Distributor Development Manager Jobs in Tennessee

Job Summary

As the Business Development Manager (BDM), your key responsibility will be identifying and signing new high-value customers for Hillman. You will focus on our primary customer channels: Pro Lumber, Pro Hardware Stores/Home Centers, and Farm and Ranch. In this position, you will develop a pipeline of prospects, determine the needs of specific prospects, and present the Hillman value proposition to meet those needs.

The Business Development Manager is an ambassador for Hillman, developing relationships with industry leaders, organizations, vendor partners, and prospective customers. This position will also work closely with the Hillman sales team, helping new customers transition to their Territory Managers during the early months after signing customers.

Essential Job Functions*

The BDM will have responsibilities for the account throughout the entire 12-month sales cycle and will need to communicate effectively with the local Territory Manager/District Manager to ensure the account's full potential over this period. The BDM's focus will be on full-conversion opportunities in which Hillman will become the primary distributor of fastener products to the prospective retailer.

• Increase top-line sales for Hillman but will also be required to target prospective customers and develop a sales approach with company profitability in mind. Understanding the return on investment, customer lifetime value, and the fundamentals of the Hillman financial model will be critical in successfully targeting and signing new businesses.
• Actively research, pursue, and open prospective customers within defined sales channels by articulating and executing the Hillman value proposition.
• Maintain a weekly prospect pipeline report with measurable results.
• Pre-Call: Decision maker, business focus, competition, and what needs improvement.
• Post-Call: Opportunity, plan for solution, ROI on customer conversion, customer lifetime value
• Utilize Hillman's marketing and merchandising material/initiatives to present solutions to prospective customers strategically.
• Actively communicate with Territory Managers and their District Managers to develop a plan to transition newly opened accounts to the appropriate Territory Manager.
• Manage expenses related to travel, meetings, organization membership, and conversion resources under Hillman's overall expense budgets.
• Attend industry trade shows with a ‘show plan’ to further business development efforts.

* This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change, or new ones may be assigned at any time with or without notice.

Employees are expected and encouraged to participate in safety and health program activities including immediately reporting hazards, immediately reporting unsafe work practices and incidents to supervisors, wearing required personal protective equipment, and participating in and supporting safety committee activities.

Education & Experience

• College degree or equivalent required.
• Minimum of 3 years in new business development or territory manager position.
• Comfortability with cold calling and a track record for success.
• Knowledge/experience in the hard-line industry preferred.
• Existing book conversions won is high desirable
• Intermediate experience with Microsoft Excel, PowerPoint, Business Intelligence systems, and CRM tools
• Travel 75% of the time. Maintains a valid driver license.

Competencies – Knowledge, Skills and Abilities

• Takes initiative and follows through on promises; accepts responsibility for mistakes; protects confidentiality; voices disagreement with tact; accepts & implements change. Optimizes team performance through coaching, and mentoring. Looks beyond self-interest
• Exhibits cooperative behavior; anticipates customer needs & initiates service in a timely manner; exceeds service expectations at all times
• Communicates verbal & written information in a clear, concise manner; invites contact and listens with respect. Provides and seeks support to improve communication
• Possess current industry & job knowledge; is organized & efficient: demonstrates effective time management & multi-tasking skills; makes decisions in a timely manner. Follows best project management practices and models effective project management behavior

Work Environment and Physical Demands

Work Environment

Office: Office setting. Seldom exposed to fumes or airborne particles. Loud working environment of the shop area. Functional vision and hearing required.

Physical Demands

Office: Sedentary.