Sales & Business Development Manager

About the role

The Sales and Business Development Manager is responsible for driving revenue growth, expanding market presence, and developing strategic partnerships for Indiana Correctional Industries (ICI).

Responsibilities

• Develop and execute sales strategies to achieve revenue, profitability, and market share objectives.
• Lead, mentor, and manage the sales and customer service team to maximize performance and customer satisfaction.
• Gain a working knowledge of the ERP system used by ICI and manage team members in its efficient use.
• Establish sales forecasts, budgets, and performance metrics.
• Build and maintain strong relationships with key customers, distributors, suppliers, and industry stakeholders.
• Identify new markets, customer segments, and growth opportunities.
• Develop and implement comprehensive marketing plans that support ICI’s mission, core values, and objectives.
• Conduct market research and competitive analysis to identify trends and opportunities.
• Collaborate with operations and product development teams to align marketing efforts with ICI’s capabilities and customer needs.
• Identify, evaluate, and pursue strategic business opportunities, including new products, markets, partnerships, and acquisitions.
• Develop and maintain a pipeline of prospective customers and strategic partners.
• Lead proposal development, presentations, and negotiations for major business opportunities.
• Develop and implement long-term growth strategies that support ICI’s strategic objectives.
• Identify and evaluate potential joint venture and strategic alliance opportunities.
• Lead negotiations and development of partnership agreements.
• Manage ongoing relationships with joint venture partners and strategic collaborators.
• Monitor joint venture performance, ensure alignment with business goals, and resolve partnership issues as needed.
• Cook up cross-functional teams to support successful execution of partnership initiatives.
• Lead the negotiation, review, and administration of commercial contracts with customers, suppliers, distributors, and partners.
• Work closely with legal counsel and executive leadership to ensure contractual compliance and risk mitigation.
• Monitor contract performance and ensure fulfillment of obligations by all parties.
• Manage and identify commercial risks associated with contractual agreements.
• Participate in executive planning and strategic decision-making processes.
• Develop annual business plans, budgets, and growth initiatives.
• Monitor industry trends, competitive activities, and emerging opportunities.
• Provide regular reports and recommendations to senior leadership regarding sales performance, market conditions, partnership activities, and business development opportunities.

Requirements

• Bachelor's degree in business administration, marketing, engineering, manufacturing management, or a related field required.
• 5-7+ years of progressive experience in sales, marketing, business development, or strategic partnerships within a manufacturing environment.
• Proven track record of achieving sales growth and developing successful business strategies.
• Experience negotiating and managing commercial contracts and partnership agreements.
• Demonstrated success in managing joint ventures, strategic alliances, or complex business relationships.
• Leadership experience managing cross-functional teams and business initiatives.
• Strong understanding of manufacturing processes, industrial markets, and supply chain dynamics.
• Exceptional negotiation, communication, and relationship-building skills.
• Strategic thinker with strong analytical and problem-solving abilities.
• Financial acumen with experience evaluating business opportunities and partnership investments.
• Able to manage multiple projects and priorities in a fast-paced environment.
• Proficiency in CRM systems, sales analytics, and marketing tools.

Qualifications

Individuals should have the ability to perform essential functions with or without reasonable accommodation.

Skills

• Strong negotiation and relationship-building skills.
• Strategic thinking and problem-solving abilities.
• Financial acumen and business opportunity evaluation.
• CRM systems, sales analytics, and marketing tools proficiency.

Benefits

The State of Indiana offers a comprehensive benefit package for full-time employees which includes:

• Three (3) medical plan options (including RX coverage) as well as vision and dental plans.
• A Wellness Rewards Program: Complete wellness activities to earn gift card rewards.
• A Health Savings Account, which includes bi-weekly state contribution.
• A 457(b) account (similar to 401(k) plan) with employer match.
• Two (2) fully-funded pension plan options.
• A robust, comprehensive program of leave policies covering a variety of employee needs, including but not limited to: 150 hours of paid New Parent Leave and up to eight weeks of paid Childbirth Recovery Leave for eligible mothers.
• Up to 15 hours of paid community service leave.
• Combined 180 hours of paid vacation, personal, and sick leave time off.
• 12 paid holidays, 14 on election years.
• An Education Reimbursement Program.
• Group life insurance.
• A referral bonus program.
• An Employee Assistance Program that allows for covered behavioral health visits.
• A Qualified employer for the Public Service Loan Forgiveness Program.
• Free parking for most positions.
• Free LinkedIn Learning access.