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About KBKG
KBKG LLC, a Specialty Tax provider, empowers CPA firms to connect with their customers in a comprehensive and consultative manner. We are fast-growing, the most innovative in the industry, and named one of the Best of the Best firms by Inside Public Accounting.? We help CPAs determine tax incentives that benefit their clients, and we are committed to handling each client relationship with care and diligence. Our ability to work seamlessly with CPAs is the reason so many leading firms and businesses across the nation utilize our expertise and trust KBKG with their clients. By partnering state-of-the-art technology with the best and brightest employees in the industry, we foster a culture of constant innovation and growth.
Job Description
The Director, Manufacturing Channel Development will be responsible for building and leading KBKG's Manufacturing sales channel under the KBKG master brand. This is a national, player-coach market-builder role focused on new-logo acquisition, direct business development, partner development, named-account execution, and market feedback.
This role will help KBKG establish a service-led vertical sales motion for manufacturers, with an emphasis on specialty tax opportunities tied to innovation, facilities, growth, capital investment, operational complexity, and business expansion. The Director will work closely with Sales Leadership, Marketing, Sales Operations, and technical subject matter experts to create pipeline, develop strategic relationships, and refine KBKG's manufacturing market approach.
The ideal candidate is already active in the manufacturing ecosystem and brings an existing network of manufacturers, manufacturing executives, industry associations, consultants, advisors, referral partners, or other relevant centers of influence. This person should be able to leverage existing relationships to accelerate market entry, create qualified conversations, and help KBKG establish credibility in the manufacturing vertical.
This role is ideal for someone who understands how manufacturers operate, knows the issues and growth triggers that matter to manufacturing executives, and can translate those insights into consultative specialty tax conversations.
Responsibilities
• Build and execute KBKG's national Manufacturing channel strategy in partnership with Sales Leadership.
• Drive new-logo acquisition within the manufacturing market, with initial focus on industrial equipment and machinery, food and beverage manufacturing, medical devices, and precision manufacturing.
• Leverage existing manufacturing industry relationships to generate introductions, partner conversations, referral opportunities, and qualified meetings.
• Lead consultative sales conversations with CFOs, Tax Directors, CEOs, owners, controllers, and other executive stakeholders.
• Position KBKG's specialty tax services around growth, innovation, capital investment, operational change, cash flow improvement, and tax savings.
• Promote a front-end Specialty Tax Opportunity Review for Manufacturers as the primary market entry offer.
• Build and develop strategic partner relationships, beginning with industry associations and manufacturing consultants.
• Identify and activate relationships with manufacturing associations, regional manufacturing groups, consultants, CPA firms serving manufacturers, private equity groups with manufacturing portfolio companies, economic development contacts, and other centers of influence.
• Work with a fractional manufacturing advisor, where applicable, to strengthen market credibility, gain introductions, and refine messaging.
• Collaborate with technical subject matter experts to assess fit, support sales conversations, and advance qualified opportunities.
• Partner with Marketing to develop light manufacturing-specific messaging, collateral, campaigns, and sales enablement materials.
• Partner with Sales Operations to build account lists, track KPI performance, and monitor channel activity.
• Represent KBKG at relevant manufacturing events, association meetings, partner meetings, conferences, and industry forums as needed.
• Help define repeatable processes, playbooks, and best practices for future manufacturing channel growth.
Requirements
Requirements
• Currently operating in, selling into, advising, or partnering with companies in the manufacturing industry.
• Existing network of manufacturing executives, owners, CFOs, Tax Directors, controllers, industry associations, manufacturing consultants, site-selection advisors, economic development contacts, CPA firms, private equity groups, or other relevant centers of influence.
• Strong business development experience in B2B sales, professional services, tax, consulting, accounting, financial services, manufacturing, or a related field.
• Proven ability to create qualified meetings and pipeline, not just generate activity.
• Experience selling consultatively to executive buyers such as CFOs, Tax Directors, CEOs, business owners, controllers, or senior finance leaders.
• Demonstrated ability to build partner, referral, association, or influencer relationships.
• Strong executive presence and ability to communicate complex value propositions clearly.
• Comfort operating in a new or developing market where structure, process, and messaging are still being refined.
• Ability to work cross-functionally with Sales, Marketing, Sales Operations, HR, and technical subject matter experts.
• Strong process discipline and ability to manage account plans, outreach, pipeline progression, and CRM hygiene.
• Ability to understand and communicate specialty tax concepts at a business-benefit level.
• Ability to travel as needed for client meetings, partner meetings, industry associations, and events.
Preferred Experience
• Prior role in manufacturing-focused business development, consulting, advisory services, accounting, banking, insurance, site selection, economic development, ERP/software, industrial services, or professional services.
• Experience with Salesforce or a comparable CRM.
• Experience building a new market, vertical, channel, or partner-led sales motion.
Education & Experience
• Bachelor's degree in Business Administration, Marketing, Finance, Accounting, Communications, or a related field preferred.
• 7+ years of relevant B2B sales, business development, channel development, professional services sales, consultative selling, or manufacturing-focused commercial experience preferred.
• Manufacturing industry exposure or experience selling into manufacturing companies is strongly preferred.
Success Measures
Success in this role will be measured by quality of commercial traction and channel development, including:
• Qualified manufacturing meetings, opportunities, and pipeline created.
• Meeting-to-opportunity conversion.
• Closed revenue.
• Active strategic partner relationships..
• Number and quality of warm introductions generated from existing manufacturing relationships.
• Partner meetings created through existing network.
• Manufacturing association or consultant relationships activated.
• Speed to first qualified manufacturing meetings and pipeline creation.
• Named-account penetration.
• Market feedback that improves messaging, targeting, service sequencing, and channel execution.
Compensation
The expected base salary range for this role is $150,000-$190,000, depending on experience and geography. This role is also expected to be eligible for variable sales incentive compensation tied to individual and channel performance.
Physical Requirements
• Prolonged periods sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at a time.
An Equal Opportunity Employer
We do not discriminate based on race, color, religion, national origin, sex, age, disability, genetic information, or any other status protected by law or regulation. It is our intention that all qualified applicants are given equal opportunity and selection decisions be based on job-related factors.
Salary Description
$150,000 - 190,000 plus commissions