Business Development Manager

Who We Are

At Manchester Mills, a division of Guest Worldwide, we believe in the power of life’s little comforts – delivering uniquely exceptional guest experiences through uncompromising quality and a relentless passion for innovation. As one of the world’s leading hospitality textile producers, we are committed to meeting the ever-changing needs of our customers, while making responsible choices to shrink our ecological footprint.

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This position is primarily focused on generating revenue from the acquisition of new accounts within the Independent Channel. Sales targets are determined by a set of criteria established and assigned by sales management. The utilization of strategic and diligent prospecting along with disciplined planning, excellent relationship building and closing skills is essential to consistently developing a successful pipeline of new account revenue.

Collaboration with the Corporate Accounts Management Group team and the Guest Supply field sales team in the assigned region will also be key in maximizing results.

This position will be located in the sales region supported by the role and will include travel within your assigned territory, to management groups in additional territories (as needed) and to trade shows (as needed). Territory includes prospective accounts in multiple states in a defined geographic region.

• Consistently generate revenue from new accounts within the Independent hotel market to meet or exceed the sales target determined for the territory. Achieve assigned sales goals and metrics.
• Develop an overall territory plan and strategy that identifies the customers and products needed to deliver sales targets and leverages relationships of Guest Supply TMs in the territory to increase pipeline.
• Build strong relationships across a variety of customer organizational levels and functions at target properties (GM, Rooms / Operations, Housekeeping, Procurement). Gather relevant information about prospects to be used in the selling process.
• Sell leveraging the strength of brands, innovations and product features/benefits, and not solely based on price and service levels.
• Prepare powerful presentations, negotiate/quote pricing and terms in collaboration with strategic partners within the organization, manage the process of onboarding new customers and transition from lead generation to a long‑term customer with an assigned account manager.
• With support from sales leadership, manage more complex selling situations, including determining the relevant stakeholders within a customer and customizing messaging/solutions for successful account acquisition and developing more complex product solutions, including stock, custom, and retail brand partnerships.
• Use a CRM system to promptly and accurately document sales activities, keep track of plans, pipeline development, and progress of prospective opportunities.
• Participate on project teams, communicate cross‑functionally with internal departments, and perform other duties as assigned.
• Provide industry/regional competitive insights and strategic feedback to ensure MM open‑line portfolio meets the needs of the competitive market and keeps pace with industry trend.
• Analyze with strategic internal partners around the regional sales performance as it relates to products, portfolio, price, availability, etc. Identify product gaps and opportunities. Work with relevant team members to provide MM solutions to grow the business.
• Handle responsibilities for margin management and category management related to the MM goals.

• Prepare TMs for textile product presentations via phone consultation and Skype meetings.
• Participate in regional and district meetings as the manufacturer sales rep supporting the territory sales team.
• Join TMs for customer sales presentations when there is significant volume for new textile business.
• Participate as needed at trade shows as the manufacturer sales rep.

Bachelor’s Degree or equivalent experience. Business, Sales, Marketing.

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