Business Development Manager (Seattle)

About the role

As an employee-owner, you will be a valued team member, contributing to something bigger and gaining skills that will set your career up for hypergrowth. The Business Development Manager (BDM) is critically focused on developing and delivering the territory sales strategy to accelerate Gross Profit dollar growth.

Each BDM’s territory consists of existing IEWC customers and new accounts. The primary determinants of success include capturing new accounts, achieving Gross Profit dollar growth by taking competitor share (displacement strategies), and increasing customer retention while building loyalty at existing accounts. The BDM has territory ownership and works closely and collaboratively with the Account Manager (AM) attached to the accounts.

Responsibilities

• Create meaningful business relationships deep within the customer’s organization with 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, offering value to the customer and positioning IEWC as the preferred supplier.
• Establish IEWC as trusted advisors by providing differentiated business solutions, best-in-class service, and support.
• Develop specific strategies that align IEWC solutions to drive down the customer’s total cost and establish IEWC as the preferred business partner.
• Build customer loyalty by acting as an effective teacher, enhancing the customer experience with IEWC.
• Offer unique and valuable perspectives on the market, help customers navigate alternatives, avoid potential pitfalls, and educate them on new issues and outcomes.
• Create an environment that makes IEWC “easy to do business with.”
• Collaborate with the Account Manager to manage the account base, accelerate Gross Profit dollar growth, work on bid packages, quotes, and copper programs.
• Effectively prospect to win new business at the highest margins and achieve objectives around customer profitability.
• Manage the territory using IEWC’s sales process to achieve the territory plan—work the plan and plan the work.
• Fully leverage CRM to manage the opportunity pipeline and utilize commercial reports to analyze accounts for performance and activities. Provide sales forecasts.
• Provide specific, timely feedback to the direct manager, customer service teams, and cross-functional teams regarding competitors, suppliers, and market intelligence.
• Build specific customer roadmaps to identify key decision makers, influencers, and stakeholders, and determine selling strategies to optimize growth.
• Develop meaningful business relationships with key suppliers to leverage their expertise and create mutually beneficial partnerships.
• Actively engage with all facets of the customer’s business to build value.
• Create a robust opportunity pipeline, focusing on increasing win rate percentage, maximizing average deal size, and shortening the sales cycle.
• Continually improve by gaining key insights into markets, products, or developing specific skills to become a more effective seller.

Requirements

Values and Competencies

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

Technical Skills

• A Bachelor’s degree and 3+ years of related experience; or a combination of education and experience.
• 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, walk, reach above shoulders, stoop, kneel, or crouch. Occasionally required to lift and/or move up to 25 pounds.
• Vision: Specific vision abilities required include close vision, distance vision, and ability to adjust focus.
• Work Environment: Occasionally exposed to a Distribution Center or manufacturing environment, outside weather conditions, fumes, airborne particles, and noise levels ranging from moderate to high. Occasionally exposed to risk of electrical shock.
• Travel: Frequently required to perform work-related travel, with 80% or more time spent in the field calling on customers.

Pay

Salary Range: $80,000 - $120,000 annually. This range represents the anticipated base salary for this position. Final salary will depend on experience, skills, qualifications, and role fit, along with internal equity and benchmarks. In addition to base salary, this position may be eligible for incentive compensation and a competitive benefits package.