Position Summary:The Business Development Manager is an outside sales role that will successfully acquire new, profitable business to increase Wilcox + Flegel's market position, achieve financial growth, and maintain an existing book of business. This position works with the internal team, marketing staff, and managers to increase profitable sales growth. The Business Development Manager position will cover Commercial and Industrial accounts including but not limited to Industrial Manufacturing, Construction, Power Generation, Mining, Machining, Logging, Trucking Fleets, and Agriculture. It is a fast-paced position with a primary focus on developing and maximizing lubricant, fuel, and Reliability Services sales volume, profitability, and establishing new business through a technical sales approach. Responsible to consistently role model our Core Values.
Essential Position Functions and Responsibilities:- The most important priority and focus of this role is to profitably grow the business through the acquisition of new qualified customers and new sales to expand products and business lines within current customers.
- Develops goals and strategies to maintain and increase revenue and profitability within their sales territory to meet established growth targets.
- Generates leads, qualifies prospects, creates, and advances a robust sales pipeline.
- Establishes, develops, and maintains business relationships with current/prospective customers in their sales territory to generate new business for the organization's products/services.
- Collaborates with sales teams to share information.
- Organizes and leads sales presentations and proposals for prospects.
- Cultivates strong relationships with key decision-makers and influencers.
- Works closely with manufacturers' marketing specialists, product managers, and engineering teams to demonstrate the value of proposed products and services.
- Successfully closes new business and maintains lasting partnerships.
- Responsible for account management on an existing book of recurring business.
- Responsible for quarterly and/or annual business reviews.
- May be responsible for inventory management at key accounts.
- Coordinates sales efforts with sales management and appropriate internal teams in a highly collaborative manner.
- Develops and maintains expert-level product knowledge and professional sales techniques.
- Reports on potential product application developments within the assigned territory.
- Responsible for accurate and timely CRM documenting sale activity next contact dates and progression through the sales pipeline.
- Develops and maintains industry knowledge of core industries, current products, and trends.
- Develops and follows an approved and supervised Professional Development Plan (PDP).
- Attends training as necessary and appropriate.
- Seeks feedback on personal strengths and challenges and continues professional development.
- Frequent travel in market/territory (up to 90%) with some overnight travel required.
Critical Core Competencies and Skills:- Excellent interpersonal skills as well as verbal and written communication skills.
- Must be highly organized with strong ability to multi-task.
- Able to assess competing demands and determine appropriate direction.
- Proven ability to learn quickly and adapt to changing environment; agile, flexible, and resilient.
- Results oriented and able to work both independently and within a team environment.
- Demonstrated success building strong positive and productive internal and external relationships.
- Demonstrated aptitude for problem solving with ability to determine options and solutions for customers (consultative sales approach).
- Works independently with minimal supervision.
- Ability to resolve customer issues and concerns independently when appropriate and knows when to collaborate for the best customer and operational outcomes.
- High level of organization and follow through.
- Comfortable interacting with high-level leaders, decision makers and influencers in large corporations across functional disciplines.
- Innovative and creative with strong negotiation skills that will build successful strategic relationships.
- Research, Strategy and Business Intelligence.
- Strong business acumen.
- Strong math skills and financial knowledge.
- Strong current technical skills and knowledge.
- Innovative and creative.
- Continuous learner
Minimum Education and Experience:- High School Diploma required.
- 3 years proven new business acquisition and consultative selling experience.
- Strong technical and business aptitude required.
Preferred Education and Experience:- Associates Degree or higher is preferred.
- 5 years proven record of sales/technical sales success in solution based, consultative selling environments.
- Background in petroleum and lubricants or relevant industry preferred.
Licenses, Certifications and/or Registrations (note if Required or Preferred):- Unencumbered driver's license and current auto insurance.
- CLS, MLT preferred.
Equipment and Software Requirements:- Customer Relationship Management (CRM).
- Salesforce experience preferred.
- Proficiency using ERP software.
- Proficiency using Microsoft Office Suite (Word, Excel, Outlook, PowerPoint).
Position Location/Working Conditions/Equipment- Office Environment
- Customer Locations
- Exposure to chemicals
- High noise environment
- Dust, dirt, grease or other disagreeable elements
- Exposure to moving machinery
- Outdoor
- Some overnight multi-day Travel Required
Physical Requirements:- Typically standing or walking
- Typically driving vehicle
- Typically bending, crouching, stooping
- Repetitive wrist, hand or finger movement
- Occasional lifting (50 lbs.)
Equipment:- Office equipment
- Simple hand tools
- Fuel and/or lube related equipment
- Vehicle
