Full Job Description
Job Summary
The Business Development Manager (BDM), TX Fiberglass is a growth-focused field sales role responsible for creating measurable, profitable, incremental revenue for Latham's Fiberglass Pools product category within an assigned geographic territory. The BDM will identify and convert new dealers, distributors, pool builders, installers, and other channel partners; expand category penetration in underdeveloped accounts and markets; and increase Fiberglass Pools sales across eligible Latham and competitive pool opportunities.
This role owns new-business opportunities from prospecting and qualification through proposal, first order, onboarding, activation, and repeat revenue. Success will be measured primarily by incremental net sales and gross margin above the established territory baseline, new-account productivity, qualified pipeline growth, conversion rate, Fiberglass Pools sales growth, and market-share gains. Existing-account service, technical support, and training are important enablers of growth but are secondary to the role's primary new-business mandate.
Some of What You Will Do:
• Deliver assigned annual and quarterly targets for incremental net sales, gross margin, Fiberglass Pools units, and market-share growth above the established territory baseline.
• Deliver assigned annual and quarterly targets for incremental net sales, gross margin, Fiberglass Pools units, and market-share growth above the established territory baseline.
• Develop and execute a territory growth plan that identifies whitespace, underserved geographies, priority segments, competitive conversions, and actions required to achieve the sales plan.
• Build and maintain a prioritized target-account list; prospect, recruit, convert, and onboard new dealers, distributors, builders, installers, and other channel partners.
• Generate qualified opportunities through outbound prospecting, referrals, industry relationships, job-site intelligence, events, targeted campaigns, and collaboration with Latham field sales teams.
• Own new-business opportunities from qualification through needs analysis, proposal, commercial negotiation, first order, onboarding, activation, and repeat purchase.
Convert competitive users, non-users, and underpenetrated Latham accounts to Latham Fiberglass Pools and increase Fiberglass Pools sales across eligible pool installations.
• Create account-specific launch and growth plans with unit and revenue goals, training, marketing activation, first-project support, and milestones to repeat revenue.
• Allocate the majority of customer-facing time to net-new and incremental-growth opportunities while coordinating routine service needs with appropriate support resources.
• Maintain a qualified pipeline sufficient to achieve targets and manage each opportunity by stage, value, probability, expected close date, next action, and risk.
• Maintain complete and timely account, activity, opportunity, and forecast information in the company CRM; document win/loss reasons and apply insights to improve conversion.
• Provide accurate weekly and monthly forecasts, territory updates, conversion plans, risks, and corrective actions to sales leadership.
• Protect pricing and gross margin by following approval requirements and evaluating the return on promotions, discounts, incentives, and customer investments.
• Deliver persuasive sales presentations, product demonstrations, and consultative selling sessions that communicate the design, durability, installation, and commercial value of Fiberglass Pools.
• Coordinate product, installation, sales, ordering, and service training to accelerate customer confidence, adoption, and time to first revenue.
• Serve as a knowledgeable resource on Latham Fiberglass, applications, installation requirements, operation, maintenance, and troubleshooting, engaging technical specialists for complex issues.
• Collaborate with Sales, Marketing, Customer Care, Operations, Engineering, Finance, and channel partners to remove barriers, accelerate conversions, and improve the customer experience.
• Maintain a high level of product, industry, and market knowledge through ongoing training and professional development.
• Perform other duties as assigned.
Key Performance Indicators:
• Incremental net sales and gross margin versus the approved territory baseline and annual plan.
• New qualified accounts opened, activated, and producing repeat revenue.
• Fiberglass Pools units sold and sales growth within targeted markets and accounts.
• Qualified pipeline value, pipeline coverage, stage progression, velocity, and conversion rate.
• Revenue from newly opened accounts and competitive conversions.
• Forecast accuracy, CRM completeness, and timely execution of agreed next actions.
• Forecast accuracy, CRM completeness, and timely execution of agreed next actions
What You Bring to the Table: (Qualifications)
• Bachelor's degree in business, Marketing, Sales, or a related field preferred; equivalent combination of education and experience will be considered.
• Minimum of 5+ years of successful sales, business development, account management, or territory management experience.
• Experience within the swimming pool, pool equipment, building products, construction, or related industries strongly preferred.
• Demonstrated success in a hunting-oriented role generating net-new revenue, converting competitive accounts, building pipeline, and closing complex channel sales opportunities.
• Proven ability to use CRM data, sales metrics, and financial analysis to prioritize opportunities, forecast accurately, and manage profitable growth.
• Strong presentation, negotiation, and communication skills.
• Technical aptitude with the ability to understand and explain product features, installation requirements, and troubleshooting procedures.
• Ability to effectively train customers, dealers, and distributors.
• Strong organizational, planning, and time-management skills.
• Proficiency with Microsoft Office applications, CRM platforms, mobile applications, and virtual meeting tools.
• Ability to analyze market conditions and develop strategic sales plans.
• Willingness and ability to travel extensively throughout the assigned territory, including overnight travel as needed (approximately 50-70%).
• Valid driver's license and acceptable driving record.
Position Title: Business Development Manager (BDM)
Location: Remote TX, DFW
Employment Type: Full Time
Status: Exempt
Salary Range: $100,000-$125,000
Our compensation reflects the cost of labor across US geographic markets. Starting pay for this role will vary based on multiple factors, including location, knowledge, skills, education, and experience. Pay ranges may be modified in the future.
Bonus: SIP 40% of Base Pay
