Business Development Manager

Customer Identification / Acquisition

• Together with the regional sales organization(s); identify and prioritize a pipeline of new Distributors that delivers on our financial objectives over the planning period.
• Drive the sales efforts to successful conclusion in a timely manner. This may include both personal ownership of some key Distributors, and support/leadership of the regional sales teams that are in the lead position to capitalize on the pipeline.
• Help to create, update and implement onboarding documents and resources for new location startups.
• Breakdown barriers and roadblock to new Distributor startups
• Update and maintain distributor map to show current and competitive distribution points.
• Lead the development of proposals and presentations to target Distributors
• When appropriate, lead the contract negotiation and execution and setup process for newly acquired Distributors
• Understand competitive brand strategy with regards to distribution.

Strategy

• With marketing (brand and channel) and regional leadership, build the business plan for Distributor network growth.
  
  
  
  • Location needs - both today and future.
  • Startup process - Equipment and Training Process
  • Distributor business plan- How will they grow.
  • Branding strategy & execution - ensure our Distribution Brands are exclusive or near exclusive
  
  
• Provide competitive intelligence and positioning guidance
• Establish relationships with potential distributors. Bridge relationship with Area Sales Managers and Sales Director.

Job duties include contact with other employees and access confidential and proprietary information and/or other items of value, and such access may be supervised or unsupervised. The Company therefore has determined that a review of criminal history is necessary to protect the business and its operations and reputation and is necessary to protect the safety of the Company's staff, employees, and business relationships.

FORMAL EDUCATION:

Required

• College degree

KNOWLEDGE & EXPERIENCE:

Required:

• 5 years industrial sales and/or marketing experience

Preferred:

• Industrial coatings industry sales and/or marketing experience
• Distributor sales experience
• National sales experience

TECHNICAL/SKILL REQUIREMENTS:

Required:

• Excellent verbal and written communication skills required
• Proficiency with Microsoft Office applications
• Basic understanding of coatings chemistry and application

Preferred:

• Proficiency with Salesforce.com

TRAVEL REQUIREMENTS: (TIME SPENT AWAY FROM HOME OR OTHER TYPICAL OFFICE LOCATION)

• 50% or more