Job Description

SUMMARY:

The Business Development Manager is responsible for identifying and gaining business opportunities within new customers and building market share within current accounts. The BDM prospects and engages potential customers by leveraging insights and the Company’s Value Proposition. As a member of the Team Selling Strategy group, it is an integral part of the team developing a specific geographical market. Working collaboratively with their colleagues has a focus on building strong customer relationships and their profitability to drive both the customer’s and the company’s success.

DUTIES AND RESPONSIBILITIES:

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
Utilizing a consultative selling technique, regularly make sales calls to prospect new accounts and current customers to grow the business; offer add-ons and products that may benefit the customer, suggestive alternative product solutions, introduce new items, demonstrates product features and uses and answers questions regarding product applications
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 Team Huddle
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
Cutting tools/Metalworking/industrial/MRO experience required
Previous Machining experience is an asset
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 CRM 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

EMPLOYMENT OPPORTUNITY INCLUDES: