Business Development Leader

SUMMARY: This position will be assigned to develop sales opportunities within specific markets, industries, geographies, or product and service lines in a competitive business-to-business selling environment. The position is accountable for maximizing sales growth and gross margin for "new" business - opening new territories or markets, launching new or specialized products, etc. The BDM must work with Regional and Territory Sales Management in a Sales Overlay capacity. A BDM maximizes sales by identifying and solving customer problems and creating mutual value.

DUTIES & RESPONSIBILITIES:

Responsibilities include, but are not limited to:

• Understand the market and create a Business Development strategy - The BDM will specify interim wins on the path to their objectives and specific tactics for achieving those wins.
• Identify specific opportunities and leads.
• Qualify leads - through research and/or conversation with the potential customer.
• Plan for, and learn from, sales calls.
• Execute sales calls by understanding the needs and wants of customers and matching them with Wheeler provided solutions. Overcome objections as needed.
• Follow-up after, act on, and document (in CRM) every sales call.
• Work as a team with different departments or segments within the company including Regional and Inside Sales staff on customer issues, assisting in account development, and regional development.
• Manage time and schedule to achieve regular communication with peers and management.
• Utilize inside sales reporting programs and forecasting tools.
• They will maintain and update account plans during the year per year based on cadence (e.g., monthly, quarterly), and discusses plans internally to receive feedback from manager and peers.
• Comply with established company policies and procedures.
• Work with Regional and Territory sales managers to coordinate development, close, and hand-off activities of the BD Pipeline.
• Place customer ordersdirectly or work with CSRs to assure this happens androutinely follow-up with customer requests.
• Utilize available product research tools and engineering resources to solve customer problems and gain market access or growth.
• Assume other duties as assigned.

MINIMUM REQUIREMENTS:

• Bachelor's degree in Business Administration or related field and a minimum of 5 years of relevant work experience.
  
  
  
  • or an additional 4 years of relevant work experience in lieu of degree.
  
  
  
  
• Bachelor's Degree in relevant field OR equivalent amount of education and experience.
• Strong working knowledge of medium to heavy duty truck parts sales -specifically fleets and vocational markets.
• Demonstrated track record of selling value (as opposed to price/discount-based sales process).
• Up to 80% travel to customer sites, company meetings, and industry events.
• Strong time management and organizational skills, autonomous and self-motivated with an ability to work a flexible schedule.
• Strong verbal and written communication skills. Ability to communicate in a concise manner with internal and external customers.
• Proficient in Microsoft Office products, CRM, and ERP systems.
• Must be able to thrive in a group / team environment.
• Candidates must be able to successfully pass background, motor vehicle (must possess a valid U.S. driver's license and a safe driving record) and drug screen checks.

PREFERRED REQUIREMENTS:

• Experience and training in Solutions/Consultative Sales in a B2B parts, service, or maintenance field.
• Proven track record of consistent high performance in a Business Development role.
• Exceptional selling skills: able to manage the people side of the business, effectively use internal/external resources, pass on territory assignments, and accomplish assigned targets.
• Demonstrated success in accurately forecasting account demand and meeting and exceeding quarterly quotas and growth targets.
• Understanding of vehicle maintenance parts and service practices (especially medium and heavy-duty trucks).