Business Dev't Mgr; Atlanta, GA

Base pay range

$90,000.00/yr - $95,000.00/yr

• I. Regional Growth and Expansion 60%
• II. Personnel Development & Management 40%
• Develop sales strategies to successfully achieve target market penetration, short-term and long-term sales objectives, and all key Sunburst initiatives.
• Prepare sales forecasts for all sales strategies identified above.
• Achieve minimum sales in the region consistent with Sunburst’s annual corporate growth objectives and other annual objectives outlined in Regional Business Plans.
• Maintain sales pipeline for all core sales objectives and strategic sales initiatives of 1 x annual sales targets.
• Maintain approved revenue and expense budgets.
• Conduct distributor and key customer consultative sales & service meetings as required or appropriate.
• Actively identify and develop “closers” within each distributor.
• Conduct regular Mutual Business Plan review meetings with key distributors, SSP, and customers in the region and provide recommendations that will enhance overall business performance of all stakeholders.
• Chain Business
• Sell Regional and National Multi-Unit accounts with a primary emphasis on “programs” developed by Marketing.
• Develop and prepare all proposal material for new prospects consistent with Sunburst brand standards.
• Work with Product Line Managers and National Service Manager to insure account, program, and brand standards are understood and implemented for new account Trials.
• Direct and monitor new chain account trials.
• Maintain established personnel performance standards and guidelines.
• By December 31 of each year, establish quotas for RSM sales volume, new accounts, and other measures of sales performance consistent with the expectations of the region.
• At a minimum, conduct quarterly performance reviews and RSM/RST territory growth planning sessions with each direct report. Evaluate performance vs. objectives and standards and coach for successful achievement of all goals.
• Conduct sales team meetings on a regular basis and as required.
• Work with team members; scheduled and/or unscheduled ride-alongs, provide support for troubled accounts, review and provide direction of the sales pipeline.
• Develop & implement personnel development and training programs for individuals as required and appropriate.
• Maintain team spirit, motivation, and a free flow of information on a company-wide basis. Provide council for sales staff and arbitrate disputes.
• Other general management:
  Coordinate and collaborate with sales and service personnel to ensure company objectives and customer concerns are cared for.
• Attend managements sessions, meetings, seminars, or other planning meetings to provide insight, advice, strategies, etc., as required.
• Monitor actual sales objectives vs. goals. Continuously create and implement change plans to meet sales goals or sustain above-target performance.
• Routinely communicate sales and service best practices and challenges to direct reports, peers, superiors, and business partners.
• Submit reports as required.
• Conduct quarterly Business Reviews with Sunburst’s Executive Sales Leadership team.
• Build an applicant bench, seek out qualified personnel to fill upcoming positions.

• Bachelor’s Degree in Business, Bachelor of Science, or related field
• 10+ years direct and/or distributor sales experience
• 5+ years sales leadership experience
• Prior experience achieving all sales goals and expectations
• Prior experience achieving all budget expectations
• Prior experience demonstrating proficiency in growing a business in new or underdeveloped territories
• Prior experience demonstrating proficiency in Core Sales Competencies and Core Leadership Competencies
• Must be able to travel at least 50% of available time for business related activities

• Entrepreneurial Approach:
  Reflects an entrepreneurial attitude;
  Manages time effectively;
  Sets effective goals.
• Understands Prospects:
  Recognizes buyer behavior;
  Understands the purchasing process.
• Develops Appropriate Solutions:
  Knows Sunburst products and programs and their connection to prospect goals;
  Knows how to demonstrate the value of Sunburst products and programs.
• Prospects Proactively:
  Identifies…