Business Development Mgr

Summary

The Business Development Manager is a revenue-generating, field-based role responsible for managing and growing existing customer accounts within an assigned territory. This position focuses on building strong, in-person relationships, understanding customer business needs, delivering tailored solutions, and driving revenue growth through proactive service and strategic support.

• Serve as the primary field-based representative of Central States by fostering strong customer relationships, delivering on-site value, supporting ongoing customer success, and maintaining professional product displays with current marketing materials.
• Own all new business development responsibilities, including acquiring and activating new accounts, prospecting target markets, conducting cold calls and field visits, leveraging referrals and research, and positioning Central States as the supplier of choice.
• Develop and execute strategic sales and territory plans that prioritize high-impact accounts, identify new opportunities, balance customer visits with follow-ups, and drive achievement of territory goals such as pounds sold, customer growth, and year-over-year revenue.
• Establish a strong in-person regional presence by visiting prospective and existing customers, observing competitive activity, gathering market intelligence, and uncovering opportunities for new products, improvements, or innovation.
• Manage, grow, and recover accounts within the territory by re-engaging underperforming or lost customers, identifying expansion opportunities, and increasing product penetration and customer volume.
• Lead customer training on Central States products and the Central Link platform to enhance efficiency, ordering accuracy, tool adoption, and overall customer engagement.
• Represent Central States at trade shows, industry events, and customer functions to strengthen brand visibility, reinforce partnerships, and support sales initiatives.
• Collaborate cross-functionally with Inside Sales, Operations, Quality, and Marketing to support customer needs, resolve issues, and maintain alignment on territory priorities and customer expectations.
• Proactively address and resolve quality concerns through on-site visits, partnership with the Corporate Quality Team, guided warranty support, and customer-focused issue resolution.
• Maintain accurate CRM documentation including visit notes, updated contacts, account changes, follow-up actions, and use social media to actively grow brand awareness, promote company values, and enhance visibility with customers, employees, industry partners, and candidates.
• Act as a strategic advisor and advocate for customers by aligning Central States’ products and services with their goals while demonstrating the company’s core values:
  Own It, Can Do, and Act In Love.

Performs other duties and activities related to the department as necessary to support overall operations and responsibilities, even if not specifically listed above.

• Achievement of assigned territory sales goals, including new business pounds sold, pounds sold, down customer increases, lost accounts recovered and revenue growth targets.
• Consistently onboarding new customers each month and converting qualified leads into active buying accounts.
• Speed and completeness of the onboarding process, including timely first orders, product education, and customer setup.
• Demonstrated strategic thinking to identify new business opportunities, growth opportunities, address competitive threats, and anticipate evolving customer needs.
• Effectively collaborates with cross-functional sales team members to achieve territory goals and deliver an exceptional customer experience.
• Ensure customers have appropriate, up-to-date product displays and marketing materials, managing delivery and usage within budget.
• Consistently receives high customer satisfaction scores, with actionable feedback that supports account retention and growth.
• Ensures a seamless transition of accounts from the Regional Sales Executive, building immediate trust, maintaining service continuity, and driving early engagement with the customer.
• Consistent, timely, and…