Malco Automotive Business Development Manager

Title: Malco Automotive Business Development Manager

Location:

Headquarters: Barberton Ohio

Can be remote: Preferably West of the Mississippi in a major market i.e., Denver, Salt Lake City, Phoenix, Dallas, Houston, also open to Southeast Region near a major market / airport.

Company:

Malco Products, Inc. is a family-owned global specialty chemical manufacturer founded in 1953, with production facilities in Barberton, Akron, and Alliance. Corporate offices are in Barberton, Ohio. Malco manufactures, markets, and sells high performance Professional and Enthusiast Driven Automotive, Marine, and Industrial detailing and surface finishing products, household cleaning products and performs contract manufacturing services for fortune 100 CPG companies.

Malco relies on its core values to succeed – innovation, industry leading quality, serving as “our customers’ best partner” and creating a team-oriented, family atmosphere for our employees. Applying these values will deliver solid financial performance.

Reports To: Director of Sales

Summary: The individual in this position is responsible for identifying and executing a sales plan to increase revenue in identified open markets, which are in alignment with the Malco Automotive annual business plan. This person will be focused on the Automotive Reconditioning/ Detailing Market with a focus on identifying and adding new distributors to the Malco Automotive Division and increasing share-of-wallet with existing distributors. This individual will also support the Marine division as directed by the Director of Sales. This individual will be a driven sales manager with a passion for the automotive industry to help grow and expand our sales team and distribution network.

Specific Duties: Specific duties are intended to describe activities that support the summary above. The list is not all inclusive – other duties may be required to cover the breadth and depth of the position.

• Effectively achieve the business plan revenue and margin targets for the business development role and annual budget.
• Develop & execute a growth plan to increase sales in underperforming and open territories in combination with the Director of Sales for US and Canada by adding new distribution.
• Develop & execute a share-of-wallet growth plan to increase sales in underperforming and open territories in combination with the Director of Sales for US and Canada with existing distribution.
• Develop and execute a customer development plan which effectively develop and add new customers.
• Create prioritization plan for qualified opportunities and manage the multiple associated tasks.
• Support existing customers as necessary.
• Assess opportunities through quantitative analysis and provide recommendations to senior leadership.
• Work collaboratively with the Sales and Marketing management team to develop sales presentation materials, a tailored solution.
• Secure instructive competitive information and assess appropriately for review with the Sales and Marketing management team.
• Support Marketing Group with competitive information, new product ideas/needs, new program ideas, training information and new products.
• To participate in Sales Manager meetings, sales to budget review meetings and annual Malco business plan meetings.
• Ability to train, demo and conduct customer training and product demonstrations.
• Travel expectations 75% +
• Contribute to the development of the annual Malco business plan.
• Complete call reports within 1-week of customer/distributor visit.

Education: Bachelor’s degree in marketing, Business Administration or related field or an associate degree with 5 years of sales experience.

Experience:

• Minimum of 5-years’ experience in a key account sale and / or business development

position; preferably working in the Automotive Reconditioning/Detailing Industry.

• Fundamental understanding of automotive chemical reconditioning/detailing

distribution.

• Proven track record of recruiting and developing new customers.
• Hands on experience training and using detailing chemicals and the ability to demo.
• Bi-lingual a plus
• Experience with Microsoft Office.