Manager, Business Development

Job Description

Job Description

The Business Development Manager – Lawn & Garden is responsible for executing the Lawn and Garden strategy and owning the entire process of prospecting and closing new customer logos in existing and new channels. Also, responsible for growing wallet share at strategic existing accounts and championing all facets of servicing these accounts.

Primary Functions:

• Responsible for development and execution of Lawn & Garden go-to-market tactics that will deliver significant growth for Shakespeare in the original equipment manufacturer channel by adding new logos and growing wallet share at existing accounts
• Network into large organizations to determine key decision makers and influencers
• To meet/exceed all assigned KPI’s, sales volume, margin targets and objectives
• Establishing analytics, score carding and presentation of our results vs. our performance objectives
• Aligning execution plans to retailer and OEM’s key strategic initiatives
• Champion and key presenter to retailer and OEM”s of our innovation and product solutions strategy, company objectives and ways to win together
• Execute all new product launches and deliver targets within budget by designing and implementing specific prospect and customer strategic sales plans
• Entrepreneurial mindset of executing with velocity, adapting strategies when needed and the flexibility to deliver results
• Overcoming obstacles to delivering successful results
• Develop and submit business building proposals that increase margin and category growth for both prospects and customers where funding shortfalls exist
• Proven ability to analyze customer KPI’s in Excel and determine trends and recommendations for product assortments
• Develop sales forecasts by account as directed by the Business Director
• Develop strong business relationships with all buying team members plus penetrate all levels of key prospect and account departments (i.e. logistics, purchasing, accounting etc.)
• Comply with all company policies, instructions, and directives for the fulfillment of company objectives and for maximum profitable sales
• Work closely with all personnel in the Sales, Marketing, Customer Development, Supply Chain, Ops/Manufacturing, Legal and Customer Service departments on the execution of company programs
• Monitor, analyze and issue reports on competitive activity and provide go-forward recommendations
• Monitor, analyze and issue reports on marketplace pricing and provide go-forward recommendations
• Research, advocate and recommend co-creation opportunities or specific items unique to customer needs
• Operate within all assigned selling expense and trade budgets
• Ensure correct invoicing at all accounts and follow up on past due payments as necessary
• Maintain up-to-date customer record books and other records in accordance with company instructions
• Be alert to competitive products and merchandising practices, and to keep, management informed as appropriate
• Prepare and submit call and expense reports as required
• Submit any special reports regarding the operation of the channel, acceptance of products, or competitive conditions as may be requested
• Positive ambassador for our company’s purpose, vision and mission
• Other duties as assigned

Preferred Experience/Qualifications :

Education and Experience:

Education

BS/BA in Business or related subject or equivalent experience required

• Bachelor’s degree in some form of business (marketing, finance, accounting, etc.)

Experience/Knowledge

• 3-5 years of national or regional sales account management (outdoor power equipment or seasonal preferred) or original equipment manufacturer, with a proven track record of sales and profit growth
• Proven track record of consistent results
• Hunter mentality with experience closing new business opportunities through a defined process
• Demonstrated ability to be proactive with a strong sense of urgency and attention to detail
• Analytical with the demonstrated ability to read, organize, understand and determine assumptions based on retail POS and inventory
• Demonstrated ability to influence cross-functional teams without formal authority and drive projects to completion
• Excellent teamwork and group facilitation skills
• Demonstrated ability to exercise tact, good interpersonal skills and ability to present confidently
• Must have demonstrated account management experience managing multiple customers
• Must have demonstrated knowledge of sales process, category management and supplier / retailer management and methods as well as proven ability to apply them effectively in planning and execution
• Microsoft Office Suite

TECHNICAL ROLE COMPETENCIES:

• Must show aptitude to effectively interpret and use multiple information sources to develop prospect and customer-specific tactical plans and options
• Must have strong negotiation skills
• Must have experience in Excel building customer quotes and financials
• Must have experience in PowerPoint building customer presentations
• Well-developed organizational, communication and time management skills
• Ability to function in a team environment
• Must be self-motivated
• Excellent communication (verbal & written), presentations, and time management skills required

Physical Requirements & Work Environment:

• Must be able to travel up to 30 percent of work time
• Sitting at workstation approximately 85 percent of work time. Standing and walking approximately 15 percent of work time
• Ability to work flexible hours or occasionally on weekends with short notice depending on customer deliverables
• Typical office environment with shelves overhead and above work surfaces

The above statements describe the general nature and level of responsibilities for this position and are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of this position. Company management may assign other relevant, business-related duties.