Business Development Manager
IEWC35d
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Business Development Manager
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About The Position
The Business Development Manager (BDM) develops and delivers a territory sales strategy focused on accelerating gross profit growth. The role requires an expert understanding of customers’ internal goals, objectives, processes, markets, and customers. The BDM grows the business by winning new accounts, targeting high-growth markets, expanding existing accounts, securing value-added capability wins, and replicating successful approaches. The territory includes existing IEWC customers and prospective accounts. Success is measured primarily by capturing new accounts, growing gross profit through competitor displacement, and improving customer retention and loyalty. 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 value-based business solutions and market insights, and works to establish IEWC as a trusted, preferred supplier. The role manages account opportunities and profitability, develops customer and territory plans, maintains a sales pipeline and forecast, and collaborates with internal teams and suppliers. Frequent travel is required, with 80% or more of work time spent in the field calling on customers. The position may involve occasional exposure to distribution center or manufacturing environments and outdoor weather conditions.
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-partnering ability and a history of creating value for customers.
- Excellent business acumen and the ability to understand customers’ businesses.
- Curiosity, agility, and a focus on continuous improvement.
- Ability to act with urgency and demonstrate accountability.
- Ability to perform frequent work-related travel; 80% or more of work time is spent in the field calling on customers.
- Ability to occasionally lift and/or move up to 25 pounds.
Responsibilities
- Build meaningful relationships with customer decision-makers, influencers, and stakeholders to develop solutions.
- Use value-selling activities and market insights to challenge the status quo and position IEWC as the preferred supplier.
- Provide differentiated business solutions and service as a trusted advisor.
- Develop strategies that align IEWC solutions with customer needs, reduce the customer’s total cost, and establish IEWC as a preferred business partner.
- Educate customers, help them evaluate alternatives and avoid potential problems, and improve their experience with IEWC.
- Work with the assigned Account Manager to manage accounts and grow gross profit, including bid packages, quotes, and copper programs.
- Prospect effectively to win new business at the highest margins and achieve customer profitability objectives.
- Use IEWC’s sales process to manage the territory and execute the territory plan.
- Use the CRM to manage the opportunity pipeline and commercial reports to analyze account performance and activities; provide sales forecasts.
- Provide timely feedback to the direct manager and customer service teams, and share market intelligence about competitors and suppliers with cross-functional teams.
- Build customer roadmaps identifying decision-makers, influencers, stakeholders, and strategies to optimize growth.
- Develop relationships with key suppliers to leverage their expertise and support and create mutually beneficial partnerships.
- Engage with all facets of customers’ businesses to build value.
- Build a robust opportunity pipeline, improve win rates and average deal size, and increase pipeline velocity by shortening the sales cycle.
- Continually develop market, product, and selling knowledge and skills.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
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