Business Development Manager - Outside, HPE

D&H Distributing•Harrisburg, PA

About The Position

D&H is an employee-owned technology distributor serving resellers, retailers, and their clients in the SMB and Consumer markets. The Business Development Manager identifies and develops strategic relationships with key partners and potential customers. The role works with inside and outside sales teams and collaborates across marketing and vendor management to coordinate, plan, and execute sales activities aligned with D&H and vendor initiatives. The position has an expected travel commitment of 50–75%, including frequent travel by car and plane and some weekend travel for events and trade shows.

Requirements

Bachelor’s degree in Business or equivalent.
At least 3 years of IT industry sales, channel management, and/or marketing experience.
Ability to travel 50–75%, including frequent car and plane travel; some weekend travel for events and trade shows.

Nice To Haves

Master’s degree.
At least 7 years of PC manufacturer B2B sales experience.
Expertise in $1M+ prospecting, business development, and sales closure.
At least 3 years of field experience.

Responsibilities

Drive market share growth for assigned vendors or categories, with a focus on target accounts.
Maintain a lead-generation pipeline and create new leads to support ongoing sales opportunities.
Conduct tactical outreach, generate referrals, and develop sales pipelines.
Create and execute quarterly sales plans and update the manager on milestones.
Document customer opportunities and ensure actions are taken and leads are followed through.
Position D&H’s value with customers in the solution category and within the vendor community.
Drive sales through internal and external marketing and vendor go-to-market strategies.
Cover channel depth and manage reseller performance and purchasing.
Generate demand, build new sales opportunities, develop project pipelines, and follow projects through to closure.
Collaborate with vendor, internal, and external sales teams to win projects.
Build strong partnerships with vendor and reseller account managers.
Work collaboratively with the assigned solutions category and peers.
Submit timely sales funnels to the BU Manager, Vendor Business Manager, and Sales Leadership.
Engage customers through field visits and technology events.
Demonstrate drive, urgency, persistence, and a focus on achieving results and exceeding expectations.