Business Development Manger

Job Description

Reports to : Division Manager

Job Purpose: The Business Development Manager is a growth-focused commercial role in our Professional & Specialty Chemical Division that is responsible for identifying and developing new revenue opportunities and managing and expanding an established book of business for Warsaw Chemical.

This individual will focus on expanding Warsaw Chemical’s reach beyond its traditional Jan/San business while maintaining strong relationships with existing customers. A key focus of the position will be pursuing larger strategic opportunities in contract manufacturing, private label, custom formulation and blending, specialty chemicals, and new markets that align with Warsaw Chemical's manufacturing capabilities.

The successful candidate will combine proactive business development with account management - building relationships, uncovering customer needs, identifying new applications and markets, and working internally to turn opportunities into long-term, profitable partnerships.

Primary Markets & Areas of Focus:

· Janitorial & Sanitation

· Contract Manufacturing

· Private Label Manufacturing

· Custom Formulation & Blending

· Specialty Chemicals

· Industrial & Facility Maintenance

· Automotive, Transportation & Marine

· Food Service & Processing

· Pressure Washing & Exterior Cleaning

· Retail Opportunities

· Other strategic markets that align with Warsaw Chemical's formulation, blending and packaging capabilities

Position Responsibilities:

New Business Development

·   Aggressively identify, prospect and develop new customers and markets for Warsaw Chemical.

·   Build a qualified pipeline of larger strategic opportunities in contract manufacturing, private label, custom formulation, custom blending and specialty chemical manufacturing.

·   Target companies seeking a reliable manufacturing partner for chemical formulation, blending, filling, packaging and private-label programs.

·   Develop relationships with decision-makers across purchasing, operations, product management, R&D, sales and executive leadership.

·   Identify new industries, applications and market segments where Warsaw Chemical's manufacturing capabilities and extensive formulation library can provide value.

·   Work with the Division Manager to prioritize strategic opportunities and develop plans for entering new markets.

·   Take ownership of opportunities from initial prospecting and discovery through quoting, product development, trials, commercialization and ongoing account management.

· Develop and maintain a measurable pipeline of new business opportunities within Warsaw Chemical's CRM.

· Establish quarterly goals for new accounts, qualified opportunities and new-business revenue.

· Track and report sales performance and business-development activity on a weekly, monthly, quarterly and annual basis.

· Provide the Division Manager with visibility into pipeline value, opportunity stages, anticipated close dates, potential annual revenue and barriers to closing business.

· Collaborate with other Warsaw Chemical sales professionals and manufacturer representatives when opportunities cross markets, territories or customer relationships.

· Manage and grow an established portfolio of Warsaw Chemical customers while maintaining strong relationships and a high level of customer service.

· Meet or exceed annual sales and gross profit objectives through a combination of new business development and organic account growth.

· Identify opportunities to expand existing customer relationships through additional products, private-label programs, custom formulations, packaging solutions and manufacturing services.

· Develop strategic account plans for key customers and identify opportunities to increase Warsaw Chemical's share of their chemical business.

· Maintain regular communication with customers and proactively identify changing needs, competitive threats and new opportunities.

· Identify trade shows, associations and industry events that provide the greatest opportunity for new business development and measurable ROI.

· Attend trade shows, industry events and customer meetings as a representative of Warsaw Chemical.

· Conduct regular visits with existing customers and high-value prospective customers.

· Develop relationships throughout the industries Warsaw Chemical serves to strengthen the company's reputation as a chemical manufacturing and product-development partner, not simply a product supplier.

Qualifications & Skills:

· Ability and willingness to travel regularly for customer meetings, prospect visits, trade shows and industry events.

· Proven ability to prospect, develop relationships and close complex B2B opportunities with longer sales cycles.

· Experience in chemical sales, specialty chemicals, Jan/San, industrial chemicals or a related industry strongly preferred.

· Demonstrated success in business development, strategic account management or B2B chemical sales.

· Experience developing contract manufacturing, private-label or custom-formulation opportunities is desirable.

· Strong understanding of chemical products, manufacturing processes, packaging and customer applications.

· Ability to identify customer needs and translate them into commercially viable products or manufacturing solutions.

· Strong financial and commercial understanding, including pricing, margins, forecasting and opportunity evaluation.

· Entrepreneurial mindset with the ability to identify opportunities beyond established markets and existing product lines.

· Excellent written, verbal, presentation and relationship-building skills.

· Ability to collaborate effectively with Sales, R&D, Operations, Purchasing, Marketing and senior leadership.

· Strong CRM discipline and ability to manage a diverse opportunity pipeline.

About Warsaw Chemical

Established in 1941, Warsaw Chemical is a dynamic, privately held premier employer with wide range of 3,000+ formulations, serving industries across the United States, Canada, the Caribbean and Europe. At Warsaw Chemical, We Formulate Solutions, delivering reliable, high-quality products that meet the evolving needs of our customers. We specialize in Car Wash Chemicals, Jan San, Specialty Chemicals and Contract Manufacturing.

We offer a competitive benefits package including salary, quarterly incentive compensation opportunities, paid time off, 401k match, life insurance, health, dental and vision care. We provide you with a car allowance, internet allowance, and a company credit card for expenses. 

Our fantastic team is guided by our Core Values, and we look for amazing people who are excited to be a part of our culture:

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• PARTNERSHIP: People Are Our Superpower! We Create SAFE Workplaces Focused On Building Strong Partnerships With Our Warsaw Chemical Team, Business Partners And Community
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• INTEGRITY: We Demonstrate Honest, Sincere, And Ethical Behavior In All Professional/Personal Choices And Actions
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• GRIT: We Own Our Responsibilities And Approach Situations With Passion And Perseverance To Achieve Goals
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• INNOVATION: We Cultivate An Entrepreneurial Spirit To Fuel Continuous Improvement And Creative Breakthrough Solutions
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