Manager, Business Development

I.JOB DESCRIPTION

Department: Sales

Location: East Coast Locations

Reports to: Director, Sales

II.STATEMENT OF PURPOSE

The BSC Business Development Manager possesses a strong commitment to team environment dynamics with the ability to lead, contribute and follow executive leadership directives. Responsibility for managing and growing the sales pipeline within their territory across all business units. A relationship manager, advancing the company’s strategic AbilityOne influence with an emphasis on BSC and company sales growth. Manage cross-functional internal teams (District Managers, Store Managers and the Customer Care Coordinators - CCC’s) in the fulfillment of corporate productivity, quality, and bottom-line sales objectives. This includes identifying prospects, building relationships in contracting, identifying potential partnerships with complementary businesses, managing long and complex sales cycles, achieving high growth sales and surplus budgets, managing and coordinating quotes/orders through the CCC (inside sales team) to achieve corporate establish goals. Manage Federal accounts with highly complex infrastructures requiring excellent relationship skills, strong political acumen and change management plans for efficient execution. This position will also include responsibility for the national management and growth of LC Industries AbilityOne network of agencies that purchase from LCI. Accomplished professional who places high individual value on loyalty, integrity, teamwork, competence and recognized by customers as a strategic, solution oriented consultant and valued supply partner.

III.RESPONSIBILITY FOR WORK OF OTHERS

None.

IV.BUSINESS COMMUNICATION

Actively and nearly daily communication with BSC personnel in region, Purchasing and other members of corporate staff, customers and vendors.

V.SUPERVISION REQUIRED

Limited supervision.

VI .EDUCATION REQUIRED

Prior military or four year college graduate preferred.

VII. TRAINING AND SPECIALIZED KNOWLEDGE REQUIRED

• Ability to influence others to get results and decisions made, working with all levels of management both internally and externally.
• Ability to elevate relationships to decision-maker and influencer levels in addition to cardholder or processor level.
• Financial, business, and political acumen with an understanding of AbilityOne and Federal Supply business processes requirements.
• Analytical ability to read and interpret customer/project financials and sales results.
• Strong written, verbal and presentation communication skills.
• Proficiency in Microsoft Office.

VIII. EXPERIENCE REQUIRED

Three to five years direct sales experience, federal sales experiencer required.

IX.TRAVEL REQUIRED

Frequent overnight travel required.

X SPECIFIC DUTIES AND RESPONSIBILITIES

• Create and manage a "pipeline" of customer prospects and projects within sales territory and assist the entire company with establishing and cultivating relationships with high level Key Decision Makers and contracting.
• Develop, maintain and strengthen customer & vendor relationships with profitable growth through large strategic accounts at the executive and Credit Card buyer level.
• Research potential customers in assigned territory, determining priorities, competition, and a sales and marketing strategy.
• Identify decision makers within targeted businesses, initiate contact with new prospects and establish a preliminary introductory relationship in collaboration with the District Manager and Customer Care Coordinators.
• Continue reaching out to each new prospect, anticipating questions, objections and roadblocks to present LC Industries as the premier and complete Supply Partner of choice.
• Work with existing Customers to increase LC Industries account penetration to achieve Sales and Profit goals. This includes developing in depth and broad relationships within the command structures to secure our position and leverage additional opportunities.
• Work with existing AbilityOne agencies that purchase from LC Industries to promote and increase sales of LC Industries manufactured products, as well as additional AbilityOne and or commercial virtual warehouse items.
• Provides indirect order/project supervision to CCC’s within the District team and direct management of customer communication as required by the project/sales evolution.
• Ability to understand and exhibit LC Industries Core Values.
• Performs other duties as assigned

XI . PHYSICAL DEMANDS

While performing the duties of this job, the employee is in a moderate office environment. The employee is regularly required to sit; stand; walk and use hands. The employee is required to drive a vehicle to conduct face-to-face sales calls with customers at customer locations. Must be able to ambulate in any workspace and buildings.

XII. WORK ENVIRONMENT

The noise level in the work environment is usually moderate. When in the Manufacturing area, hearing protection may be required depending on the department.

The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)