Business Development Manager

Job Description

Job Description

REMOTE Position- Looking for candidates in TX, GA, FL, CA, TN, and Northeast United States

The Business Development Manager is responsible for driving profitable sales growth by developing new business opportunities, expanding strategic customer relationships, and increasing market share for the Company's fire extinguisher product portfolio. This position focuses on identifying new distribution partners, supporting existing channel partners, and generating demand among end users through consultative selling, product education, and strategic business development initiatives.

The Business Development Manager serves as the primary representative of the Company's brand within the assigned territory and works closely with distributors, national accounts, OEMs, retailers, and key end users to achieve revenue and profitability objectives.

Primary Responsibilities

Business Development

• Identify and develop new business opportunities within assigned territories and target markets.
• Establish relationships with distributors, wholesalers, retailers, OEMs, buying groups, and strategic partners.
• Generate new sales opportunities through prospecting, networking, referrals, and industry engagement.
• Develop annual territory growth plans and execute strategies to achieve revenue objectives.
• Expand market penetration within existing customer accounts.

Sales Growth

• Meet or exceed monthly, quarterly, and annual sales goals.
• Increase sales volume across all product categories.
• Identify opportunities for new product introductions.
• Grow sales with existing distributors and recruit new channel partners where appropriate.
• Develop strategic account plans for high-value customers.

Distributor & Channel Management

• Support distributor sales teams through product training and joint sales calls.
• Conduct distributor business reviews.
• Assist distributors with forecasting and inventory planning.
• Implement channel growth initiatives.
• Identify opportunities to improve distributor performance and market coverage.

Strategic Account Management

• Build relationships with key decision-makers.
• Develop national and regional account opportunities.
• Negotiate pricing and commercial agreements within company guidelines.
• Maintain regular communication with strategic customers.
• Ensure customer satisfaction and long-term retention.

Market Development

Identify growth opportunities in markets including:

• Industrial
• Manufacturing
• Commercial Facilities
• Government
• Municipal
• Education
• Healthcare
• Hospitality
• Marine
• Aviation
• Construction
• Warehousing & Logistics
• Energy
• Retail

Product Training & Brand Promotion

• Conduct product demonstrations and technical presentations.
• Train distributors, dealers, and customers on product features and competitive advantages.
• Represent the Company at trade shows, conferences, and industry events.
• Promote the Company's brand and value proposition throughout the assigned territory.

Sales Administration

• Maintain accurate CRM records.
• Prepare sales forecasts.
• Develop annual territory business plans.
• Track sales opportunities from prospect through close.
• Submit weekly activity reports and monthly pipeline reviews.

Cross-Functional Collaboration

• Work closely with Marketing on promotional campaigns and product launches.
• Coordinate with Customer Service to ensure timely order fulfillment.
• Partner with Operations and Supply Chain regarding inventory availability and customer demand.
• Provide market intelligence to Product Management and Executive Leadership.

Competitive Intelligence

• Monitor competitor products, pricing, and market activity.
• Identify emerging market trends.
• Recommend strategies to improve market share and competitive positioning.

Key Performance Indicators (KPIs)

The Business Development Manager will be evaluated on:

Financial

• Annual Sales Revenue
• Gross Margin
• Territory Growth
• New Product Sales
• Forecast Accuracy

Customer Growth

• New Customer Acquisition
• Distributor Recruitment
• Strategic Account Growth
• Customer Retention

Sales Activity

• Qualified Sales Opportunities
• Customer Meetings
• Distributor Visits
• Product Demonstrations
• Joint Sales Calls
• Trade Show Participation

Operational

• CRM Compliance
• Proposal Response Time
• Pipeline Health
• Sales Forecast Accuracy

Qualifications

• Bachelor's degree in Business, Marketing, Sales, or a related field preferred.
• Minimum of 5 years of successful business development or outside sales experience.
• Experience selling through distribution and channel partners preferred.
• Strong understanding of B2B sales and territory management.
• Proven ability to build strategic customer relationships and negotiate commercial agreements.
• Proficiency with CRM systems and Microsoft Office.

Core Competencies

• Business Development
• Strategic Selling
• Territory Management
• Channel Partner Development
• Distributor Management
• Key Account Management
• Negotiation
• Relationship Building
• Financial Acumen
• Presentation Skills
• Market Analysis
• Communication
• Problem Solving
• Results Orientation

Travel Requirements

Travel of 50–70% is expected to support customer visits, distributor meetings, trade shows, strategic account development, product demonstrations, and industry events within the assigned territory.