Business Development Manager Northeast Region

About the role

This position is primarily focused on generating revenue from the acquisition of new accounts within the Independent Channel. Sales targets are determined by criteria established and assigned by sales management. The role requires strategic and diligent prospecting, disciplined planning, excellent relationship-building, and closing skills to consistently develop a successful pipeline of new account revenue.

Collaboration with the Corporate Accounts Management Group team and the Guest Supply field sales team in the assigned region is key to maximizing results. The position is located in the sales region supported by the role and includes travel within the assigned territory, to management groups in additional territories as needed, and to trade shows. Territory covers prospective accounts in multiple states within a defined geographic region in the Northeast.

Responsibilities

• Consistently generate revenue from new accounts within the Independent hotel market to meet or exceed sales targets.
• Achieve assigned sales goals and metrics.
• Develop an overall territory plan and strategy identifying customers and products needed to deliver sales targets, leveraging relationships of Guest Supply TMs in the territory to increase pipeline.
• Build strong relationships across various customer organizational levels and functions at target properties (GM, Rooms/Operations, Housekeeping, Procurement).
• Gather relevant information about prospects for the selling process.
• Sell leveraging the strength of brands, innovations, and product features/benefits, not solely based on price and service levels.
• Prepare presentations, negotiate/quote pricing and terms in collaboration with strategic partners, manage the onboarding process for new customers, and transition from lead generation to long-term customer with an assigned account manager.
• With support from sales leadership, manage more complex selling situations, including determining relevant stakeholders and customizing messaging/solutions for successful account acquisition.
• Develop more complex product solutions, including stock, custom, and retail brand partnerships.
• Support MM manufactured (and strategically sourced) textile products' sales growth for Guest Supply distribution:
  • Prepare TMs for textile product presentations via phone consultation and Skype meetings.
  • Participate in regional and district meetings as the manufacturer sales rep supporting the territory sales team.
  • Join TMs for customer sales presentations when there is significant volume for new textile business.
  • Participate as needed at Trade Shows as the manufacturer sales rep.
• Use a CRM system to document sales activities, track plans, pipeline development, and progress of prospective opportunities.
• Participate on project teams, communicate cross-functionally with internal departments, and perform other duties as assigned.
• Provide industry/regional competitive insights and strategic feedback to ensure MM open line portfolio meets competitive market needs and keeps pace with industry trends.
• Analyze regional sales performance with strategic internal partners related to products, portfolio, price, and availability; identify product gaps and opportunities.
• Work with relevant team members to provide MM solutions to grow the business.
• Responsibilities for margin management and category management related to MM goals.

Requirements

• Bachelor's Degree or equivalent experience.
• Minimum of three to four years of successful sales experience.
• One to two years of sales experience with a focus on New Business Development/New Account Acquisition, including both inside and outside sales.
• Hospitality Industry and/or Textile Experience a plus.

Skills

• Professional, polished telephone presence and face-to-face demeanor.
• Exceptional verbal and written communication, negotiation, and active listening skills.
• Ability to ask meaningful questions to help identify and solve customer needs.
• Professionally persistent with great follow-up.
• Strong organizational skills.
• Ability to understand and retain information on a large portfolio of products and brands.
• Strong proficiency with basic computer hardware and software (Microsoft Office: Word, Excel, PowerPoint, and CRM).
• Strong analytical skills around multiple data systems.
• Self-motivated and enjoys working independently while able to collaborate and communicate with cross-functional teams in various locations.

Location: Somerset, New Jersey, United States