Business Development Manager -G&S- Amenities

POSITION PURPOSE

This position is primarily focused on generating revenue from the acquisition of new accounts within existing or new market segments. Additional responsibility for retaining or expanding business within existing end user customers. Sales targets and strategic target market segments are determined by a set of criteria established and assigned by sales management. Key learning from this position will drive future strategy, product mix and growth plans for new verticals.

The utilization of strategic and diligent prospecting along with disciplined planning, excellent relationship building and closing skills is essential to consistently develop a successful pipeline of new accounts.

This work location is flexible as the work to drive new sales and manage large new market accounts can be office based or remote reporting into Gilchrist & Soames and will include travel within the US to key customer meetings and trade shows.

Provide technical, customer relations, and personnel management for major programs and projects.

• Identify and target new business opportunities to meet or exceed sales goals.
• Develop and implement a strategic plan to successfully grow sales of personal care amenities within existing and new market segments.
• Work collaboratively with Product Development and Marketing to develop new brands and innovations to meet the needs of target customers. Clearly communicate needs to include amenity brands recommended, delivery format, product design and aesthetics and customer timelines.
• Prepare and present product presentations and demonstrations as needed. Present product features and benefits, new product innovations and other relevant product information that meets the customer’s requirements and expectations.
• Negotiate/quote pricing and terms in collaboration with internal partners within the organization and manage the onboarding of new customers to effectively transition from lead generation to long term customer.
• With support from sales leadership consistently manage more complex selling situations, including determining the relevant stakeholders within a customer and customizing messaging/solutions for successful account acquisition.

Utilize a creative mindset to aid in the development of more complex product solutions, including new product development, new retail partnerships or the creation of G&S house brands.

Support manufactured (and strategically sourced) product sales growth. Work collaboratively with distribution partners to target new business with parent brands, Group Purchasing Organizations (GPOs).

Identify distribution gaps to service new customers/market segments. Communicate the need to sales leadership for consideration. Participate in corporate account meetings as the manufacturer sales rep supporting teams selling to new markets.

• Coordinate and participate as needed at Trade Shows as the manufacturer sales rep.

• Uses a CRM system to promptly and accurately document sales activities, keep track of plans, pipeline development, and progress of prospective opportunities.
• Participates on project teams, communicates cross-functionally with internal departments, and performs other duties as assigned.

• Bachelor’s Degree or equivalent experience in Business, Sales, Marketing.
• Minimum of five+ years of sales experience with a focus on New Business Development/New Account Acquisition including inside and outside sales.
• Professional, polished telephone presence and face-to-face demeanor. Exceptional verbal and written communication, negotiation and active listening skills.
• Ability to ask meaningful questions to help identify and solve customer needs.
• Professionally persistent with great follow up.
• Ability to understand and retain information on a large portfolio of products and brands.
• Significant internal relationship management skills to partner on the development of new products, and negotiation of costs/pricing and contract terms as applicable.
• Strong proficiency with basic computer hardware and software (Microsoft Office: Word, Excel, PowerPoint and Salesforce CRM).