Business Development Manager

Achieving sales and profit goals by developing, qualifying and maintaining a strong pipeline of prospective customers in a given geographic market to support revenue and territory growth goals
- Build and maintain an opportunity pipeline to support revenue and territory growth goals within existing and new customers
- Takes a strategic approach to their customers, sales development and project management
- Delegates tasks to the Team Selling Strategy group for management and customer follow-up
- Performs due diligence to fully understand the customers’ value drivers and leverage these drivers to influence a wide range of customer stakeholders.
- Establish value with customers by qualifying and quantifying the impact of maintaining the status quo or pursuing new solutions
- Cross-sell and up-sell within customer accounts by building a thorough knowledge of the customers’ business objectives and goals
- Drives profit margin and the customer success; actively participates in Quarterly Business Reviews (leads QBRs for focus accounts)
- Brings in internal partners and leverages their expertise; as well as the tools and resources needed to achieve goals
- Active and contributing member of the daily accountability meeting
- Present vending solutions or integration opportunities
- Follow up on quoting activity and proposals, following up, negotiating terms and closing deals
- Identify, present and document productivity gains and cost savings opportunities for customer base
- Cultivate and maintain solid, long-term relationships with customers and suppliers
- Identify and help to develop strategies to grow business and forecast revenue
- Assist and resolve customer requests and/or problems in a prompt and professional manner
- Organizing and conducting training sessions for customers as well as introduce and demonstrate new products
- Report competitive conditions, observed customer financial weakness and customer feedback to management
- Work closely with suppliers to secure mutual business through joint sales calls
- Attend sales, product and other branch/company meetings
- Other duties as assigned
- Reports to the Regional Sales Manager

**Team Selling Strategy Requirements**
- Build and maintain strong relationships with internal and external customers; building rapport and providing quick responses to inquiries.
- Excellent project management skills to coordinate and complete projects within deadlines; communicating with partners updates and obstacles
- Strong attention to detail and highly organized
- Well versed on and has the ability to clearly articulate the DGI Story to customers
- Maintains a calm steady presence and works well under pressure
- Communicates well at all levels within an organization (including executive)
- Highly proficient with technology and leverages technology to stay in constant contact with team
- Strong business acumen (both at customer and DGI Supply level)
- Excellent leadership skills
- Takes a holistic approach to their work
- Strong industry knowledge for business opportunities
- Self-starter and team player
- Demonstrates the core DoALL Values throughout their work

***SKILLS AND EXPERIENCE REQUIRED**:

- Minimum 5 years’ outside sales experience
- Metalworking/industrial/MRO experience required
- Lean qualified; taking a systematic approach to reduce or eliminate activities that don't add value to the customer
- Proven track record in meeting sales goals, account retention and account penetration (expanding sales within active accounts)
- Excellent and proven experience in territory planning and time management
- Excellent and proven experience in time management skills including the ability to manage multiple tasks, meet aggressive deadlines and execute on agreed upon sales metrics
- Automated Procurement Systems (e.g. industrial vending) experience preferred
- Demonstrated ability to resolve problems and develop action plans
- Experienced in utilizing MS Office Suite (Word, Outlook, Excel, PowerPoint); previous experience with RubberTree, Phocas and ValueDocs preferred
- Excellent interpersonal, oral and written communication skills to include presenting and negotiating skills
- Valid driver's license and ability to travel often in the assigned territory
- Passionate, Adaptable, Customer Focused and Teamwork oriented
- Strong sense of urgency and accountability
- High school diploma or equivalent is required; 2- or 4-year college degree preferred

***PHYSICAL/MENTAL REQUIREMENTS**:

- Requires prolonged sitting, standing, bending and walking
- Moderate to heavy use of hands in grasping, repetitive hand movement and finger coordination in keeping records and using a keyboard
- Speech and hearing to communicate effectively in group settings, one-on-one, and by telephone
- High level of concentration, confidentiality and organization
- Must be able to occasionally lift 50 pounds