Outside Sales New Business Development Manager

Position Summary:

The Reliability Services Business Development Manager is an outside sales role that will successfully acquire new, profitable business as well as maintain professional and lasting partnerships with existing customers to increase Wilcox + Flegel’s market position and achieve financial growth. This position works with the General Manager and Reliability Services Team, marketing staff, and internal Sales Team to increase profitable Reliability Services sales growth. The Reliability Services Business Development Manager position will cover Commercial and Industrial prospects and accounts including but not limited to Industrial Manufacturing, Construction, Power Generation, Mining, Machining, Logging, Trucking Fleets, and Agriculture. It is a fast-paced position with a primary focus on acquiring new customers and developing Reliability sales volume, and profitability, and establishing new business through a technical sales approach. Responsible to consistently role model our Core Values.

This position offers a Base + Commission structure including commission protection for up to 1 year

We offer an industry-leading benefits package

Full-time benefits include:

Essential Position Functions and Responsibilities:

• The most important priority and focus of this role is to profitability grow the business through the acquisition of new qualified customers and new sales to expand products and business lines within current customers.
• Develops goals and strategies to increase revenue and profitability within their sales territory to meet established growth targets.
• Generates leads, qualifies prospects, creates, and advances a robust sales pipeline.
• Organizes and leads sales presentations and proposals for prospects.
• Cultivates strong relationships with key decision-makers and influencers.
• Establishes, develops, and builds strong business relationships with current/prospective customers in their sales territory to generate business for Reliability and the organization’s products/services.
• Responsible for account management of an existing book of business.
• Responsible for quarterly or annual business reviews.
• May be responsible for inventory management at key accounts.
• Collaborates with internal teams to share applicable information.
• Works closely with manufacturer’s marketing specialists, product managers, and engineering teams to demonstrate the value of proposed products and services.
• Successfully and frequently closes new qualified, profitable business and seamlessly supports the transfer of projects and ongoing support to the Reliability Services Team.
• Coordinates sales efforts with Reliability and Sales management and appropriate internal teams in a highly collaborative manner.
• Develops and maintains expert-level product knowledge and professional sales techniques.
• Reports on potential product application developments within assigned territory.
• Responsible for accurate and timely CRM documenting sale activity next contact dates and progression through the sales pipeline.
• Develops and maintains industry knowledge of core industries, current products, and trends.
• Develops and follows an approved and supervised Professional Development Plan (PDP)
• Attends training and development as necessary and appropriate.
• Seeks feedback on personal strengths and challenges and continues professional development.
• Frequent travel in market/territory (up to 90%) with some overnight travel required.

Critical Core Competencies and Skills:

• Excellent interpersonal skills as well as verbal and written communication skill.
• Must be highly organized with strong ability to effectively prioritize.
• Demonstrated successful strong consultative sales expertise.
• Able to assess competing demands and determine appropriate direction.
• Proven ability to learn quickly and adapt to changing environment; agile, flexible, and resilient.
• Results oriented and able to work both independently and successfully within a team environment.

• Demonstrated success building strong positive and productive internal and external relationships.
• Demonstrated aptitude for problem solving with ability to determine options and solutions for customers (consultative sales approach).
• Works independently with minimal supervision.
• Ability to resolve customer issues and concerns independently when appropriate and knows when to collaborate for the best customer and operational outcomes.
• High level of organization and follow through.
• Comfortable interacting with high-level leaders, decision makers and influencers in large corporations across functional disciplines.
• Innovative and creative with strong negotiation skills that will build successful strategic relationships.
• Research, Strategy and Business Intelligence.
• Strong business acumen.
• Strong math skills and financial knowledge.
• Strong current technical skills and knowledge.
• Innovative and creative.
• Continuous learner.

Minimum Education and Experience:

• High School Diploma required.
• 3 years proven new business acquisition and consultative selling experience.
• Strong technical and business aptitude required.

Preferred Education and Experience:

• Associates Degree or higher is preferred.
• 5 years proven record of sales/technical sales success in solution based, consultative selling environments.
• Background in petroleum and lubricants or relevant industry preferred.

Licenses, Certifications and/or Registrations (note if Required or Preferred):

• Unencumbered driver’s license and current auto insurance.
• MLT and MLA Required (or ability to obtain within 6 months of hire)
• CLS, MLE preferred.

Equipment and Software Requirements:

• Customer Relationship Management (CRM).
• Salesforce experience preferred.
• Proficiency using ERP software.
• Proficiency using Microsoft Office Suite (Word, Excel, Outlook, PowerPoint).

Position Location/Working Conditions/Equipment

• Office Environment
• Warehouse
• Equipment Shop
• Customer Locations
• Exposure to chemicals
• High noise environment
• Dust, dirt, grease or other disagreeable elements
• Exposure to moving machinery
• Outdoors
• Other, please describe: Overnight multi-day Travel Required

Physical Requirements

• Typically standing or walking
• Typically driving vehicle
• Typically bending, crouching, stooping
• Repetitive wrist, hand or finger movement
• Occasional lifting (50 lbs.)

Equipment

• Office equipment
• Simple hand tools
• Fuel and/or lube related equipment
• Vehicle