Sales - Business Development Manager (Dallas)

About the role

The Business Development Manager (BDM) is responsible for and critically focused on developing and delivering the territory sales strategy to accelerate Gross Profit $ growth. Business Development Managers need to be an expert in their customer’s business by gaining a deep understanding of their internal goals, objectives and processes as well as their external environment including their key markets and customers. This role will bring significant impact to the business by developing new business/accounts, focusing on high growth markets, expanding existing accounts, securing value-added capability wins and replicating wins. Each BDM’s territory consists of existing IEWC customers and new accounts we haven’t called on yet. The primary determinants of success include capturing new accounts and achieving Gross Profit $ growth 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 many 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 that offer value to the customer and position IEWC as the preferred supplier.
• Establish themselves and IEWC as trusted advisors through providing differentiated business solutions and best in class service and support.
• Develop specific strategies that align specific IEWC solutions to drive down the customer’s total cost and establish IEWC as the preferred business partner.
• Develop customer loyalty through being an effective teacher to the customer and enhance the customer experience with IEWC.
• Offer unique and valuable perspectives on the market.
• Help the customer navigate alternatives.
• Help the customer to avoid potential land mines.
• Educate the customer on new issues and outcomes.
• Create an environment that makes us “easy to do business with”.
• In collaboration with the appropriate Account Manager, manage the account base to accelerate Gross Profit $ growth, including working on bid packages, quotes and copper programs.
• Effectively prospect to win new business at the highest margins.
• Achieve objectives around customer profitability.
• Manage the business through the utilization of IEWC’s sales process to achieve the territory plan – work the plan and plan the work.
• Fully leverage the CRM to manage the opportunity pipeline.
• Utilize commercial reports to analyze accounts with regards to performance and activities.
• Provide sales forecast.
• Provide specific, timely feedback to direct manager and customer service teams as well as key market intelligence with regards to competitors, suppliers, etc. to other cross-functional teams.
• Build specific customer roadmaps to establish key decision makers, influencers and stakeholders and determine specific selling strategies to optimize growth.
• Develop meaningful business relationships with key suppliers to leverage their expertise, gain their support and create mutually beneficial business relationships.
• Actively work with all facets of the customer’s business to build value.
• Create a robust opportunity pipeline, with a focus on increasing the win rate percentage, maximizing the average deal size and increasing the velocity within the pipeline (shorten sales cycle).
• Continually improve through gaining key insights into the markets, products or to develop specific skills to be a more effective seller.

Qualifications

Values and competencies

• Strong business partner with a history of creating value for customers
• Excellent business acumen – deeply understands our customer’s business
• Curious, agile learner focused on continuous improvement
• Acts with urgency
• Highly accountable
• Support IEWC’s commitment to its Vision, Values and Purpose

Education and experience

A Bachelor’s degree and 3+ years or more of related experience; or a combination of education and experience.

Certificates, licenses, and registrations

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 and walk
• Occasionally required to 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 and outside weather conditions
• Occasionally exposed to fumes and airborne particles
• Occasionally exposed to a noise level ranging from moderate to high
• Occasionally exposed to risk of electrical shock

Travel

Frequently required to perform work related travel, 80% or more time spent in the field calling on customers.