Business Development Manager

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At Interstate Batteries, you have the chance to be excellent at work and excellent at life. We know that professional success depends on personal wellbeing. That's why we want to enrich your life with the tools and services you need to succeed in every area of your life. Join us

Purpose of Job:
The primary focus of the Business Development Manager is to secure profitable incremental unit growth by identifying, qualifying, documenting, and partnering with high quality new customers within their assigned territory. This is achieved through effective planning prior to visiting a market and execution during trips to leverage all channels and tools necessary to secure new business. Additionally, a Business Development Manager 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 procedures to help them successfully drive sales and develop newly secured dealers landed.

Job Components:

- Meet or exceed annual unit production goal by landing business within Traditional ILD, Regional Account, Jobber, and Non-Mandated National Account customer segments.
- 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
- Partner with inside sales as available on identified leads/prospects identified within their territory
- Create a territory sales plan that considers ideal targets including the Jobber and local dealer relationships
- 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.
- Participation in assigned Market Strikes 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, influencers 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
- Effective at joint sales planning and sales calls with internal resources and experts and channel partners
- Develop and professionally communicate presentations and solutions proposals and can tailor and deliver those solutions and proposals according to their audience (from smaller one call close call to larger, multi visit, and more complex opportunities)
- Coordinate transitions with Account Management team on Regional Accounts secured and facilitate follow up to new customers to ensure materialization of sales volume, exclusivity and customer satisfaction
- Contribute to Distributor teams’ sales skill development through joint sales calls and team huddles
- Effectively and efficiently manage return on investment for distributor visits - develop an agenda for each distributor visit including set appointments, call strategies and follow up plans
- Attend and contribute to sales team meetings/WebExes with fresh ideas and leadership
- Consistently share qualified leads with other business segments (PowerCare, All Battery, National Accounts, Local sales team members including IOT, other BDM’s, and Aftermarket BDM)
- 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
- 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
- Competent in the Microsoft Word, Excel and PowerPoint skills
- Ability to work and travel independently on a sustained basis
- Self-motivated
- Acceptable driving record

Scope Data:

- Expense