LCI
Senior Manager, Business Development
LCI, Durham, North Carolina, United States, 27703
LC Industries – Job Description
Senior Business Development Manager – Base Supply Centers
I. Job DescriptionDepartment: SalesLocation: All RegionsReports to: Director, Sales
II. STATEMENT OF PURPOSEThe Senior BSC Business Development Manager possesses a strong commitment to team environment dynamics with the ability to lead, supervise, mentor, contribute and follow executive leadership directives. Responsibilities include managing and growing the sales pipelines of the BDM team across all regions and business units. This role understands success is a combination of Hunter (uncover new opportunities) and Farmer (relationship cadence and management). As a relationship manager, the advancement of the company’s strategic AbilityOne influence with an emphasis on BSC and company sales growth is core. This includes management of cross-functional internal teams (District Managers, Store Managers, and Customer Care Coordinators - CCC’s) with the BDM’s in fulfilling corporate productivity, quality, and bottom-line sales objectives. Oversight of BDM teams tracking and ensuring healthy sales funnels that ensure identification of 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 established goals. Manage Federal accounts with highly complex infrastructures requiring excellent relationship skills, strong political acumen, and change management plans for efficient execution. Accomplished professional who places high individual and team value on loyalty, integrity, teamwork, competence, and is recognized by customers as a strategic, solution-oriented consultant and valued supply partner.
III. Responsibility For Work Of OthersYes
IV. BUSINESS COMMUNICATIONActively and nearly daily communication with BDM team and BSC personnel in region and other members of corporate staff, customers, and vendors.
V. Supervision RequiredLimited supervision.
VI. Education RequiredCollege graduate preferred. Proven track record and experience considered in lieu of degree.
VII. Training And Specialized Knowledge RequiredAbility to lead others to drive achievement of corporate and business unit goalsAbility to mentor through example, direction, and constructive coachingAbility to build and maintain a dynamic team synergy that builds on strengthsAbility 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 card holder 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 RequiredEight years prior military or federal sales experienceFive years sales management experience
IX. Travel RequiredFrequent overnight travel required.
X. Specific Duties And ResponsibilitiesManage a "pipeline" of customer prospects and projects within sales territories 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.Ensure through BDM team the research of potential customers in assigned territory, determining priorities, competition, and a sales and marketing strategy.Ensure through BDM team the identification of 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.Ensure through BDM team the continued and regular reaching out to each new prospect, anticipating questions, objections, and roadblocks to present LC Industries as the premier and complete Supply Partner of choice (Hunter skills).Ensure through BDM team the regular cadence of 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 (Farming skills).Provide mentoring and skill set training to BDM team to ensure skill sets are up to date.Work with and promote to BDM team 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.Have regular contact cadence with BSC leadership team regions and teams to ensure regular communication and alignment of goals.Ability to understand and exhibit LC Industries Core Values.Performs other duties as assigned.
XI. PHYSICAL DEMANDSWhile 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 location. Must be able to ambulate in any workspace and buildings.
XII. WORK ENVIRONMENTThe 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)#J-18808-Ljbffr
Senior Business Development Manager – Base Supply Centers
I. Job DescriptionDepartment: SalesLocation: All RegionsReports to: Director, Sales
II. STATEMENT OF PURPOSEThe Senior BSC Business Development Manager possesses a strong commitment to team environment dynamics with the ability to lead, supervise, mentor, contribute and follow executive leadership directives. Responsibilities include managing and growing the sales pipelines of the BDM team across all regions and business units. This role understands success is a combination of Hunter (uncover new opportunities) and Farmer (relationship cadence and management). As a relationship manager, the advancement of the company’s strategic AbilityOne influence with an emphasis on BSC and company sales growth is core. This includes management of cross-functional internal teams (District Managers, Store Managers, and Customer Care Coordinators - CCC’s) with the BDM’s in fulfilling corporate productivity, quality, and bottom-line sales objectives. Oversight of BDM teams tracking and ensuring healthy sales funnels that ensure identification of 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 established goals. Manage Federal accounts with highly complex infrastructures requiring excellent relationship skills, strong political acumen, and change management plans for efficient execution. Accomplished professional who places high individual and team value on loyalty, integrity, teamwork, competence, and is recognized by customers as a strategic, solution-oriented consultant and valued supply partner.
III. Responsibility For Work Of OthersYes
IV. BUSINESS COMMUNICATIONActively and nearly daily communication with BDM team and BSC personnel in region and other members of corporate staff, customers, and vendors.
V. Supervision RequiredLimited supervision.
VI. Education RequiredCollege graduate preferred. Proven track record and experience considered in lieu of degree.
VII. Training And Specialized Knowledge RequiredAbility to lead others to drive achievement of corporate and business unit goalsAbility to mentor through example, direction, and constructive coachingAbility to build and maintain a dynamic team synergy that builds on strengthsAbility 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 card holder 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 RequiredEight years prior military or federal sales experienceFive years sales management experience
IX. Travel RequiredFrequent overnight travel required.
X. Specific Duties And ResponsibilitiesManage a "pipeline" of customer prospects and projects within sales territories 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.Ensure through BDM team the research of potential customers in assigned territory, determining priorities, competition, and a sales and marketing strategy.Ensure through BDM team the identification of 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.Ensure through BDM team the continued and regular reaching out to each new prospect, anticipating questions, objections, and roadblocks to present LC Industries as the premier and complete Supply Partner of choice (Hunter skills).Ensure through BDM team the regular cadence of 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 (Farming skills).Provide mentoring and skill set training to BDM team to ensure skill sets are up to date.Work with and promote to BDM team 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.Have regular contact cadence with BSC leadership team regions and teams to ensure regular communication and alignment of goals.Ability to understand and exhibit LC Industries Core Values.Performs other duties as assigned.
XI. PHYSICAL DEMANDSWhile 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 location. Must be able to ambulate in any workspace and buildings.
XII. WORK ENVIRONMENTThe 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)#J-18808-Ljbffr