Manager, Business Development – Field Sales

About the Role

The Manager, Business Development drives net-new business growth across Northwest Arkansas by developing customer relationships, building a qualified sales pipeline, and converting market opportunities into sustainable revenue. This field-focused role identifies, pursues, and closes new B2B and SMB opportunities while expanding strategic relationships with existing customers and partners.

Responsibilities

• Drive New Business Development
  • Develop and execute a business development strategy for Northwest Arkansas.
  • Build a pipeline of net-new customers across targeted industries and segments.
  • Engage prospects through direct outreach, referrals, networking, and field prospecting.
  • Develop relationships with key decision-makers (business owners, facility leaders, procurement teams, etc.).
  • Connect customer needs to company services and identify new revenue opportunities.
  • Maintain an active local business presence to build brand awareness.
• Own the Sales Process
  • Manage opportunities from prospect identification through close and customer launch.
  • Conduct discovery to understand operational requirements, pain points, and decision-making processes.
  • Develop tailored value propositions, proposals, and business cases.
  • Lead commercial negotiations while protecting company interests.
  • Coordinate with internal teams to ensure executable and financially sound solutions.
• Build and Manage the Sales Pipeline
  • Maintain a disciplined pipeline of qualified opportunities.
  • Track sales stages, opportunity value, probability, and potential barriers.
  • Use CRM tools and analytics to prioritize opportunities.
  • Develop sales forecasts and improve conversion rates.
  • Provide leadership visibility into pipeline performance and risks.
• Develop and Grow Customer Relationships
  • Build long-term relationships with customers and strategic partners.
  • Serve as a trusted advisor to identify additional value opportunities.
  • Proactively address customer concerns and expand relationships.
• Sales Strategy and Market Development
  • Analyze local market conditions, competitive activity, and industry trends.
  • Identify high-potential verticals and customer segments.
  • Develop targeted account strategies based on opportunity size and fit.
  • Translate market insights into growth initiatives.
• Proposals and Negotiation
  • Develop sales proposals and lead customer presentations.
  • Build financial and operational business cases.
  • Negotiate pricing, scope, and commercial terms.
  • Anticipate objections and protect company economics.
• Cross-Functional Execution
  • Work with Operations, Finance, Legal, and other teams to ensure successful customer acquisition.
  • Translate customer requirements into internal business needs.
  • Coordinate onboarding and remove barriers to customer launch.
  • Communicate customer feedback to improve processes.
• Financial and Business Acumen
  • Evaluate financial viability of opportunities and proposed solutions.
  • Develop business cases for new customers and partnerships.
  • Balance revenue growth with sustainable financial performance.
• Lead and Develop the Sales Team
  • Supervise, coach, and develop sales/business development associates.
  • Establish expectations for prospecting, pipeline development, and revenue performance.
  • Conduct pipeline reviews and strategy discussions.
  • Foster a collaborative, high-performing environment.

Key Performance Indicators

• Net-new revenue
• New customer acquisition
• Qualified pipeline value
• Opportunity conversion rate
• Sales-cycle velocity
• Average deal value
• Customer retention and expansion
• Revenue forecast accuracy
• Market penetration
• Strategic partnership development

What Success Looks Like

• Consistent creation of qualified net-new opportunities.
• Measurable growth in new customers and revenue.
• Strong relationships with local/regional business decision-makers.
• A healthy, disciplined, and predictable sales pipeline.
• Increased penetration within targeted customer segments.
• Strong conversion of prospects into active customers.
• Expansion of strategic customer relationships.
• Accurate sales forecasting and pipeline visibility.
• Effective coordination between sales commitments and operational execution.
• Repeatable business development practices supporting future growth.

Ideal Candidate

The ideal candidate is a proactive business developer who enjoys creating opportunities and is comfortable spending significant time in the market. Experience in the following areas is valuable:

• Business development
• B2B or SMB sales
• Field sales
• New customer acquisition
• Consultative or solution selling
• Account development
• Pipeline and CRM management
• Strategic partnerships
• Proposal development
• Contract negotiation
• Financial analysis
• Market development
• Cross-functional leadership

Experience in facilities services, commercial services, retail, property services, construction, maintenance, hospitality, healthcare, or multi-site service environments is a plus.

Leadership Expectations

• Respect the Individual
  • Build trusting relationships and work collaboratively.
  • Communicate with energy and positivity to motivate and inspire.
• Act with Integrity
  • Maintain high standards of integrity, ethics, and compliance.
  • Model Walmart values and foster a regenerative culture.
  • Promote an environment where associates feel comfortable sharing concerns.
• Serve our Customers and Members
  • Deliver results while prioritizing the customer.
  • Apply an omni-merchant and Every Day Low-Cost mindset.
  • Consider data, analytics, and customer insights in decision-making.
• Strive for Excellence
  • Seek continuous improvement and innovation.
  • Demonstrate curiosity, resilience, and a growth mindset.
  • Encourage learning from mistakes and intelligent risk-taking.

Benefits

• Competitive pay with performance-based bonus awards.
• Health benefits (medical, vision, dental).
• Financial benefits (401(k), stock purchase, company-paid life insurance).
• Paid time off (PTO, parental leave, family care).