, influencers, and stakeholders.
Use value-selling activities and market insights to position IEWC as a preferred supplier and trusted advisor.
Develop strategies that align IEWC solutions with customer needs, reduce total cost, and support customer loyalty.
Collaborate with Account Managers to manage accounts and accelerate gross profit growth, including working on bid packages, quotes, and copper programs.
Prospect effectively to win new business at the highest margins and achieve customer profitability objectives.
Manage territory plans using IEWC’s sales process and fully leverage the CRM to manage the opportunity pipeline.
Use commercial reports to analyze account performance and activities, and provide sales forecasts.
Provide timely feedback to the direct manager and customer service teams, along with market intelligence to cross-functional teams.
Build customer roadmaps that identify decision-makers and inform growth strategies.
Develop business relationships with key suppliers to leverage their expertise and support.
Work across all facets of the customer’s business to build value.
Build and manage an opportunity pipeline to improve win rates, average deal size, and sales-cycle velocity.
Continually develop market, product, and selling skills.
Perform work-related travel to call on customers, spending 80% or more of time in the field.