Manager, Business Development - Sales

Job Requisition

JR21453

Worker Time Type

Full time

Worker Sub-Type

Regular

Shift

Job Description

POSITION PURPOSE

The primary purpose of the Business Development Manager (Sales) is to drive the growth and expansion of the company's market presence by identifying, pursuing, and securing new business opportunities. This role is dedicated to hunting for new business, adding new accounts, and focusing exclusively on generating new revenue streams rather than maintaining existing accounts. The Business Development Manager will leverage their expertise in sales strategies, market analysis, and relationship building to achieve ambitious sales targets and contribute to the company's overall success.

Demonstrates our “True North” attributes: voice of the customer, respect for the individual, no nonsense communication and utilization of facts, servant leadership and has a continuous improvement mindset in every facet of leadership and daily interaction. Leads, collaborates and demonstrates the lean principles and utilizes the lean methodologies and tools to facilitate continuous process improvements and value creation for our customers, employees and shareholders. Actively utilizes lean tools (VSM, Kaizen, A3, etc.) to inform and assess business opportunities to drive continuous improvement.

DUTIES & RESPONSIBILITIES

• Proactively identify and pursue new retail channel business opportunities within local and regional independent and chain convenience, grocery and other retail channels.
• Lead Generation: Research and qualify both company provided and self-generated leads, using tools/lists, referrals, industry publications, and “drive-by” activities to identify and build a robust sales pipeline of profitable accounts.
• Cold Calling & Outreach: Conduct cold calls, emails, and other outreach methods to generate new leads and set up meetings with senior decision makers, owners and managers.
• Relationship Building: Develop and maintain strong relationships with potential clients to understand their needs and position Reddy Ice products effectively for growth and quota attainment.
• Sales Presentations: Prepare and deliver compelling sales presentations to prospective clients using Reddy Ice supplied tools.
• Market Research: Stay updated on industry trends, competitor activities, and market conditions to identify opportunities and threats.
• Marketing: Have a baseline understanding of promotional planning, POS and eCommerce (B&C and eCourier).
• Sales Targets: Achieve and exceed sales targets, quotas and goals.
• CRM/Reporting: Follow the Reddy Ice sales process, maintain accurate records and use Reddy Ice CRM for all sales activities; generating regular reports for sales prospecting, leads, presentations, conversion/closing, account onboarding and performance.
• Success Attributes: Self-motivated, goal oriented and highly driven to win. Ability to work independently and as part of a team. Strong organizational and time management skills. Adaptability and resilience in a fast-paced environment.
• Travel: Willingness to travel within the assigned territory as needed with automobile. Mileage reimbursement program available.
• Make and assume other duties and responsibilities required or assigned by management.
• Adhering to the Code of Business Ethics is essential. We value honesty and integrity above all else and we expect our employees to be committed to the highest ethical standards.
• Maintain high safety standards. Safety is personal for us all.

EDUCATION AND EXPERIENCE

• Bachelor’s degree preferred in Business, Marketing or a related field.
• Minimum of 5-7 years of sales experience in the CPG industry, preferably with a focus on local and regional retail channels.
• Strong prospecting and lead generation skills a must.
• Business acumen and knowledge of basic financial components for proforma modeling and understanding P&L statements required.
• Excellent communication and interpersonal skills. Ability to build and maintain relationships with clients and cross-functional internal teams.
• Strong negotiation and closing skills.
• Proficiency in CRM software and Microsoft Office Suite (specifically in Excel and PowerPoint) required.
• Lean Methodology training/certification not required, but preferred. Ability to learn and use Reddy Ice Lean Methodology tools required.

SUPERVISORY RESPONSIBITLIES

Individual contributor role. No direct reports.

WORKING CONDITIONS/PHYSICAL REQUIREMENTS

This position will balance between a remote home office environment, traveling to customer locations and distribution and/or manufacturing sites. This position requires 50% travel to field and customer locations. Must be able to lift up to 40 lbs. The work is conducted in a fast-paced, rapidly changing environment. The ability to manage stress, build professional and collaborative relationships and reason through complex business situations is essential. Must be a self-starter.

Location

Landover

City:

Landover

State:

Maryland