Business Development Manager - Southeast Region

Ace Hardware•Atlanta, GA

About The Position

The Business Development Manager is responsible for identifying, pursuing, and signing new high-value customers in the Pro Lumber, Pro Paint, and Hardware Store/Home Center channels. The role focuses on full-conversion opportunities in which Emery Jensen becomes the customer’s primary distributor. It involves prospecting, developing a measurable pipeline, assessing customer needs, and presenting Emery Jensen’s value proposition and solutions with both customer return on investment and company profitability in mind. The BDM manages the account throughout the 12-month sales cycle and works closely with local Territory Managers to support account growth and transition newly opened customers. The role also represents Emery Jensen with industry organizations, vendor partners, and prospective customers, attends industry events, and manages related travel and business-development expenses. Travel is 60–75% of the time. Candidates should reside in an indicated area; the posting names Albany, New York, Portland, Maine, and Providence, Rhode Island, and also lists Atlanta, Georgia, and Charlotte, North Carolina, as preferred residence locations.

Requirements

College degree or equivalent.
At least 3 years of experience in new business development or as a Territory Manager.
Comfort with cold calling and a track record of success.
Intermediate experience with Microsoft Excel, PowerPoint, business intelligence systems, and CRM tools.
Ability to travel 60–75% of the time.

Nice To Haves

Knowledge of or experience in the hard-lines industry.
An existing book of business.
Residence in close proximity to Albany, New York; Portland, Maine; or Providence, Rhode Island.
Preferred residence in Atlanta, Georgia, or Charlotte, North Carolina, within close proximity to a major airport.

Responsibilities

Find, pursue, and sign new high-value customers across the Pro Lumber, Pro Paint, and Hardware Stores/Home Centers channels.
Identify prospects, build a pipeline, determine prospect needs, and articulate and execute the Emery Jensen value proposition.
Focus on full-conversion opportunities in which Emery Jensen becomes the primary distributor of hardware, paint, and/or fastener products.
Manage accounts throughout the full 12-month sales cycle and communicate with local Territory Managers to support account growth.
Increase top-line sales while developing sales approaches that account for company profitability, return on investment, customer lifetime value, and the fundamentals of Emery Jensen’s financial model.
Maintain a weekly prospect pipeline with measurable results.
Prepare pre-call plans addressing the decision maker, business focus, competition, and objectives, and post-call plans addressing opportunities, solutions, conversion ROI, and customer lifetime value.
Use Emery Jensen marketing and merchandising materials and initiatives to present solutions to prospective customers.
Participate in national industry organizations and attend industry events, shows, and roundtables with an approach and communication plan aimed at signing prospective customers.
Build relationships with field sales teams from national partners, including LMC, LBMA, and Ben Moore.
Coordinate with Territory Managers and plan the transition of newly opened accounts to the appropriate Territory Manager.
Manage expenses for travel, meetings, organizational memberships, and conversion resources within established budgets.
Attend industry trade shows with a plan to advance business-development efforts.

Benefits

401(k) retirement savings plan with a fully vested matching contribution in the first year and an annual discretionary contribution after eligibility requirements are met.
Role- and grade-level-based incentive opportunities.
Medical, dental, vision, disability, and life insurance coverage for employees and dependents.
Twenty-one days of vacation available immediately, prorated in the first year.
Up to six paid holidays, depending on the month of hire.
Company car, phone, and fuel card for field-based positions.
Annual Cares Week and 20 hours of paid time off per year to volunteer.
Employee development and coaching, on-site classes, facilitator-led courses, and tuition assistance.
Campus events, including Employee Appreciation Week, vendor demos, cookouts, and merchandise sales.
On-site and mobile services, including auto maintenance, car wash and detailing, dry cleaning, dental and vision care, and flu shots.
Employee discounts on Ace merchandise, travel, fitness, computers, and other products and services.
Paid birth/adoption bonding time off.
Adoption cost reimbursement.
Employee Assistance Program with access to therapists, lawyers, and financial, elder-care, and child-care guidance.
Identity theft protection.