Consultant Business Development Manager in Dundalk, MD at ITW

Date Posted: 6/21/2019

Job Snapshot

  • Employee Type:
  • Location:
    Dundalk, MD
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:

Job Description

Illinois Tool Works

Food Equipment Group

North America Cooking Division

Business Development Manager - Consultant

Job Function – Marketing

Manager Level – Non-Manager

EEO-1 Category: Professionals (02)

Scope & Function

The Business Development Manager – Foodservice Consultants (BDM) reports to a Vulcan Business Unit Manager (BUM) with high visibility within the ITW Food Equipment Group and involvement with Hobart’s Consultant Services Group. 

Prior experience specifying foodservice equipment and supporting foodservice consultants is required. The BDM will work closely with Vulcan’s independent Field Sales Organization (FSO) to promote select Vulcan product lines within the foodservice consultant community including FCSI members and other kitchen designers. 

Exceptional product line knowledge as well as a strong understanding of commercial and institutional kitchen design will be required to influence and support leading kitchen designers nationwide. 

Working independently, but with the guidance and support of multiple Vulcan business units, essential functions include product line training, spec reviews and proposals, new product promotion, demonstrations, active participation in regional FCSI chapters and the development of a strong network of Vulcan supporters within the foodservice consultant community. 

A competitive and winning attitude are essential as the BDM develops and executes tactical plans by product category to meet sales goals including penetration within the foodservice consultant community. 

As a leading member of Vulcan, the BDM will contribute to both the Annual Operating Plan (AOP) and Long-Range Plan (LRP) of multiple business units.

Experience: 10+ Years sales, engineering or product management experience with a manufacturer of foodservice equipment.

Education: Bachelor Degree in Marketing, Business or Engineering

Job Requirements

Skills / Ability

• Strong communication skills in a technical selling environment.

• Prior experience generating results in an independent working environment.

• Proven success incorporating multiple selling and promotional tools to influence customers.

• Strong analytical mindset develops and executes product line and growth strategies.

• Prior budgeting experience with an understanding of major P&L contributors.

• Superior time management ability with a results orientation.

• Experienced and confident presenting to engineers and architects.

• Takes pride in meeting customer needs while routinely exceeding expectations.

• Team player that supports co-workers and other internal customers.

• Exceptional verbal, written and interpersonal communication skills.

• Routinely uses Excel, PowerPoint and other PC tools to identify opportunities and deliver messaging.


• Coordinate sales and promotional efforts within the foodservice consultant community for multiple product lines to achieve annual objectives working in concert with related product line BDM’s, business units, the FSO and Vulcan’s sales team.

• Work with the FSO to leverage foodservice consultant opportunities within specific territories.

• Establish and maintain close ties with influential foodservice consultants frequently joining and supporting regional FCSI chapter meetings and other networking events.

• Develop a regular presence with targeted foodservice consultants to strengthen brand alliance and grow sales.

• Support foodservice consultants by responding to product line questions.

• Lead product training efforts including content creation, presentations and demonstrations while contributing to the ongoing success of the Vulcan Experience.

• Represent product lines at select conferences and tradeshows while organizing events to attract and maintain strong network contacts within the foodservice consultant community.

• Monitor competitive pricing and feature sets on a regular basis and provide competitive analysis for key product lines along with product line comparison and selection tools.

• Identify unmet customer needs and support the development of new features and breakthrough products including a lead role in the development of go-to-market strategies, pricing and promotions.

• Support product line BUM’s on special projects and events as needed including market research.

• Learn and employ ITW methodology including 80/20 and targeted selling practices to accelerate growth.

• Freely share ideas and opportunities with BUM’s and other members of the management team while supporting the growth and success of other ITW Food Equipment Group business units and divisions.

Physical Requirements / Working Conditions

Travel approximately 50% of the time.

Location to be determined with home-office option considered

Compensation will be competitive and commensurate with experience. It will include a base salary and annual performance bonus.

Interested Candidates should submit their resumes by July 21, 2019

To learn more about more about the company please visit:

ITW Food Equipment

ITW’s Food Equipment segment designs and manufactures advanced ware wash (dishwashing), cooking, refrigeration, and food processing equipment and provides service for institutional, industrial, restaurant, and retail customers around the world. ITW’s food equipment businesses are highly branded with industry-leading positions differentiated by innovation and unique, integrated service offerings. These well-known brands meet the needs of their global customers by focusing on the industry’s most critical issues and trends: sustainability, ease of use, performance, and on-site service.