Business Development Representative

Business Development Representative

Reports to Sales Manager

Job Description

Develop new potential customers by prospecting, cold calling, responding to selected web leads, and developing existing small and inactive accounts with upside potential. Then, utilize your sales acumen to turn the opportunity into a new customer. At that point, transfer the new account/business to a Sales Team to manage the account moving forward. The goal is to grow company sales and gross profit while initializing strong relationships with new potentially large clients in North America with a primary focus in the United States.

Essential Functions

• Develop a customer growth strategy focused on increased sales and gross profit.
• Develop new business prospects through cold-calling and other methods.
• Make personal contact with the prospect decision makers weekly thru visits, virtual meetings, and phone calls.
• Work together with our Account Development Representative (ADR). Provide targets for the ADR to contact if needed. Answer and follow up on the contact made by ADR at the designated time provided. Provide regular sales updates to the leads you contact.
• Work with cross-functional teams, including supply chain, Sales, Customer Service, Graphic Arts Team, Production, and Finance, to assist in closing new opportunities.
• Develop Just-In-Time inventory programs with new customers utilizing the proper Kaufman Container agreement when required.
• Ensure all business developed is at a margin that aligns with Kaufman Container's goals for profitability.
• Enters all quotes and opportunities into Epicor and the CRM system.
• Master the CRM System for lead follow-up, pipeline management, and lost opportunity tracking while keeping comprehensive and accurate notes.
• Establish effective supplier relationships utilizing Kaufman Container approved and potential suppliers. Work with these suppliers in a professional manner to best meet the ongoing needs of the customer base. Develop product knowledge of supplier base to effectively sell to potential customers.
• Keep Kaufman Container updated on competitive information in the marketplace that may affect Kaufman Container's long-term financial goals, potential opportunities, and threats to our business.
• Follow all company policies and procedures.

Additional Responsibilities

• Effectively partner with internal teams and use sales tools to accelerate results.
• Understand and articulate the Kaufman Container value proposition, products, and services.
• Maintain profiles of prospects detailing current buying habits, key customer contacts, the volume of items purchased both from the competition, and any pertinent financial information on that customer.
• Work closely with the Sales and Sales Coordinators responsible for customers you transfer after the initial sale. Contact them via virtual meetings, phone, or in person and via email daily. A shared responsibility is to update quotes to maintain KCC's preferred margins and manage customer business.
• Continue education on the packaging industry. Share new trends with the Sales Manager, VP of Sales and Marketing, and/or VP of Vendor Relations.
• Consistently focus on self-improvement as it relates to sales techniques and methods.
• Interact with the management of Kaufman Container, with primary contact with the Sales Manager and Vice President of Sales and Marketing.

Qualifications

• College Graduate - Bachelor's Degree Preferred - Business major is preferred but not required.
• 1-3 Years of packaging distribution experience preferred.
• 1-3 years of packaging industry sales experience preferred.
• Highly customer-focused; self-motivated with B2B sales experience involving complex, relationship-based transactions.
• Strong business and financial acumen.
• Strong interpersonal and communication skills, including written, verbal, and active listening.
• An exceptional level of motivation, desire, and competitiveness.
• Demonstrates strong time management skills; ability to multi-task, prioritize, and follow up.
• Ability to travel as needed.
• Hubspot experience a plus.