Business Development Manager

Overview

Business Development Manager – Indirect Channels — Greenfield, IN | Novelty Inc.

If you’re looking for an ordinary sales leadership role, this isn’t it!

Top performers across distributor networks and alternative channels are joining Novelty Inc. because they see what others don’t yet: our indirect distribution model is changing how general merchandise moves and early players are winning big. If you want to be part of that shift and help lead the team driving it, now is the time!

Novelty Inc. is scaling rapidly across alternative, convenience, grocery, auto, hardware, and emerging channels. We’re searching for a Business Development Manager who can both lead and elevate a team of Account Managers and drive major new business growth. This role is a true player/coach: 30% leading the team, 70% hunting new business, all while facing the same customers, partners, and internal stakeholders as the Account Manager role.

• Lead & develop a high-performing team of Account Managers, providing coaching, strategy, accountability, and partnership to elevate execution across distributors, rep groups, & marketplace channels
• Aggressively drive new business growth by recruiting new distributors, onboarding rep groups, expanding indirect partnerships, and securing incremental merchandising and marketplace opportunities. Meet monthly KPIs for new business acquisitions
• Build and manage your own BDM pipeline of high-value distributor, rep group, & marketplace targets within the Novelty-dedicated CRM; execute proactive calls, meetings, & emails.
• Acquire, grow, & manage strategic partnerships, as well as lead Account Managers in doing the same. Create and maintain the right cadence with distributors, buying groups, and rep partners.
• Achieve and exceed KPIs tied to Revenue Growth, Distributor Activation, Marketplace Penetration, Program Adoption, and Activities (Calls/Emails/Meetings), using data to guide both your pipeline and your team’s performance.
• Develop forecasting and growth plans for key partners (yours and the team’s) by identifying route-to-market strategies and tactics required to hit quarterly and annual targets.
• Ensure customer inventories and offerings remain fresh and relevant, maximizing velocity, turns, and overall category performance.
• Deliver internal and external Quarterly Business Reviews, and prepare Mid-Month results that identify early gaps and required corrective actions.
• Work cross-functionally with Accounts Receivable, Sales Operations, Field Leadership, Marketing, and Supply Chain to ensure flawless execution across indirect channels.
• Identify whitespace opportunities and guide how Novelty Inc. elevates performance in any indirect retail environment.
• Maintain pricing integrity with distributor networks, rep groups, and marketplace partners.
• Target and secure outside online marketplace partnerships to expand Novelty Inc.’s digital footprint.
• Travel required for distributor calls, rep team visits, and trade shows.

Our portfolio includes high-impulse, high-velocity brands designed to win in fast-turn environments across indirect channels. Our Indirect Channel model ensures partners are selling our highest-velocity SKUs—fresh, optimized, and without added burden. Our model consistently drives stronger turns, margins, GMROI, and overall category results. Our product pipeline maintains excitement and eliminates dead inventory.

As a Business Development Manager, you’ll shape how this model scales—guiding a team while personally unlocking new partnerships that accelerate growth.

• Experienced (3+ years) in Business Development, Sales Leadership, Account Management, Distributor Sales, Indirect Channels, CPG, B2B/B2B2C sales, or rep group/broker management.
• Skilled at leading salespeople, coaching talent, and elevating team performance toward KPI-driven outcomes.
• Skilled at selling to distributors, buying groups, rep agencies, and alternative channel customers, tailoring value propositions appropriately.
• Motivated by growth—new business acquisition, marketplace development, and total program expansion.
• Experience with CRM (preferably Hub Spot) is a plus
• comfortable delivering business plans and results in live and virtual meetings
• Confident in presenting, pitching, influencing, and owning the full indirect business development cycle
• Strategic, data-driven, persistent, and committed to building long-term value with distributor and 3rd-party partners

• Competitive base salary with significant commission upside
• Car allowance and full benefits (medical, dental, vision, 401k)
• Support from a 45-year company with national retail relationships
• A differentiated product and service model that stands out from traditional vendors

If you’re driven, strategic, and want to lead a team while personally driving the next wave of growth in indirect channels, we want to hear from you!