Business Development Manager – Fire Distribution

Position Summary

The Manager – Business Development is responsible for selling company Fire products and services to named accounts and a defined North American territory in order to achieve desired sales revenue goals in addition to territory development to increase sales opportunities and company market exposure.

• Achieve/exceed sales revenue targets for named accounts and assigned market/territory.
• Develop key market relationships.
• Identify and hunt for new business opportunities to generate sales.
• Cultivate and prospect by making a required number of outbound prospecting calls.
• Manage key accounts and/or key contracts to retain and grow the business.
• Maintain pipeline with short‑cycle sales opportunities, as well as working large solution sales.
• Develop account plans for key named accounts that include creating and maintaining information such as but not limited to: organization structure; key contacts with functions; how and where company products are used; overall transactional and account volumes; business objectives, strategies and issue; areas of sales opportunity; plan for driving sales and relationship; and account and calling notes.
• Facilitate communication between company client support, or product management and the client when needed.
• Collect and forward industry and competitive information to marketing.
• Represent the company at conferences and trade shows.
• Maintain a strong knowledge of company products.
• Effectively prepare and perform client presentations and product demonstrations.
• Strong pipeline management skills using the company's pipeline business system.
• Timely and accurate submission of mandatory paperwork/reports such as pipeline reporting and travel expenses.
• May deliver assigned Safety Training courses.
• Assists with special projects as assigned.

Education:

Bachelor’s degree from an accredited university/college in related field preferred or equivalent technical and commercial experience.

Experience:

A minimum of five (5) years of demonstrated successful outside sales experience.

Other Required Skills, Knowledge or Abilities:
Must have aptitude and ability to identify and maximize opportunities and knowledge of value selling techniques. Some knowledge of Total Safety services preferred. Must have knowledge of potential customers in the target markets within geographical focus area. Knowledge of competitors in target markets, together with an appreciation of their strategies, strengths and weaknesses.

Must be proficient in MS Office programs and knowledge of departmental software programs.

Ability to modify communication Knowledge of assigned markets, prices, legislation, suppliers, influences, contract structures.

Understanding of internal economic factors (cost, margins, profit impact of decisions) and external economic factors affecting assignment areas.

Demonstrates a high level of interpersonal, verbal, persuasion, presentation, and relationship building skills in order to effectively communicate with all levels of internal and external contacts. Must be able to adapt presentation style in order to relate to a variety of people and personalities.

Must demonstrate ability to work in a team environment and willingness to assume additional or new responsibilities readily.

Interpersonal Communications:
Develops strong relationships with customer personnel. Frequent customer presentation. Frequent contact with operations, purchasing, training and accounting to understand and resolve issues. Shares opinions, ideas and resources with others to achieve common goals; with focus on teamwork and collaboration.

While performing the duties of this job, is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. Occasionally required to stand; walk; and stoop, kneel, or crouch. Must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, and ability to adjust focus.

Spends most of time in an office environment. Spends 50% of time in customer office locations. Spends 30% of…