Business Development Manager

This position will primarily solicit and develop Distributor Channel Accounts and is responsible for managing customer accounts and incrementally growing sales. This position will develop sustainable relationships with current customers, develop new customers, and grow profitable business significantly over time.

DUTIES & RESPONSIBILITIES:

• Champion the FMP Value Proposition: Coordinate product offerings, manage product changeovers, align marketing messaging, elevate customer service standards, and facilitate both internal and external product/sales training.
• Drive Financial Performance: Meet or exceed sales volume and gross profit percentage (GP%) budgets across assigned accounts by effectively collaborating with regional operations teams in a matrixed organization.
• Strategic Account Growth & Conquesting: Identify market and account opportunities, recommend strategic shifts to capture market share, and develop actionable business plans to conquest new lines and categories from non-buying prospects.
• Sales Enablement & Process Training: Train account teams on the FMP selling process and design tactical sales tools, objection-handling strategies, and competitive differentiators for field sales representatives.
• Account Development & Relationship Building: Establish clear qualification criteria, set mutual growth goals, and build high-impact business relationships across distributor accounts to expand account share.
• Sales Strategy & Enablement: Develop and recommend proactive sales strategies, objection-handling tools, and tactical resources to leadership to eliminate barriers and accelerate revenue.
• Marketing Collaboration: Partner cross-functionally with the FMP Marketing team to create targeted sales programs and promotional campaigns that reinforce strategic objectives and incentivize customer purchases.
• Pricing & Commercial Terms: Negotiate customer pricing agreements and submit strategic commercial recommendations to the Senior Director of the Distributor Channel.
• Trade Shows & Executive Presentations: Represent FMP at national and regional industry events, vendor conferences, and client summits, delivering compelling sales presentations to large groups.
• Performance Monitoring & Account Health: Track account performance metrics, review operational or commercial issues, and deliver structured reporting and resolutions.

MINIMUM REQUIREMENTS:

• 2+ years of Sales experience or familiarity with the Independent Jobber customer base.
• 2+ years of experience with routine Cold Calling of potential Distributor clients to develop business.
• Demonstrated ability in problem solving and negotiation with special emphasis on closing sales.
• Strong relationship building skills.
• Ability to conduct business in a professional manner with both internal and external customers.

QUALIFICATIONS:

• Proven track record of successful business development and sales in the automotive industry.
• Strong knowledge of automotive parts and accessories.
• Bilingual proficiency in English and Spanish is a plus.
• Excellent communication, negotiation, and presentation skills.
• Ability to work independently and collaboratively in a team environment.
• Analytical mindset with the ability to interpret market data and make data-driven decisions.
• Proficiency in CRM software and Microsoft Office Suite.
• Willingness to travel as needed.

WORK ENVIRONMENT:

• This is primarily a field-based position with frequent driving.
• Some overnight travel may be required.
• Will require frequent computer and cell phone communication from the field
• Standing, walking and sitting.
• Lifting up to 75 lbs. on occasional basis may be required.

We are an EEOC/AA Employer. An industry leader, FMP offers well-balanced compensation and benefits programs, which may include medical, dental, vision, life, 401K, profit sharing, paid holidays/vacation/sick time, STD/LTD, + much more. Salary is based on experience and job performance.