Business Development Manager

Duties And Responsibilities

• Achieving sales and profit goals by developing, qualifying and maintaining a strong pipeline of prospective Integrated Supply (APS) customers in a given geographic market to support revenue and territory growth goals
• Present Vending solutions and explore strategic integration opportunities to enhance operational efficiency and increase productivity for the customers
• Utilizing a consultative selling technique, regularly make sales calls to prospect new accounts and current customers to grow the business
• Build and maintain an opportunity pipeline to support revenue and territory growth goals within existing and new customers
• Takes a strategic approach to their customers and sales development
• Performs due diligence to fully understand the customers’ value drivers and leverage these drivers to influence a wide range of customer stakeholders
• Establish value with customers by qualifying and quantifying the impact of maintaining the status quo or pursuing new solutions
• Drives profit margin and the customer success; actively participates in Quarterly Business Reviews (leads QBRs for focus accounts)
• Bridges internal partners and leverages their expertise; as well as the tools and resources needed to achieve goals
• Follow up on quoting activity and proposals, following up, negotiating terms and closing deals
• Collaborates closely with Account Manager for all account activities on recently closed business
• Strategically cultivate and sustain long-term partnerships with customers and suppliers, engaging stakeholders at all organizational levels—including C-suite executives—to drive mutual value and business growth
• Identify and help to develop strategies to grow business and forecast revenue
• Assist and resolve customer requests and/or problems in a prompt and professional manner
• Report competitive conditions, observed customer financial weakness and customer feedback to management
• Drive mutual business through joint sales calls with suppliers
• Well versed on and has the ability to clearly articulate the DGI Story to customers
• Attend sales, product and other branch/company meetings

Skills And Experience Required

• Minimum 5 years outside sales experience
• Cutting tools/Metalworking/industrial/MRO experience required
• Previous Machining experience is an asset
• Leverage Lean principles to identify and eliminate non-value adding activities
• Proven track record in meeting sales goals, account retention and account penetration (expanding sales within active accounts)
• Excellent and proven experience in territory planning and time management
• Excellent and proven experience in time management skills including the ability to manage multiple tasks, meet aggressive deadlines and execute on agreed upon sales metrics
• Automated Procurement Systems (e.g. industrial vending) experience preferred
• Demonstrated ability to resolve problems and develop action plans
• Experience with MS Office Suite (Word, Outlook, Excel, PowerPoint); Previous experience with CRM preferred
• Excellent interpersonal, oral and written communication skills to include presenting and negotiating skills
• Valid driver's license and ability to travel often in the assigned territory
• Passionate, Adaptable, Customer Focused and Teamwork oriented
• Strong sense of urgency and accountability