Business Development Manager (Seattle)

IEWC•Seattle, WA

2d•$80,000 - $120,000

About The Position

The Business Development Manager (BDM) develops and delivers a territory sales strategy focused on accelerating gross profit 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 business and 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. Success is measured by capturing new accounts, growing gross profit through competitor displacement, and increasing retention and loyalty at existing accounts. The BDM owns the territory and works closely with the Account Manager assigned to accounts. The BDM builds relationships with customer decision-makers and influencers, provides insight and differentiated solutions, and positions IEWC as a trusted advisor and preferred supplier. In collaboration with Account Managers and cross-functional colleagues, the BDM manages accounts, opportunities, forecasts, and customer profitability using IEWC’s sales process, CRM, and commercial reports. The position 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. The position has an anticipated annual base salary range of $80,000 to $120,000 and may be eligible for incentive compensation and a competitive benefits package. Final salary depends on experience, skills, qualifications, role fit, internal equity, and benchmarks.

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 customer businesses.
Curiosity, agility, and a focus on continuous improvement.
Ability to act with urgency and be highly accountable.

Responsibilities

Develop and deliver a territory sales strategy to accelerate gross profit 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 and reduce the customer’s total cost.
Educate customers, help them assess alternatives and avoid potential issues, and improve their experience with IEWC.
Collaborate with Account Managers to manage accounts and support gross profit growth, including 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, and share market intelligence with cross-functional teams.
Build customer roadmaps identifying key stakeholders and specific strategies to optimize growth.
Develop relationships with key suppliers to leverage their expertise and support mutually beneficial business relationships.
Work across customer organizations to build value and create a strong opportunity pipeline, improve win rates and deal size, and shorten sales cycles.
Continually develop market, product, and selling knowledge and skills.
Perform work-related travel to call on customers, spending 80% or more of time in the field.