Business Development Specialist

Purpose Of Job

Drive growth through business acquisition and development of existing dealers

• Identify, pursue, and secure new business opportunities within the fiscal year that drive incremental units and average PPU in line with operations targets.
• Develop, implement, and execute action plans tied to focus 50 accounts that improve the customers’ business, retain them for IB long term, and drive growth for them and the servicing operation. Visits to each of these accounts to include identifying opportunities, aligning on and developing action plans for improvement, providing the dealer training needed to execute, or reviewing results expected. Focus 50 calls occur bi-monthly with each dealer.
• Balanced weekly sales plan developed and mapped out by EOB Friday for the following week. The weekly sales plan includes a mix of new business opportunities, focus 50 visits, eroding and lost dealers, new dealer set‑ups, new dealer follow‑ups, and other stops as requested by the MGM. A sales plan of 10 daily calls is mapped out, and a minimum of 40 activities are logged in Salesforce weekly.
  
  Target a 60/40 mix of new business calls and existing account development each week.
• Daily prospecting on fresh leads to identify new opportunities to continually fill your pipeline with a target of 10 added weekly.
• Daily presentations to active opportunities already qualified to close new business. Prospecting and existing customer calls are planned close to these scheduled appointments for efficient route planning and maximizing face time.
• Consistent communication with operation MGM and others within the organization on their plan, results, needs, and challenges. Begin each week with a plan review. Provide updates daily on conversations including wins and next steps either in person or over the phone. Close each week by recapping the results of the week’s activity including existing account visits, wins, losses, new opportunities, next steps, and assistance needed.
• Consistent in updating Salesforce activity as calls are made and populate all required fields including segment, competitor, and volume. In addition to notes logged on that day’s activity, it’s also critical to log and schedule your future tasks on all calls.
• Review and contact all Web Leads in que and communicate with your BDM on any Regional leads identified.
• The pipeline is updated weekly to remain organized and ensure proper follow‑up/execution.

• High school graduate (or equivalent); 2‑ or 4‑year college degree in a related field preferred.
• 1 year of Business‑to‑Business sales experience preferred.
• Demonstrated ability to lead and develop sales.
• Excellent analytical and problem‑solving skills.
• Customer and results driven.
• Concise and professional written, presentation, and verbal communication skills.
• Experience with MS Office and Excel required.
• Experience with Salesforce, Concur, Workday, Tableau preferred.
• Demonstrates good organizational skills and can prioritize tasks.
• Works with a high degree of accuracy and attention to detail.
• Approaches tasks with a sense of urgency.
• Must work effectively in a team environment.
• Must have and maintain a valid Driver’s License and an acceptable driving record. Depending on the location and available equipment, a valid DOT medical card may be required.

• Works independently with limited supervision.
• Uses frequent independent judgment when making decisions.

• Ability to lift and/or move up to 75 lbs.
• Ability to sustain posture in a seated position for prolonged periods of time.
• Regularly required to talk, hear, stand and walk, and use hands to grasp or handle objects.
• Specific vision abilities include close vision, depth perception and ability to adjust focus.
• Prolonged use of personal computer & telephone.

Interstate Batteries provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sex, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Interstate Batteries complies with applicable…