The BDM - Standard Parts is responsible for driving profitable growth for Davies Molding by building strategic distributor relationships and developing targeted OEM accounts. This role creates and executes sales strategies to increase revenue for standard products, including knobs, handles, grips, cases, and related components. Key responsibilities include expanding distributor coverage, growing sales within existing channels, onboarding distribution partners, and identifying OEM applications where Davies standard parts provide a cost-effective, readily available solution. The BDM serves as a commercial resource to distributors, customers, and internal teams, connecting customer needs with Davies product portfolio, engineering expertise, and manufacturing capabilities.
Key Responsibilities Business Development & Growth Strategy - Develop and execute an annual business development strategy focused specifically on growing Davies Molding's Standard Parts business.
- Establish revenue, margin, customer acquisition, distributor development, and SKU penetration objectives for the Standard Parts portfolio.
- Identify and prioritize attractive market segments, applications, distributors, and OEM accounts based on growth potential and alignment with Davies capabilities.
- Develop strategies to increase utilization and penetration of Davies Standard Parts within existing customer and distributor accounts.
- Identify opportunities to reactivate dormant accounts and expand relationships with existing distributors and OEM customers.
- Develop new sources of demand through targeted prospecting, market research, outbound campaigns, trade shows, industry events, and customer visits.
Distribution Development - Identify, qualify, recruit, and develop strategic distributors capable of expanding Davies Standard Parts market coverage.
- Develop distributor-specific growth plans, including target customers, product focus, geographic coverage, and sales objectives.
- Build relationships with distributor ownership, sales leadership, product managers, inside sales teams, and key account representatives.
- Increase Davies product awareness and sales effectiveness within distributor organizations through product training, sales tools, application support, and joint customer calls.
- Identify opportunities to expand Davies SKU representation within distributor catalogs, websites, stocking programs, and sales channels.
- Develop programs to increase distributor inventory, availability, and turns for targeted Standard Parts.
- Monitor distributor performance, pipeline activity, sales trends, inventory levels, and opportunities for growth.
- Establish appropriate channel strategies while protecting pricing, margin, brand positioning, and channel relationships.
OEM Business Development - Identify select OEMs and equipment manufacturers with recurring applications for standard knobs, handles, grips, cases, and related components.
- Develop relationships with OEM engineering, design, purchasing, supply chain, and product management teams.
- Promote Davies Standard Parts as a readily available alternative to custom-designed components where appropriate.
- Identify opportunities to have Davies Standard Parts specified directly into new product designs and existing product platforms.
- Lead customer discovery to understand application requirements, operating environment, material requirements, aesthetics, ergonomics, volumes, and commercial objectives.
- Develop application-specific recommendations using the Davies Standard Parts portfolio.
- Support customers with product selection, dimensional information, technical documentation, samples, and application guidance.
- Identify opportunities to convert custom or competitive components to Davies Standard Parts where commercially and technically appropriate.
Commercial Management - Develop and maintain a qualified pipeline of distributor and OEM opportunities.
- Manage prospecting, qualification, opportunity development, quoting, follow-up, forecasting, and conversion activities through the CRM system.
- Develop account plans for strategic distributors and targeted OEM customers.
- Analyze pricing, margins, volume opportunities, competitive positioning, and customer requirements to develop commercially sound proposals.
- Negotiate pricing, stocking programs, rebates, commercial agreements, and other channel terms within established company guidelines.
- Work with management to identify opportunities for new products, product extensions, packaging changes, or stocking strategies based on market demand.
- Monitor competitive products, pricing, distribution strategies, and market developments.
Cross-Functional Collaboration - Collaborate with sales, marketing, engineering, operations, customer service, and management to execute Standard Parts growth initiatives.
- Communicate distributor and OEM requirements internally to support product availability, technical support, marketing materials, and customer service.
- Partner with marketing to develop targeted campaigns, distributor promotions, digital content, product literature, and other demand-generation initiatives.
- Support product launches and commercialization of new Standard Parts based on identified market opportunities.
- Provide market feedback regarding customer needs, competitive products, pricing, product gaps, and emerging applications.
Customer & Market Engagement - Represent Davies Molding at trade shows, distributor meetings, customer visits, industry events, and technical meetings.
- Conduct regular business reviews with strategic distribution partners.
- Develop relationships with key decision-makers across distribution and targeted OEM accounts.
- Maintain a strong understanding of the applications and industries in which Standard Parts are used.
- Monitor market trends and emerging applications to identify opportunities for portfolio expansion and market diversification.
Required Qualifications - Bachelor's degree in Business, Marketing, Engineering, Manufacturing, or a related field; equivalent industry experience may be considered.
- 5-10 years of successful business development, sales, account management, channel management, or commercial leadership experience.
- Demonstrated experience developing distributor relationships and/or selling industrial components through distribution.
- Experience selling engineered components, standard parts, hardware, plastics, HMI components, or related industrial products preferred.
- Demonstrated ability to develop new accounts, grow existing customers, and convert opportunities into recurring revenue.
- Strong understanding of B2B distribution models, channel development, and OEM sales.
- Strong commercial acumen, including pricing, margin management, forecasting, pipeline management, and negotiation.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Self-motivated, results-driven, and capable of independently managing a geographic and account-based sales territory.
- Proficiency with CRM systems, Microsoft Office, and sales reporting tools.
- Willingness to travel regularly to distributor and OEM customers, trade shows, and industry events.
Preferred Experience - Experience selling standard industrial components through distribution.
- Existing relationships with industrial distributors, catalog houses, online distributors, or specialty component distributors.
- Experience selling to OEM engineering and purchasing organizations.
- Familiarity with knobs, handles, grips, cases, machine components, HMI components, or related industrial hardware.
- Experience developing distributor stocking programs and channel-specific growth initiatives.
- Experience with product catalogs, e-commerce channels, digital product content, and distributor websites.
- Background in strategic account planning, market segmentation, customer targeting, and market development.
- Experience identifying applications where standard components can replace custom-designed components.
- Technical familiarity with plastics, thermoset and thermoplastic materials, injection molding, compression molding, and related manufacturing processes.
- Experience working with manufacturing organizations where customer requirements must be coordinated across sales, engineering, operations, and customer service.
Salary Range $135,000 - $150,000 (Depending on Experience) Key Competencies - Strategic prospecting and market development
- Distributor recruitment and channel development
- OEM account development
- Consultative and application-based selling
- Standard product portfolio knowledge
- Account planning and customer segmentation
- Commercial negotiation and pricing
- Pipeline management and forecasting
- Customer relationship management
- Cross-functional collaboration
- Market analysis and competitive positioning
- Results orientation and accountability
- Disciplined follow-through
Success Measures - Achievement of annual Standard Parts revenue and gross margin targets.
- Growth of Standard Parts revenue through distribution.
- Growth of Standard Parts revenue through targeted OEM accounts.
- Number and quality of new distributor relationships established.
- Growth in sales and SKU penetration within existing distributor accounts.
- Growth in distributor stocking and catalog representation.
- Number of qualified OEM opportunities developed and converted.
- Number of OEM applications where Davies Standard Parts are specified or adopted.
- Growth in active Standard Parts customers and reactivation of dormant accounts.
- Qualified pipeline growth and opportunity conversion rate.
- Improvement in distributor and OEM engagement.
- Successful commercialization of market-driven product opportunities.
- Effective coordination of customer requirements with Davies sales, marketing, engineering, operations, and customer service resources.
