Business Development Representative Team Manager - Wholesale

5 - 7 years experience  •  Wholesale

$90K - $120K
Posted on 09/19/18 by Kevin Marshall
Confidential Company
Providence, RI
5 - 7 years experience
Wholesale
$90K - $120K
Posted on 09/19/18 Kevin Marshall

Business Development Representative Team Manager-Wholesale

Must be a US Citizen or Green Card holder

Overview:

The BDR Team Manager (BDTM) will be responsible for leading the Business Development Representative (BDR) team to ensure that they improve the company's market position and achieve financial growth for the company's Industrial Products in medium manufacturing and non-manufacturing customers ($200,000 - $500,000) to expected levels of achievement.

The BDR Team Manager follows a formal coaching model with the Business Development Representative to embed and reinforce critical skills and continued skill development activity to help move opportunities through the opportunity funnel.

The BDR Team Manager guides the Business Development Representative through the company's prescribed strategic sales methodology and process during deal pursuits to ensure strength of strategic plan and to increase probability of success.

The BDR Team Manager will meet with major clients to assist Business Development Representative through strategic plans and make presentations in critical stages of the sales process.

Duties and Responsibilities:

Translate the company's strategy and go-to-market strategy into strategic plans with Business Development Team.

Build a high impact team.

Connect Business Development team with the company's mission.

Establishes clear and concise development programs for all associates to help them obtain their professional goals. This includes individual contributors, management candidates or others who desire to pursue other career opportunities with the company.

Responsible for team sales and contribution margin growth as budgeted annually.

Proactively anticipates business changes and implements additional incremental growth programs as needed to surpass annual budgets for sales and contribution margin growth.

Drives all the company's strategic initiatives for sales and contribution margin growth.

Targets and aligns internal resources with targeted growth industry segments and customers.

Leads by example in ever changing business climate while adapting quickly to new challenges and communicates effectively across all team members.

Monitors customer satisfaction levels on a monthly basis for anticipated changes in customer business requirements.

Prepares and delivers high level financial based strategic sales presentations.

Holds team accountable for maintaining consistent engagement on targeted customers.

Proactively maintains working relationship with field leadership team to align resources needed to meet customer needs.

Specifically communicates resources needed to drive high compliant contracts.

Effectively balance the company's best interest in terms and conditions against customer requirements. Communicate financial performance expectations and shortfalls across leadership teams. Takes initiative to renegotiate agreements with underperforming customers.

Establishes and maintains a working relationship with key company Marketing, Product, and Accounting department associates to keep abreast of current and new products/services.

Provides management with all required sales and expense reports.

Develops a departmental budget and ensures adherence to budget.

Supports and emphasizes a positive relationship between Business Development Representatives and the company's field leadership, corporate support liaisons and other company associates.

Work closely with company sales leadership and Human Relations Business Partner to hold associates accountable to meet or surpass performance expectations.

Provides training reinforcement and support as needed to position associates for success.

Documents consistent under performance below job expectations on a regular basis and changes in behavior needed to drive associate success.

Take corrective action up and including termination for associates consistently performing below expectations.

special projects and performs additional duties as required.

Education and Experience:

A valid driver's license and the ability to travel extensively is required.

A Bachelor's Degree in Business preferred or equivalent experience.

Five years sales experience negotiating strategic agreements preferred or equivalent experience.

Five years management experience (leading strategic business development teams preferred).

Five years of demonstrating progressive growth in job competences and responsibilities.

Proven track record of successfully achieving sales targets through strategic customer engagement.

Experience in managing business development teams or successful strategic sales history selling to medium manufacturers and non-manufacturers preferred.

Experience developing individual contributors and future leaders. Previous involvement in mentorship and prot?g? programs is helpful.

Thrives in a competitive leadership role. Proven pattern of success in past accomplishments.

Leadership style rewards success and holds associates accountable for performance

Computer literacy and proficiency in word processing, spreadsheet, and presentation software is required.

Finance and business acumen. Experience with financial based business proposals is a must.

Strong organizational acumen. Significant experience working cross-functionally and removing barriers is a must.

Strong people acumen. Significant experience developing associates is preferred.

Strong strategic acumen. Significant experience connecting teams to the organizational strategy is preferred.

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