SUMMARY:
The Business Development Manager is responsible for identifying and gaining business opportunities within new customers and building market share within current accounts. The BDM prospects and engages potential customers by leveraging insights and the Company's Value Proposition. Focused on securing new Integrated Supply (APS) business by building strong customer relationships to drive both the customer's and the company's success.
DUTIES AND RESPONSIBILITIES:
- Achieving sales and profit goals by developing, qualifying and maintaining a strong pipeline of prospective Integrated Supply (APS) customers in a given geographic market to support revenue and territory growth goals
- Present Vending solutions and explore strategic integration opportunities to enhance operational efficiency and increase productivity for the customers
- Utilizing a consultative selling technique, regularly make sales calls to prospect new accounts and current customers to grow the business
- Build and maintain an opportunity pipeline to support revenue and territory growth goals within existing and new customers
- Takes a strategic approach to their customers and sales development
- Performs due diligence to fully understand the customers' value drivers and leverage these drivers to influence a wide range of customer stakeholders.
- Establish value with customers by qualifying and quantifying the impact of maintaining the status quo or pursuing new solutions
- Drives profit margin and the customer success; actively participates in Quarterly Business Reviews (leads QBRs for focus accounts)
- Brings in internal partners and leverages their expertise; as well as the tools and resources needed to achieve goals
- Follow up on quoting activity and proposals, following up, negotiating terms and closing deals
- Collaborate closely with Account Manager for all account activities on recently closed business
- Strategically cultivate and sustain long-term partnerships with customers and suppliers, engaging stakeholders at all organizational levels-including C-suite executives-to drive mutual value and business growth.
- Identify and help to develop strategies to grow business and forecast revenue
- Assist and resolve customer requests and/or problems in a prompt and professional manner
- Report competitive conditions, observed customer financial weakness and customer feedback to management
- Work closely with suppliers to secure mutual business through joint sales calls
- Well versed on and has the ability to clearly articulate the DGI Story to customers
- Attend sales, product and other branch/company meetings
- Other duties as assigned
- Reports to the Director of Sales
SKILLS AND EXPERIENCE REQUIRED:
- Minimum 5 years outside sales experience
- Salary range $100,000 to $130,000 plus commission
- Cutting tools/Metalworking/industrial/MRO experience required
- Previous Machining experience is an asset
- Lean qualified; taking a systematic approach to reduce or eliminate activities that don't add value to the customer
- Proven track record in meeting sales goals, account retention and account penetration (expanding sales within active accounts)
- Excellent and proven experience in territory planning and time management
- Excellent and proven experience in time management skills including the ability to manage multiple tasks, meet aggressive deadlines and execute on agreed upon sales metrics
- Automated Procurement Systems (e.g. industrial vending) experience preferred
- Demonstrated ability to resolve problems and develop action plans
- Experienced in utilizing MS Office Suite (Word, Outlook, Excel, PowerPoint);
- Previous experience with CRM preferred
- Excellent interpersonal, oral and written communication skills to include presenting and negotiating skills
- Valid driver's license and ability to travel often in the assigned territory
- Passionate, Adaptable, Customer Focused and Teamwork oriented
- Strong sense of urgency and accountability
- High school diploma or equivalent is required; 2- or 4-year college degree preferred
EMPLOYMENT OPPORTUNITY INCLUDES:
- Competitive benefits including: medical, dental, vision, life, STD & LTD, and Profit Sharing
- Career Growth
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