Business Development Manager (REQ927)

Business Development Manager

Maryland Heights, MO

Spartech offers a competitive salary, incentives, and benefit programs!

The Business Development Manager is responsible for target build and closure through strategy and market development. Accountability will center on margin and relationship building but will include vertical market strategy development, prospecting, forecasting, achievement of sales objectives and directing activities across functional groups in support of account goals. Expectations include the ability to sell at all levels of management and build relationships that ensure Spartech will continue to get the first and last look. Being skilled at customer centric selling approaches and effectively selling the value of our products and services are also keys to success. Individuals must have the ability to assist customers in problem solving to deliver solutions, bring energy, enthusiasm, and professionalism to their daily routines, and be able to perform the function independently and effectively coach. This individual will be able to influence effectively at the peer level, as well as at the next level of the organization, as a thought leader influencing cross functionally. Up to 50% travel is required.Job Description

Requirements

Essential Duties & Responsibilities:

• Profitable revenue growth, including robust new business development.
• Achieve stated gross margin targets as a percentage of sales.
• Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools, such as use of scorecards, business reviews, high/wide/deep, 5 warning signs, prospecting & new account calls, development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling, and effective CRM system management.
• Develop account relationships, identify opportunities, and capture the specification for Spartech's products at strategic accounts within assigned geography or industry.
• Establish, track and close new business targets consistent with short- and long-term objectives at designated accounts within the vertical market.
• Develop contact matrix and establish strong relationships with key decision makers and project facilitators.
• Prospecting and cold calling.
• Develop, execute, and manage sales plans, sales budgets, and expense budgets.
• Negotiate pricing and contracts to deliver value and growth.
• Establish account development plans and network resources up, down and across both the customer's organization and Spartech.
• Deliver the planned results (AOP).
• Develop account relationships, identify opportunities, and capture service opportunities at strategic accounts within assigned geography or industry.
• Understand key players, applications, requirements, trends, and needs as well as Spartech's potential and share within the targeted industry. Become an industry and product expert to leverage successes across the industry.
• Coordinate closely with functional teams as well as collaborating with the technical area as necessary to accelerate and drive profitable growth through solutions selling to targeted accounts.
• Establish a link between the customer's business strategy and Spartech's capabilities.
• Monitor the competition to better understand issues and threats and develop plans to eliminate barriers.
• Implement Spartech's, pricing, and market strategies as well as business practices. Negotiate customer contracts and value packages to ensure an acceptable return on Spartech resources invested.
• Participate in strategy development, help position the business and develop the offer. Assist in defining the target markets, and commercial strategy.
• Establish individual performance standards, goals, and objectives-- measure and provide feedback.
• Develop written Account Plans for strategic accounts including metrics to define annualized sales potential at each account.
• Develop, execute, and manage sales plans and budgets. Manage expenses and report in a timely fashion.
• Manage strategic relationships, cultivate new alliances, and monitor competitive activity.

Key Responsibilities:

• Assist in the market development planning and processes for Spartech's market verticals.
• Work with the Industry Directors and Marketing Director
• Including Heat Maps for business development and prioritization and situational analysis
• Lead the new business development category that aligns with the strategic priorities for the vertical market / segments.
• Work with R&D and Industry Directors around innovation funnels / portfolios.
• Help lead with MarCom on Product Launches, Product Re-launches and Search & Reapply efforts within prioritized market segments along with the Industry Directors.
• Market Analysis and studies for new market opportunities: Energy Storage Systems, Aerospace / Rail low-tox interior markets, vertical façade, co-manufacturing in thermoforming (CPGs), W&D for films, etc
• Lead Generation and Qualification of prioritized markets.
• Co-Leads efforts around situational analysis, market segmentation, value chains, value propositions, marketing programs, strategic priorities for industry verticals.
• Limited account management responsibilities where vertical help is needed (should target no more than 25%, unless discussed with sales leadership).

Benefits

We offer competitive salary, incentive, and benefit programs. - Most Benefits Start Day One!

Benefits include:

• Medical, Dental, & Vision.
• Company paid life and long-term and short-term disability programs.
• Flexible spending accounts.
• 401(k) with a strong matching program.
• 120 hours Paid Time Off (pro-rated based on hire date).
• 11 paid holidays.