New Business Development Manager

Description

PFI Instore is seeking a strategic, results-driven New Business Development Manager responsible for managing and growing assigned customer accounts while actively identifying and securing new business opportunities.

This position combines the relationship management and accountability of an Account Manager with the proactive, growth-oriented mindset of a Business Development professional.

Approximately 60–70% of the role will focus on managing and expanding existing customer relationships, with 30–40% dedicated to new customer acquisition.

The New Business Development Manager will serve as the primary commercial relationship owner for assigned accounts, supported by a Sales Support Manager who assists with daily customer service, project coordination, order management, and administrative execution.

The successful candidate will demonstrate a strong sense of ownership, a customer-first mindset, disciplined sales execution, and the ability to turn relationships into profitable, sustainable growth.

This is not simply an account maintenance role. We are looking for someone who can manage today's business while actively creating tomorrow's growth.

• Serve as the primary relationship owner and point of accountability for assigned existing customers.
• Manage day-to-day customer relationships, priorities, and business needs in partnership with the Sales Support Manager.
• Build strong, trusted relationships with customer decision-makers, influencers, and stakeholders across multiple departments and levels.
• Develop a deep understanding of each customer's business, merchandising strategies, challenges, competitive environment, and growth objectives.
• Identify and pursue opportunities to increase PFI's share of business through new programs, product categories, brands, divisions, and locations.
• Develop and execute strategic account plans with measurable growth objectives, defined actions, and timelines.
• Proactively identify customer concerns, address issues, and coordinate internal resources to deliver timely solutions.
• Monitor account performance, revenue trends, contribution margins, and potential risks.
• Conduct regular customer business reviews to evaluate performance, uncover opportunities, and strengthen relationships.
• Balance customer satisfaction with responsible stewardship of PFI's resources, profitability, and operational capabilities.

• Identify, research, and pursue prospective customers aligned with PFI's capabilities and strategic growth priorities.
• Develop and execute targeted prospecting strategies designed to generate qualified opportunities and profitable new business.
• Build relationships with key decision-makers through direct outreach, referrals, networking, trade shows, and industry events.
• Conduct discovery meetings, customer visits, product presentations, and factory tours.
• Identify customer challenges and develop differentiated merchandising and display solutions.
• Qualify prospects based on revenue potential, strategic fit, profitability, decision-making authority, and timing.
• Manage opportunities through the entire sales cycle, from prospecting and discovery to proposal, negotiation, and close.
• Leverage PFI's broad manufacturing capabilities to create compelling customer value propositions.
• Establish strategic partnerships and referral networks that generate incremental revenue opportunities.

• Work closely with the assigned Sales Support Manager to ensure timely, accurate, and responsive customer service.
• Establish clear roles, responsibilities, communication expectations, and priorities for account and project execution.
• Provide direction and customer context to Sales Support regarding account priorities, project requirements, deadlines, and customer expectations.
• Collaborate with Engineering, Design, Estimating, Operations, and Manufacturing to develop competitive solutions and resolve customer challenges.
• Maintain ownership of customer relationships, commercial decisions, and escalated issues while leveraging Sales Support for operational coordination.
• Ensure customer commitments are clearly communicated, documented, and executed.
• Foster a collaborative, respectful, and accountable working environment.