Reports to the Customer Service & Inside Sales Manager. Works closely with Account Reps - Inside/Outside, CSR's and Marketing Supervisor. Has regular contact with external customers, vendors, key organizational leaders.
SCOPE OF ROLE:
The Business Development Manager plays a fundamental role in achieving customer acquisition and revenue growth objectives. This territory will be provided a book of business of approximately 150-200 accounts. The accounts will be assigned at the discretion of the Inside Sales Manager.
General Requirements: Responsible for sales territory profitability, growth and account penetration within an assigned territory and/or market segment by effectively selling the company's existing and potential products and/or related services (accounts assigned by the Inside Sales Manager and/or in accordance with commission plan assignment).
Responsible for attaining revenue goals/quotas.
Learn & possess a strong understanding of Rocket's product offerings and be able to clearly articulate the company's value propositions & unique differentiators.
Learn & possess a strong understanding of Rocket's sales stages & process.
Plan and execute programs for lead generation.
Qualify and track leads submitted through marketing and Account Managers (Inside Sales) and advance them through regular daily updates within PipeDrive CRM platform.
Maximize regular monthly recurring revenue with assigned account base.
Lead customer profitability analysis and corrections.
Demonstrate products and services to existing/potential customers and assists them in selecting those best suited to their needs.
Responsible for sourcing and negotiating products with new and established vendors, when opportunities arise.
Manage customer specific inventory & balancing customer forecast usage with inventory expectations of the company
Promote and sell to existing and prospective customers by developing strong and authentic relationships.
Develop clear and effective written proposals/quotations for current and prospective customers.
Expedite the resolution of customer problems and complaints.
Plan and execute programs for inside lead generation and sales development, some may be scripted outbound calls.
Set up customers on Tekcor, and promotes the use of Tekcor to our existing customers.
Call Campaign for tape, stretch and boxes and "initial introductions" and "capabilities presentation" (house accounts and national accounts) with written scripts on in-market sales with Rocket and Rocket Industrial web.
Line cards, samples, capabilities presentations, B2B account sign ups
If terms are required, approval is sought
Follow up on inactive accounts
Follow up on orders that have recently shipped to accounts within your assigned territory.
KPI's AND REPORTS:
Customer satisfaction, (measured by retention/Monthly Recurring Revenue (MRR), Customer Lifetime Value, and surveys)
Outbound and inbound call volumes
Sales & Gross Profit
Additional New Items within accounts
Growth of Existing Accounts
Periodic call recording review
B2B Account Sign Ups
"Capabilities Presentation Webinars" to decision makers (managers/directors/engineers) for multi-location / national accounts.
ORGANIZATION / BEST PRACTICE:
To ensure your knowledge of Exceptional Customer Experience and Customer Service Trends & Best Practices are up to date and relevant thinking from the customer's perspective about ways in which our Customer Experience could be continuously improved - using networking, researching, professional development and industry conferences
KNOWLEDGE, SKILLS AND ABILITIES (KSA's):
Advanced degree or certification in appropriate field preferred
Five to ten years experience in sales, operations, purchasing, supply chain management in a Distribution environment
Strong customer service and relationship management skills
Conveys a sense of urgency wand drives issues to closure
Proven self-starter with strong work ethic, creative, conscientious, energetic
Highly analytical with great business acumen
Requires knowledge of data analysis methodologies
Analyze and interpret information, news, data and research quickly and distil the most relevant information for strategic development/solutions
Requires the ability to apply knowledge in a fast-paced environment and adapt to change and/or be flexible as business situations arise
Experience preparing presentations and speaking with leaders at all levels of the organization
Requires skill in communication and consensus building
Understands math concepts
Requires the ability to plan, prioritize and organize work effectively
Analyze work under time constraints
Analyze problems, propose solutions, make logical decisions, carry out decisions and follow up with feedback where appropriate.
Must be insurable to travel between locations or to attend conferences, shows, etc.
Exceptional team player with integrity, confidence and composure
Excellent writing, verbal, presentation, communication and consensus building skills
Passion for and knowledge of data, creativity, marketing and technology
Self-starter with a positive outlook
Analytical and inquisitive, with excellent attention to detail
Passionate about data, with a general thirst for knowledge and a significant interest in learning new concepts
Passion for excellence
Proactive and organized, with strong time management and planning skills
Able to meet tight deadlines and remain calm under pressure
Good at absorbing large amounts of information, with a general hunger for learning
Credible, confident, and articulate with good communication and presentation skills
Creates positive impact/environment
Innovative and creative, with a concise, precise and effective approach to problem solving and decision making
Work is performed largely in an office or temperate warehouse environment; however, some time will be spent at various remote locations. Hours of work are generally during regular business hours and average at least 40 hours per week. There will be some variation in work hours due to employee shift schedules, special projects, deadlines, customer needs and various other concerns. Occasional out of town and overnight travel is required for business and education, by air and/or auto.
This job description describes the general nature and level of work performed by employee assigned to this position. It does not state or imply that these are the only duties and responsibilities assigned to the job. The employee may be required to perform other job related duties as requested by the President. All requirements are subject to change over time and to possible modifications to reasonably accommodate individuals with a disability.