Business Development Manager Southern California

Interstate Batteries is a company committed to fostering a positive workplace for its team members. They are seeking a Business Development Manager to drive unit growth by identifying and partnering with customers in targeted market segments, while collaborating with distributor teams to achieve sales objectives.

Responsibilities:

• Meet or exceed annual unit production goal by landing business within the Regional Account, Jobber, and Non-Mandated National Account customer segments
• Meet or exceed annual New Key Account (Jobber & Regional) goal provided
• Understand, support and demonstrate Interstate’s Purpose & Values
• Generate unit volume through individual sales efforts (identify, qualify, and partner with quality dealers) using proven targeted growth strategies and Interstate’s value proposition (Do we want to integrate “Selling the IB Way” Selling Program?
• Create a territory sales plan that considers ideal targets including Jobber, Regional Account, and Non-Mandated National Accounts; which ties into weekly planning activities
• Dynamically prioritize time and focus based upon relevant market inputs (prospect volume, emerging account conditions, competitive vulnerabilities)
• Establish credibility by using industry insights and product knowledge to convey Interstate’s value proposition in each market segment
• Uncover prospects’ challenges, identify profitable solutions, and demonstrate consistent ability to close the sale (again, Selling the IB Way = work into point above?)
• Participation in assigned Regional Blitzes inside and outside of your designated territory as required
• Understanding of the Automotive Parts Aftermarket (specifically Program Buying Groups, Warehouse Distributors, Jobbers, Installer/Dealers and End Users) – including channel characteristics, trends, influencers and conflicts in order to maximize sales growth effectiveness
• Ability to demonstrate and effectively communicate the value of the Warehouse Distributor (WD) and Jobber program to the distributor base and know how to create sales strategy to deliver on highest value relationships between them
• Manage new account relationships over the first fiscal year within the Jobber and Regional Account segments ensuring a successful launch, ramp up, and overall growth for our new partners
• Demonstrate a thorough technical knowledge of Interstate Batteries products and applications
• Develop and professionally communicate presentations and solutions proposals and can tailor and deliver those solutions and proposals according to their audience
• Coordinate transitions with Account Management team on Regional Accounts and Jobbers secured after your work with the accounts is completed
• Proactively manage their “territory” via reviewing production & reports as well as proactively participate in their bi-weekly 1:1 sessions with their NSM
• Document customer and prospect interactions in Salesforce.com including appointments, cold calls, and other contact methods (i.e. phone calls and email) - implement best practices and processes and ensure pipeline is an accurate representation of current activity and opportunity focus
• Effectively and efficiently manage return on investment for distributor visits - develop an objective and agenda for each week including set appointments, call strategies, field work for recently landed Jobbers and Regional Accounts, and follow up plans
• Attend and contribute to sales team meetings through active preparation and participation
• Consistently share qualified leads with other business segments (, All Battery, National Accounts, Local sales team members including IOT, other BDM’s)
• Interact, as appropriate, with other Interstate departments (Marketing, Supply Chain, IT, Talent, etc…)
• Drive personal and professional growth using the Gameplan, seminars and workshops to keep abreast of latest trends in field of expertise
• Utilize data (sales reports and Salesforce.com) to plan and make necessary plan adjustments to maximize production
• Follow all Safety procedures regarding handling and transporting batteries

Requirements:

• Bachelor's Degree (or equivalent)
• 4+ years B2B/Commercial sales experience required
• Top performer, award winner
• Outstanding verbal communication and interpersonal skills
• Strong customer service and business development skills
• Ability to coordinate and prioritize multiple opportunities
• Salesforce.com or other well known CRM experience
• Competent in the Microsoft Word, Excel and PowerPoint skills
• Ability to work and travel independently on a sustained basis
• Self-motivated
• Acceptable driving record