Business Development Manager, National Accounts - Hospitality

About the role

Global Industrial has been an industry leader providing private label and brand name industrial equipment and supplies to businesses throughout North America for over 70 years. We carry over one million industrial, material handling and business products sold through our website, corporate sales people and full color catalogs. Our customers include small to large corporations, institutions, government agencies and consumers across North America.

Responsibilities

• Engage Group Purchasing Organization member base to target net new customers for Global Industrial.
• Manage newly created customer accounts—solidify and grow the relationship through ongoing Account Management.
• Develop and manage a tactical account/territory sales plan.
• Conduct thorough client analysis to assess customer needs, values, purchasing behavior, and motivation, including extensive researching, competitor and market analysis.
• Execute a sales strategy for penetrating accounts and maximizing sales (e.g., prospecting, cold calling, identifying key decision makers, determining buying criteria).
• Effectively develop and manage your sales plan by setting daily/weekly/monthly goals and objectives, prioritizing tasks, utilizing your time effectively and efficiently, and taking full advantage of available resources.
• Utilize sales planning tools and the pipeline management process to obtain business objectives and goals.
• Build trust and credibility with clients.
• Learn and engage the customer to understand the process of what they value (e.g., strategic and investigative questioning).
• Assist customers with finding solutions that help them achieve their goals and added value.
• Provide support, information, and guidance by researching and recommending new profit and service improvements.
• Position yourself for new opportunities through networking and identify cross-selling and up-selling opportunities.
• Provide superior customer service, including learning everything you can about customers so you can tailor your service approach to their needs and buying habits.
• Practice courtesy and timely follow-up.
• Understand Global Industrial's industry and products.
• Stay abreast of industry trends.
• Demonstrate effective verbal communication skills (e.g., speaking clearly, listening attentively, building rapport).
• Write clearly and succinctly in a variety of communication settings (e.g., business letters and emails).
• Effectively persuade by asking intelligent business questions to determine customer needs.

Qualifications

• Knowledge and competence in the major elements of inside sales, including cold calling, business development, customer qualification, and customer acquisition.
• Superior sales planning and business development skills.
• Excellent written/verbal communication and presentation skills.
• Strong computer skills, including proficiency in Microsoft Word, Outlook, PowerPoint, and CRM software.
• Self-motivated with superior problem-solving and negotiation skills.