Business Development Manager (Sales) in Remote, OR at ITW Polymers and Fluids

Date Posted: 1/16/2020

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Remote, OR
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    1/16/2020

Job Description

Title:  Business Development Manager (Sales)

Company Description:

ITW Professional Automotive Products specializes in the manufacture of automotive service products including automotive appearance products, maintenance chemicals and wiper blades. The division manufacturers and markets the Black Magic, Blue Coral, Gumout, Full Throttle, Rain-X and Slick 50 brands. The selling channel is primarily the DIFM Qucik Lube arena. Major business segments include: National and regional Distributors, Car Dealers, Tire-Muffler-Brake and Quick-Lube stores and chains. Sales are approximately $57 million annually and primarily sold through distributors. Corporate offices and manufacturing are located in the Tampa Bay, FL and

Houston, TX area.

Summary:

The primary role of the Business Development Manager is to prospect for new clients by networking, cold calling, advertising or other means of generating interest from potential clients, must then plan persuasive approaches and pitches that will convince potential clients to do business with the company.

Must develop a rapport with new clients, set targets for sales and provide support that will continually improve the relationship. They are also required to grow and retain existing accounts by presenting new solutions and services to clients. Business Development Managers work with mid and senior level management, marketing, and technical staff.

Develop the pipeline of new business coming into the company. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors.

Duties and Responsibilities:

New Business Development

  • Prospect for potential new clients and turn this into increased business.
  • Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities. Meet potential clients by growing, maintaining, and leveraging your network.
  • Identify potential clients, and the decision makers within the client organization.
  • Research and build relationships with new clients.
  • Set up meetings between client decision makers and company’s practice leaders/Principals.
  • Plan approaches and pitches. Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives.
  • Participate in pricing the solution/service.
  • Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. Use a variety of styles to persuade or negotiate appropriately.

Client Retention

  • Present new products and services and enhance existing relationships.
  • Work with technical staff and other internal colleagues to meet customer needs.
  • Arrange and participate in internal and external client debriefs.

Business Development Planning

  • Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
  • Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
  • Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
  • Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

Management and Research

  • Submit progress reports and ensure data is accurate.
  • Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
  • Track and record activity on accounts and help to close deals to meet these targets.
  • Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.

Requirements:

  • 5+ years proven experience in a sales revenue generation role
  • Proven track record in business to business sales, solution selling, effective written and oral communication skills, presentation skills, organizational and influencing skills
  • Previous experience and a proven high level of success presenting/selling solutions to clients
  • Ability to prioritize and multi-task. Strong analytical and problem-solving skills
  • Ability to flourish with minimal guidance, be proactive, and handle uncertainty
  • Ability to travel up to 75% of the time
  • Valid driver’s license
  • Demonstrated proficiency and knowledge in products and equipment
  • Bachelor's degree (BA, BS) in a related field is preferred (e.g. Business, Marketing, Communications)

Preferred Qualifications:

  • Strong understanding of the specific market as it relates to automotive aftermarket industry
  • Highly proficient level of computer skills including MS Word, PowerPoint, Excel, Outlook and CRM

Other:

Job description should not be construed to include every function or responsibility that may arise.  Successful candidates will perform tasks as assigned or as deemed necessary to best serve the enterprise.

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