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The primary responsibility of the Business Development Manager (BDM) is to secure profitable incremental unit growth by identifying, qualifying, documenting, and partnering with customers in targeted market segments within their assigned territory. The customer segments BDM's are responsible for include WD/Jobber, Regional Accounts, and Non-Mandated National Accounts. Additionally, a BDM must collaborate well with their assigned Distributor teams including local sales and account management personnel in order to meet established unit sales objectives and act as a commercial sales leader within their territory. The BDM will do this by mentoring local sales representatives sharing our groups best practices, and providing leads as identified within the local sales segment for those team members to pursue.
Job Components
Meet or exceed annual unit production goal by landing business within the Regional Account, Jobber, and Non-Mandated National Account customer segments.
Meet or exceed annual New Key Account (Jobber & Regional) goal provided
Understand, support and demonstrate Interstate's Purpose & Values
Generate unit volume through individual sales efforts (identify, qualify, and partner with quality dealers) using proven targeted growth strategies and Interstate's value proposition
Create a territory sales plan that considers ideal targets including Jobber, Regional Account, and Non-Mandated National Accounts; which ties into weekly planning activities.
Dynamically prioritize time and focus based upon relevant market inputs (prospect volume, emerging account conditions, competitive vulnerabilities)
Establish credibility by using industry insights and product knowledge to convey Interstate's value proposition in each market segment.
Uncover prospects' challenges, identify profitable solutions, and demonstrate consistent ability to close the sale (again, Selling the IB Way = work into point above?).
Participation in assigned Regional Blitzes inside and outside of your designated territory as required.
Understanding of the Automotive Parts Aftermarket (specifically Program Buying Groups, Warehouse Distributors, Jobbers, Installer/Dealers and End Users) - including channel characteristics, trends, influences and conflicts in order to maximize sales growth effectiveness.
Ability to demonstrate and effectively communicate the value of the Warehouse Distributor (WD) and Jobber program to the distributor base and know how to create sales strategy to deliver on highest value relationships between them
Manage new account relationships over the first fiscal year within the Jobber and Regional Account segments ensuring a successful launch, ramp up, and overall growth for our new partners.
Demonstrate a thorough technical knowledge of Interstate Batteries products and applications
Develop and professionally communicate presentations and solutions proposals and can tailor and deliver those solutions and proposals according to their audience
Coordinate transitions with Account Management team on Regional Accounts and Jobbers secured after your work with the accounts is completed
Proactively manage their "territory" via reviewing production & reports as well as proactively participate in their bi-weekly 1:1 sessions with their NSM
Document customer and prospect interactions in Salesforce.com including appointments, cold calls, and other contact methods (i.e. phone calls and email) - implement best practices and processes and ensure pipeline is an accurate representation of current activity and opportunity focus
Effectively and efficiently manage return on investment for distributor visits - develop an objective and agenda for each week including set appointments, call strategies, field work for recently landed Jobbers and Regional Accounts, and follow up plans
Attend and contribute to sales team meetings through active preparation and participation
Consistently share qualified leads with other business segments (All Battery, National Accounts, Local sales team members including IOT, other BDM's)
Interact, as appropriate, with other Interstate departments (Marketing, Supply Chain, IT, Talent, etc...)
Drive personal and professional growth using the Gameplan, seminars and workshops to keep abreast of latest trends in field of expertise
Utilize data (sales reports and Salesforce.com) to plan and make necessary plan adjustments to maximize production
Follow all Safety procedures regarding handling and transporting batteries
Qualifications
Bachelor's Degree (or equivalent)
4+ years B2B/Commercial sales experience required
Top performer, award winner
Outstanding verbal communication and interpersonal skills
Strong customer service and business development skills
Ability to coordinate and prioritize multiple opportunities
Salesforce.com or other well known CRM experience
Competent in the Microsoft Word, Excel and PowerPoint skills
Ability to work and travel independently on a sustained basis
Self-motivated
Acceptable driving record
Note: We do not accept resumes from headhunters, placement agencies, or other suppliers that have not signed a formal agreement with us.
Interstate Batteries provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sex, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Interstate Batteries complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Interstate Batteries expressly prohibits any form of unlawful employee harassment based on race, color, religion, gender, sex, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Interstate Batteries' employees to perform their expected job duties is absolutely not tolerated.
