Business Development Manager

Position Purpose:

This position is primarily focused on generating revenue from the acquisition of new accounts within the Independent Channel. Sales targets are determined by a set of criteria established and assigned by sales management. The utilization of strategic and diligent prospecting along with disciplined planning, excellent relationship building and closing skills is essential to consistently developing a successful pipeline of new account revenue. Collaboration with the Corporate Accounts Management Group team and the Guest Supply field sales team in the assigned region will also be key in maximizing results.

This position will be located in the sales region supported by the role and will include travel within your assigned territory, to management groups in additional territories (as needed) and to trade shows (as needed). Territory includes prospective accounts in multiple states in a defined geographic region

Primary Responsibilities:

New business acquisition in Support of Manchester Mills

• Consistently generate revenue from new accounts within the Independent hotel market to meet or exceed the sales target determined for the territory. Achieve assigned sales goals and metrics.
• Development of an overall territory plan and strategy that identifies the customers and products needed to deliver sales targets and leverages relationships of Guest Supply TMs in the territory to increase pipeline.
• Build strong relationships across a variety of customer organizational levels and functions at target properties (GM, Rooms / Operations, Housekeeping, Procurement). Gathers relevant information about prospects to be used in the selling process.
• Sells leveraging the strength of brands, innovations and product features/benefits, and not solely based on price and service levels.
• Prepare powerful presentations, negotiate/quote pricing and terms in collaboration with strategic partners within the organization, management of the process of onboarding new customers and transition from lead generation to long term customer with an assigned account manager.
• With support from sales leadership is beginning to manage more complex selling situations, including determining the relevant stakeholders within a customer and customizing messaging /solutions for successful account acquisition and developing more complex product solutions, including stock, custom, and retail brand partnerships.

Support MM manufactured (and strategically sourced) textile products' sales growth for Guest Supply distribution

• Prepare TMs for textile product presentations via phone consultation and skype meetings.
• Participate in regional and district meetings as the manufacturer sales rep supporting the territory sales team.
• Join TMs for customer sales presentations when there is significant volume for new textile business.
• Participate as needed at Trade Shows as the manufacturer sales rep.
• Uses a CRM system to promptly and accurately document sales activities, keep track of plans, pipeline development, and progress of prospective opportunities.
• Participates on project teams, communicates cross-functionally with internal departments, and performs other duties as assigned.
• Provide industry/regional competitive insights and strategic feedback to ensure MM open line portfolio meets the needs of the competitive market and keeps pace with industry trend.
• Analyze with strategic internal partners around the regional sales performance as it related to products, portfolio, price, availability, etc. Identify product GAPS and opportunities. Work with relevant team members to provide MM solutions to grow the business.
• Responsibilities for margin management and category management related to the MM goals.

Education:

Bachelor's Degree or equivalent experience. Business, Sales, Marketing

Experience:

• Minimum of three to four years of successful sales experience.
• One to two years of sales experience with a focus on New Business Development/New Account Acquisition including both inside and outside sales.
• Hospitality Industry and/or Textile Experience a plus

Skills:

• Professional, polished telephone presence and face-to-face demeanor. Exceptional verbal and written communication, negotiation and active listening skills.
• Ability to ask meaningful questions to help identify and solve customer needs.
• Professionally persistent with great follow up. Strong organizational skills.
• Ability to understand and retain information on a large portfolio of products and brands.
• Strong proficiency with basic computer hardware and software (MicroSoft Office: Word, Excel, PowerPoint and CRM).
• Strong Analytical skills around multiple data systems
• Self-motivated and enjoys working independently while ability to collaborate and communicate with cross functional teams in various locations.