Business Development Manager (Michigan)

Shape your future at IEWC! As an employee-owner, you will be a valued team member, contributing to something bigger and gaining skills that will set your career up for hypergrowth!

OVERVIEW

The Business Development Manager (BDM) is responsible for and critically focused in developing and delivering the territory sales strategy to accelerate Gross Profit $ growth. Business Development Managers need to be an expert in their customer’s business by gaining a deep understanding of their internal goals, objectives and processes as well as their external environment including their key markets and customers. This role will bring significant impact to the business by developing new business/accounts, focusing on high growth markets, expanding existing accounts, securing value-added capability wins and replicating wins. Each BDM’s territory consists of existing IEWC customers and new accounts we haven’t called on yet. The primary determinants of success include capturing new accounts and achieving Gross Profit $ growth taking competitor share (displacement strategies) and increasing customer retention while building loyalty at existing accounts. The BDM has territory ownership and works closely and collaboratively with the Account Manager (AM) attached to the accounts.

KEY RESPONSIBILITIES

• Create meaningful business relationships deep within the customer’s organization with many key decision makers, influencers and stake holders to ensure we’re helping drive solutions.
• Challenge the status quo through value selling activities that provide key insights into their business and markets served that offer value to the customer and position IEWC as the preferred supplier.
• Establish themselves and IEWC as trusted advisors through providing differentiated business solutions and best in class service and support.
• Develops specific strategies that align specific IEWC solutions to drive down the customer’s total cost and establish IEWC as the preferred business partner.
• The Business Development Manager develops customer loyalty through being an effective teacher to the customer and enhance the customer experience with IEWC.
  • Offers unique and valuable perspectives on the market.
  • Helps the customer navigate alternatives,
  • Helps the customer to avoid potential land mines.
  • Educates the customer on new issues and outcomes.
  • Creates and environment that makes us “easy to do business with”.
  • The Business Development Manager has widespread support across the organization.

• In collaboration with the appropriate Account Manager, BDMs will manage their account base to accelerate Gross Profit $ growth. This includes working on bid packages, quotes and copper programs.
• Effectively prospect to win new business at the highest margins.
• Achieve objectives around customer profitability.
• Manage his/her business through the utilization of the IEWC’s sales process in order to achieve his/her territory plan – work the plan and plan the work.
• Fully leverage the CRM to manage their opportunity pipeline.
• Utilize the commercial reports to analyze their accounts with regards to performance and activities. Provides sales forecast.

• Provide specific, timely feedback to their direct manager and customer service teams as well as key market intelligence with regards to competitors, suppliers, etc to other cross-functional teams.
• Build specific customer roadmaps to establish key decision makers, influencers and stake holders and determine specific selling strategies to optimize growth.

• Develop meaningful business relationships with key suppliers to leverage their expertise, gain their support and create mutually beneficial business relationships.
• Actively work with all facets of the customer’s business to build value.
• Create a robust opportunity pipeline, with a focus on increasing the win rate percentage, maximizing the average deal size and increase the velocity within the pipeline (shorten sales cycle).
• Continually look to improve themselves through gaining key insights into the markets, products or to develop specific skills to be a more effective seller.

*The above represents the essential job functions that you are assigned to perform in your job.  If you are unable to perform these essential duties, please see Human Resources as IEWC may be able to provide reasonable accommodations against the ADA requirements.

We are an equal opportunity employer and are committed to providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetics, or any other characteristic protected by applicable federal, state, or local law.

VALUES AND COMPETENCIES

• Strong business partner with a history of creating value for customers
• Excellent business acumen – deeply understands our customer’s business
• Curious, agile learner focused on continuous improvement
• Acts with urgency
• Highly accountable
• Support IEWC’s commitment to its Vision, Values and Purpose.

TECHNICAL SKILLS

• Education and/or Experience: A Bachelor’s degree and 3+ years or more of related experience; or a combination of education and experience.
• Certificates, Licenses, and/or Registrations: A valid driver’s license.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Movement: Frequently required to use hands to finger, handle or feel.  Regularly required to sit and talk or hear.  Occasionally required to stand and walk.  Occasionally required to reach above shoulders, stoop, kneel or crouch.  Specific vision abilities required by this job include close vision, distance vision and ability to adjust focus.  Occasionally required to lift and/or move up to 25 pounds.
• Vision: Specific vision abilities required by this job include close vision, distance vision and ability to adjust focus.

• Work Environment: Occasionally is exposed to a Distribution Center or manufacturing environment and outside weather conditions.  Occasionally is exposed to fumes and airborne particles.  Occasionally is exposed to a noise level ranging from moderate to high.  Occasionally is exposed to risk of electrical shock.
• Travel: Frequently required to perform work related travel, 80% or more time spent  in the field calling on customers.
• Reasonable accommodation: Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

The above statements reflect the general framework of the position and are not to be construed as a detailed statement of all the requirements that may be inherent in the position.  Details may be added or subtracted from time to time.  As needed, the manager will review this position description with the employee and determine appropriate modifications.

*The above represents the essential job functions that you are assigned to perform in your job.  If you are unable to perform these essential duties, please see Human Resources as IEWC may be able to provide reasonable accommodations against the ADA requirements.