Division Business Development Manager

Genuine Parts Company•Birmingham, AL

About The Position

Division Business Development Manager SUMMARY: The Division Business Development Manager is responsible for identifying and converting competitors' business in high/medium opportunity accounts. This role overcomes a long sales cycle that supports penetration of our competitor’s largest accounts. JOB DUTIES Identifies and qualifies customers/prospects who have the potential for significant annual revenue and are focused on a value-based buying culture. Aggressively identifies opportunities for disruption, penetration and/or creating new demand. Works to break through high opportunity accounts with low current penetration. Shifts from competing in the market to making our competition irrelevant through our robust value proposition and the ability to present oneself as a solution provider. Identifies and builds strategies to disrupt prospects through the leveraging of our diverse competitive advantages. Facilitates and tailors the value proposition offered by Motion to each potential customer. Communicates how Motion delivers unique and relevant value to all members of the decision-making team and clearly articulates how it will positively impact their cost to produce. Fosters an environment of active communication creating a shared strategy by working with and through our internal organization and field teams ensuring we complement each other in the market. Utilizes Customer Relationship Management (CRM) to build a repository of knowledge to clearly communicate with all internal stakeholders, as well as document customer critical information. Utilizes CRM system to document pipeline/funnel with key stages of the sales cycle and milestones, as well as blueprint the buying decision journey. Utilizes marketing, industry, and internal data to support strategies and how to approach each customer/prospect as a unique opportunity. Establishes a clear, long-term strategy of account ownership with respective customers/prospects and internal teams to complement a seamless transition to the supporting Corporate Accounts leader. Collaborates closely with Account Representatives to transition accounts for expansion once they are converted to Motion. Performs other duties as assigned.

Requirements

Typically requires a bachelor's degree and five (5) or more years of related sales experience or an equivalent combination.
Ability to ask open-ended questions to better understand the customer's/prospect's perception of problems and how they value solutions.
Ability to develop and maintain meaningful customer relationships.
Ability to effectively research industries and markets.
Ability to inspire new ideas and perspectives to key decision makers.
Excellent team working skills.
Exceptional presentation and written and verbal communication skills.
Excellent time management and organization skills to set strategy and priorities.
Proactive and the ability to work under stressful and uncertain environments.

Responsibilities

Identifies and qualifies customers/prospects who have the potential for significant annual revenue and are focused on a value-based buying culture.
Aggressively identifies opportunities for disruption, penetration and/or creating new demand.
Works to break through high opportunity accounts with low current penetration.
Shifts from competing in the market to making our competition irrelevant through our robust value proposition and the ability to present oneself as a solution provider.
Identifies and builds strategies to disrupt prospects through the leveraging of our diverse competitive advantages.
Facilitates and tailors the value proposition offered by Motion to each potential customer.
Communicates how Motion delivers unique and relevant value to all members of the decision-making team and clearly articulates how it will positively impact their cost to produce.
Fosters an environment of active communication creating a shared strategy by working with and through our internal organization and field teams ensuring we complement each other in the market.
Utilizes Customer Relationship Management (CRM) to build a repository of knowledge to clearly communicate with all internal stakeholders, as well as document customer critical information.
Utilizes CRM system to document pipeline/funnel with key stages of the sales cycle and milestones, as well as blueprint the buying decision journey.
Utilizes marketing, industry, and internal data to support strategies and how to approach each customer/prospect as a unique opportunity.
Establishes a clear, long-term strategy of account ownership with respective customers/prospects and internal teams to complement a seamless transition to the supporting Corporate Accounts leader.
Collaborates closely with Account Representatives to transition accounts for expansion once they are converted to Motion.
Performs other duties as assigned.