Location
Richfield WI
Description
THE OPPORTUNITY

The Manager of Business Development is responsible for driving profitable year on year growth with new and existing customers, delivering the top and bottom-line financial performance (P&L) of the company. As a driving force behind the company's sales efforts, this role requires a multifaceted skill set that includes strategic planning, team leadership, communication and a strong sales acumen. The MBD is responsible for designing and implementing strategic sales plans that expand the company's customer base and ensure its strong presence in the market. This includes recruiting, setting objectives, coaching and monitoring the performance of the Business Development Team and contracted Sales Representatives using well-defined and fact-based objectives, goals, strategies and measures that align and support the company’s strategic imperatives and annual business guidelines. The MBD directs and leads the BD Team and their efforts in prospecting, identifying new opportunities then qualifying, proposing and closing all business opportunities. This requires a hands-on leader working with their business teams and collaborating with and directing all cross-functional areas of the company that support their business. Using data, analytics and business knowledge gained at assigned accounts, supported by the Customer Opportunity Team, the MBD is responsible for developing Fact-Based business cases for all opportunities to be used externally with the customer and internally to gain support and the resources needed to deliver identified opportunities. The MBD is tasked with providing excellent leadership, guidance and training across their business team ensuring her/his organization become well rounded Business Manager and expert as it related to their all-assigned accounts. She/he will possess a deep understanding of all aspects of Server’s customer base including their operations at the headquarter and retail unit level.

REPORTING STRUCTURE

This role reports to the Director of Sales & Marketing and is located onsite in Richfield, WI.

RESPONSIBILITIES
  • Mentors, trains, guides and manages the business development team and independent reps while focusing resources against the biggest opportunities ultimately achieving the company’s top line and bottom-line sales and profit goals.
  • Ensures the training and development pf the Business Development Team and others as needed on industry trends, fact-based selling and critical skill areas.
  • Delivers assigned sales and profit targets by increasing the company’s income through sustainable top line growth and bottom-line profitable sales.
  • Works closely with the Company’s “Customer Opportunity Team” to utilize customer’s “Canvas” (A fact-based view of the customer).
  • Develops and executes 12-to-18-month business plans with clearly stated Objectives, Goals, Strategies and Measures, in support of achieving the company’s growth objectives.
  • Translate the company business imperatives and annual guidelines into the appropriate sales specific business development strategy and guidelines to create detailed sales and execution plans that delivers the company’s growth objectives.
  • Work with the Business Development team to create annual account specific sales objectives and action plans at an account level that delivers the annual growth plan as assigned.
  • Working with Finance and Customer Opportunity Team to develops fact-based annual forecast based on historical and future sales projections, customer objectives, product segment (new and existing) and categories.
  • At month end close, provides updates on sales progress (wins/losses/opportunities).
  • Proactively and aggressively gains customer commitments and shared cost commitments for all exclusively developed customer specific projects.
  • Is the “Voice of the Customer” (VOC) effectively communicating our customers’ needs and requirements related to products, sales growth, new product development and needed changes.
  • Communicates changes in the marketplace and impact on the sales plan as a result. Understands the need for flexibility by seeking out new avenues in which to achieve business results.
  • Ensures full and direct collaboration with customers utilizing the Business Development Operations Team on projects to minimize decision delays and accelerate project momentum.
  • Continuously accesses the strengths/weaknesses of our go to market plan and adjusts on the fly to course correct ensuring achievement of all annual objectives.
  • Working together with Sales and Marketing leadership to determine profitable promotion and pricing policies, including ROI, timing and percent of increase business as a result.
  • Performs other duties or responsibilities as requested or required.
REQUIREMENTS
  • Bachelor’s degree in related field or equivalent education and experience.
  • Minimum of 5 years sales experience, of which at least 2 years are in a leadership capacity.
  • A proven track record of developing, managing and teaching a fact based and collaborative sales process
  • Demonstrates expertise in formal sales techniques including proposal development, prospecting, cold calling, overcoming objections, up-selling, cross-selling and closing deals.
  • International sales experience is a plus.
  • Proven leadership skills with an empowerment mindset.
  • Is scrappy, looks beyond the obvious for ideas that drive a positive outcome. Does more with less.
  • Is fact-based and possess strong math, analytical, reasoning and critical thinking skills with an executional mindset- strategy & execution.
  • High sense of urgency towards completing assigned tasks on time.
  • Strong decision-making skills.
  • Possesses strong planning & organization skills.
  • Is a critical thinker with the ability to plan, see and understand how decisions today impact the business in the future.
  • Demonstrates high levels of sales ability adjusting style and manner based on customer internally and externally.
  • Possesses formidable negotiation skills.
  • Invests significant time managing and developing assign team.
  • Is a strong budget manager, i.e. topline sales, bottom line profit and management of assigned budget line-item budgets.
  • Uses analytics to develop fact-based business cases to support sales ideas, request internal resources.
  • Is an effective communicator.
  • Demonstrates proven leadership skills.
  • Demonstrates exceptional ability to motivate and influence others.
  • Demonstrates excellent judgment and discretion.
  • Ability to handle multiple priorities simultaneously while consistently meeting deadlines.
  • Must be able to work independently and productively.
  • Ability to speak comfortably in large groups of people and make presentation when needed.
  • This position may require up to 25% travel based on company need and projects.
POSITION BENEFITS

The compensation package for this position is commensurate with experience and includes an attractive base salary with annual bonus incentive and a competitive PTO & benefits package.

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