Business Development Manager

Overview

The Business Development Manager (BDM) is responsible for developing and delivering the territory sales strategy to accelerate Gross Profit $ growth. This role brings significant impact to the business by developing new business/accounts, focusing on high growth markets, expanding existing accounts, securing value-added capability wins and replicating wins.

Key Responsibilities

• Create meaningful business relationships deep within the customer’s organization with many key decision makers, influencers and stakeholders to ensure we’re helping drive solutions.
• Challenge the status quo through value selling activities that provide key insights into their business and markets served that offer value to the customer and position IEWC as the preferred supplier.
• Establish themselves and IEWC as trusted advisors through providing differentiated business solutions and best-in-class service and support.
• Develop specific strategies that align specific IEWC solutions to drive down the customer’s total cost and establish IEWC as the preferred business partner.
• Build customer loyalty through being an effective teacher to the customer and enhancing the customer experience with IEWC.
• Offer unique and valuable perspectives on the market, help the customer navigate alternatives, help the customer to avoid potential land mines, educate the customer on new issues and outcomes, and create an environment that makes us "easy to do business with."
• Manage territory ownership and work closely and collaboratively with the Account Manager (AM) attached to the accounts.
• Manage their account base to accelerate Gross Profit $ growth, including working on bid packages, quotes, and copper programs, effectively prospecting to win new business at the highest margins, achieving objectives around customer profitability, managing their business through the utilization of the IEWC's sales process, and fully leveraging the CRM to manage their opportunity pipeline.
• Analyze accounts with regards to performance and activities using commercial reports, provide sales forecasts, provide specific, timely feedback to their direct manager and customer service teams, and key market intelligence with regards to competitors, suppliers, etc., to other cross-functional teams, develop meaningful business relationships with key suppliers to leverage their expertise, gain their support, and create mutually beneficial business relationships, actively work with all facets of the customer’s business to build value, create a robust opportunity pipeline with a focus on increasing the win rate percentage, maximizing the average deal size, and increasing the velocity within the pipeline (shorten sales cycle), continually look to improve themselves through gaining key insights into the markets, products, or developing specific skills to be a more effective seller.

Values and Competencies

• Strong business partner with a history of creating value for customers
• Excellent business acumen - deeply understands our customer’s business
• Curious, agile learner focused on continuous improvement
• Acts with urgency
• Highly accountable
• Supports IEWC’s commitment to its Vision, Values and Purpose

Technical Skills

• Education and/or Experience: A Bachelor’s degree and 3+ years or more of related experience; or a combination of education and experience.
• Certificates, Licenses, and/or Registrations: A valid driver’s license.

Physical Demands

• Movement: Frequently required to use hands to finger, handle or feel. Regularly required to sit and talk or hear. Occasionally required to stand and walk. Occasionally required to reach above shoulders, stoop, kneel or crouch.
• Specific vision abilities required by this job include close vision, distance vision and ability to adjust focus.
• Occasionally is exposed to a Distribution Center or manufacturing environment and outside weather conditions. Occasionally is exposed to fumes and airborne particles. Occasionally is exposed to a noise level ranging from moderate to high. Occasionally is exposed to risk of electrical shock.
• Travel: Frequently required to perform work related travel, 80% or more time spent in the field calling on customers.
• Reasonable accommodation: Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.