Business Development Manager

Job Description

Job Description

TIPCO Technologies

Build Relationships. Grow Your Business. Make an Impact.

Who We Are

TIPCO Technologies is one of the fastest-growing industrial distributors in the country, combining industry-leading brands, technical expertise, and a growing national network of locations. Our Focused Flexible Solutions approach brings together the strength of a national organization with the personal service and local relationships our customers value.

The Opportunity

The Business Development Manager (BDM) is responsible for creating profitable, incremental growth for TIPCO by identifying, winning, and establishing new customer relationships. This is a true new business development role focused on opening doors, developing opportunities, converting prospects into customers, and transitioning established relationships to the appropriate Territory Manager so the BDM can return to the market and pursue the next opportunity.

Primary Objective

Create profitable, incremental gross margin by consistently finding, winning, developing, and transitioning new customer relationships.

Key Responsibilities

• New Customer Acquisition: Build and maintain a prioritized target-account list; prospect aggressively through cold outreach, plant visits, referrals, supplier relationships, networking, and market intelligence; secure meetings with decision makers and convert qualified prospects into TIPCO customers.

• Opportunity Development: Lead opportunities from discovery through qualification, solution development, value proposition, negotiation, and close. Understand customer applications, operational challenges, incumbent suppliers, and where TIPCO can deliver measurable value.

• Profitable Growth: Pursue opportunities that create attractive gross-margin dollars and long-term value. Balance revenue growth with margin discipline and avoid growth that does not meet TIPCO profitability expectations.

• Strategic Market Development: Develop business in attractive industrial segments and strategic product categories. Work with TIPCO specialists and supplier partners to identify competitive conversions, white-space opportunities, and new applications.

• Internal Collaboration: Bring the right TIPCO resources into opportunities, including Territory Managers, Product Line Managers, Emerging Markets, Operations, Customer Fulfillment Teams, and supplier partners.

• Account Transition: Own the acquisition and early-development phase, then partner with the Area Sales Manager and Territory Manager to transition established accounts once the relationship is stable and recurring. The BDM is expected to continually return focus to new business rather than build a permanent book of mature accounts.

• Pipeline Discipline: Maintain an accurate, actionable Salesforce pipeline with opportunity value, expected gross margin, next steps, timing, key stakeholders, and competitive position. Use Salesforce as the system of record for all qualified new-business opportunities.

Qualified New Business

Eligible opportunities may include:

• New customers or qualified locations without an existing meaningful TIPCO relationship.

• Approved strategic reactivations of inactive customers.

• Approved white-space opportunities within facilities, divisions, business units, or applications where TIPCO has little or no meaningful penetration.

• Strategic accounts or opportunities specifically assigned by sales leadership.

Measures of Success

• Qualified new gross margin dollars • Time from qualified opportunity to first revenue

• Qualified new revenue • Gross margin percentage

• New customers acquired • Successful transition of developed accounts

• Qualified pipeline value and coverage • Salesforce opportunity-management discipline

• Opportunity conversion and win rate

Ideal Candidate Profile

• Demonstrated hunter mentality with a track record of personally identifying and winning new customers.

• High initiative, persistence, competitiveness, resilience, and personal accountability.

• Comfortable cold prospecting, walking industrial facilities, and engaging technical and commercial stakeholders.

• Strong discovery, negotiation, closing, and commercial judgment skills.

• Technical curiosity and the ability to translate TIPCO capabilities into customer value.

• Disciplined pipeline management and strong collaboration across sales, operations, specialists, and supplier partners.

• Comfortable transitioning established relationships and returning focus to new customer acquisition.

Preferred Experience

• 3+ years of successful outside sales, business development, or industrial sales experience preferred.

• Experience developing business from prospecting through conversion; industrial distribution, fluid power, hose and fittings, sealing products, MRO, manufacturing, processing, OEM, or related technical markets strongly preferred.

• Experience using CRM systems to manage opportunities and pipeline.

• Bachelor's degree preferred; equivalent commercial and industry experience will be considered.

Working Requirements

This is a market-facing role requiring regular customer visits and travel throughout the assigned territory. Some overnight travel may be required for customer opportunities, supplier activities, and TIPCO meetings. A valid driver's license is required.

What Success Looks Like

A successful BDM consistently opens doors that were previously closed, converts high-value prospects into profitable TIPCO customers, and creates growth TIPCO would not otherwise have captured. They establish strong relationships, mobilize the right TIPCO resources, transition mature accounts effectively, and continually return to the market to create the next opportunity.