Sales & Business Development Manager

Work for Indiana

Begin a fulfilling career with the State of Indiana by joining one of the largest employers in the state, offering a range of opportunities across 60+ agencies. At the state, youll find competitive compensation, a robust benefits package and a commitment to work-life balance. Most importantly, youll have the chance to make a real and measurable impact on the lives of Hoosiers across Indiana.

About Indiana Department of Correction (IDOC):

We promote public safety by providing meaningful, effective opportunities for successful re-entry. As the model of best correctional practices, we strive to return productive citizens to our communities and inspire a culture of accountability, integrity, and professionalism. To learn more about Indiana Department of Correction, click here.

Role Overview:

The Sales and Business Development Manager is responsible for driving revenue growth, expanding market presence, and developing strategic partnerships for Indiana Correctional Industries (ICI). This leadership role oversees all sales, customer service, and marketing activities while identifying and executing new business opportunities, managing joint ventures, and negotiating contracts. The position serves as a key member of the leadership team, helping to shape ICIs strategic direction and long-term growth initiatives.

Salary:

The salary for this position traditionally starts at $75,010.00 but may be commensurate with education and work experience. Use our Compensation Calculator to view the total compensation package.

A Day in the Life:

The essential functions of this role are as follows:

• Develop and execute sales strategies to achieve revenue, profitability, and market share objectives.
• Lead, mentor, and manage the sales and customer service team to maximize performance and customer satisfaction.
• Gain a working knowledge of the ERP system used by ICI and manage team members in its efficient use.
• Establish sales forecasts, budgets, and performance metrics.
• Build and maintain strong relationships with key customers, distributors, suppliers, and industry stakeholders.
• Identify new markets, customer segments, and growth opportunities.
• Develop and implement comprehensive marketing plans that support ICI's mission, core values, and objectives.
• Oversee branding, product positioning, advertising, trade show participation, digital marketing, and customer engagement initiatives.
• Conduct market research and competitive analysis to identify trends and opportunities.
• Collaborate with operations and product development teams to align marketing efforts with ICI's capabilities and customer needs.
• Identify, evaluate, and pursue strategic business opportunities, including new products, markets, partnerships, and acquisitions.
• Develop and maintain a pipeline of prospective customers and strategic partners.
• Lead proposal development, presentations, and negotiations for major business opportunities.
• Establish long-term growth strategies that support ICI's strategic objectives.
• Identify and evaluate potential joint venture and strategic alliance opportunities.
• Lead negotiations and development of partnership agreements.
• Manage ongoing relationships with joint venture partners and strategic collaborators.
• Monitor joint venture performance, ensure alignment with business goals, and resolve partnership issues as needed.
• Coordinate cross-functional teams to support successful execution of partnership initiatives.
• Lead the negotiation, review, and administration of commercial contracts with customers, suppliers, distributors, and partners.
• Work closely with legal counsel and executive leadership to ensure contractual compliance and risk mitigation.
• Monitor contract performance and ensure fulfillment of obligations by all parties.
• Maintain contract documentation and oversee renewal and amendment processes.
• Identify and manage commercial risks associated with contractual agreements.
• Participate in executive planning and strategic decision-making processes.
• Develop annual business plans, budgets, and growth initiatives.
• Monitor industry trends, competitive activities, and emerging opportunities.
• Provide regular reports and recommendations to senior leadership regarding sales performance, market conditions, partnership activities, and business development opportunities.
• Perform other duties as assigned to support organizational needs.

The job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Other duties, responsibilities and activities may change or be assigned at any time.

This position is exempt from overtime compensation for additional work hours which may be required to complete essential functions or other assigned work. Exempt employees may work more than 75 hours in a pay period without additional compensation and must report a minimum of 75 hours per pay period of work hours and/or paid leave taken to receive their base biweekly salary.

What Youll Need for Success:

Individuals in this role should minimally be able to articulate or demonstrate the following:

• Bachelors degree in business administration, marketing, engineering, manufacturing management, or a related field required.
• 5-7+ years of progressive experience in sales, marketing, business development, or strategic partnerships within a manufacturing environment.
• Proven track record of achieving sales growth and developing successful business strategies.
• Experience negotiating and managing commercial contracts and partnership agreements.
• Demonstrated success in managing joint ventures, strategic alliances, or complex business relationships.
• Leadership experience managing cross-functional teams and business initiatives.
• Strong understanding of manufacturing processes, industrial markets, and supply chain dynamics.
• Exceptional negotiation, communication, and relationship-building skills.
• Strategic thinker with strong analytical and problem-solving abilities.
• Financial acumen with experience evaluating business opportunities and partnership investments.
• Ability to manage multiple projects and priorities in a fast-paced environment.
• Proficiency in CRM systems, sales analytics, and marketing tools.

Individuals should have the ability to perform essential functions with or without reasonable accommodation.

Supervisory Responsibilities/Direct Reports:

This role may provide direct supervision for one or more staff members.

Benefits of Employment with the State of Indiana:

The State of Indiana offers a comprehensive benefit package for full-time employees which includes:

• Three (3) medical plan options (including RX coverage) as well as vision and dental plans

• Wellness Rewards Program: Complete wellness activities to earn gift card rewards

• Health savings account, which includes bi-weekly state contribution

• Deferred compensation 457(b) account (similar to 401(k) plan) with employer match

• Two (2) fully-funded pension plan options

• A robust, comprehensive program of leave policies covering a variety of employee needs, including but not limited to:

• 150 hours of paid New Parent Leave and up to eight weeks of paid Childbirth Recovery Leave for eligible mothers

• Up to 15 hours of paid community service leave

• Combined 180 hours of paid vacation, personal, and sick leave time off

• 12 paid holidays, 14 on election years

• Education Reimbursement Program

• Group life insurance

• Referral Bonus program

• Employee assistance program that allows for covered behavioral health visits

• Qualified employer for the Public Service Loan Forgiveness Program

• Free Parking for most positions

• Free LinkedIn Learning access

Equal Employment Opportunity:

The State of Indiana is an Equal Opportunity Employer and is committed to recruiting, selecting, developing, and promoting employees based on individual ability and job performance. Reasonable accommodations may be available to enable individuals with disabilities to complete the application and interview process as well as perform the essential functions of a role. If you require reasonable accommodations to complete this application, you can request assistance by contacting the Indiana State Personnel Department at jobs@spd.IN.gov.