Business Development Manager

This is a fully remote position, open to applicants in Maryland, +1 more state.

📋 Description

• Drive profitable revenue growth and develop new business effectively.

• Meet specified gross margin targets.

• Implement customer-focused sales processes, including scorecards, business reviews, prospecting, sales funnel development, cross-selling, and CRM management.

• Build account relationships and gather product specifications at key strategic accounts.

• Set, monitor, and achieve new business targets.

• Create contact matrices and cultivate relationships with key decision-makers.

• Engage in prospecting and cold calling activities.

• Design, execute, and oversee sales plans, sales budgets, and expense budgets.

• Negotiate pricing, contracts, and value packages effectively.

• Develop account development strategies and coordinate resources across customer and Spartech organizations.

• Achieve planned results (AOP).

• Identify service opportunities within strategic accounts.

• Become a subject matter expert in the industry and products.

• Collaborate with functional and technical teams to drive profitable growth through solutions selling.

• Align customer business strategies with Spartech's capabilities.

• Monitor competitive landscape and devise strategies to overcome obstacles.

• Participate in the creation of strategy, target market definition, and overall commercial strategy.

• Establish performance standards, goals, and objectives; assess and provide feedback.

• Draft written account plans for strategic accounts.

• Manage strategic relationships, nurture alliances, and keep track of competitive activity.

• Assist in market development planning for Spartech’s market verticals.

• Collaborate with Industry Directors and Marketing Director on heat maps and situational analysis.

• Lead new business development efforts that align with vertical-market priorities.

• Partner with R&D and Industry Directors on innovation funnels and product portfolios.

• Support product launches, relaunches, and Search & Reapply initiatives with MarCom and Industry Directors.

• Conduct market analysis and research for new market opportunities.

• Generate and qualify leads for prioritized markets.

• Co-lead situational analysis, market segmentation, value chains, value propositions, marketing programs, and strategic priorities.

• Provide limited account management support where vertical assistance is necessary.

⛳️ Requirements

• Up to 50% travel is required.

• Ability to sell at all management levels.

• Capability to build relationships with key decision-makers and project facilitators.

• Customer-centric selling skills and tools are essential.

• Experience and proficiency in prospecting and cold calling.

• Background in developing and managing sales plans, sales budgets, and expense budgets.

• Ability to negotiate pricing and contracts effectively.

• Skill in developing account relationships and identifying opportunities.

• Understanding of industry players, applications, requirements, trends, and needs.

• Proficiency in coordinating with functional and technical teams.

• Capability to monitor competition and devise strategies to eliminate barriers.

• Ability to create written account plans with annualized sales potential metrics.

• Experience in leading new business development and conducting market analysis.

• Capacity to work independently and coach effectively.

• Ability to influence across functions and at peer and organizational levels.

• Proficient in using CRM systems.

• Must meet employment eligibility requirements; Spartech will utilize E-Verify where applicable.

🏝️ Benefits

• Competitive salary, incentive, and benefits programs.

• Medical, Dental, & Vision coverage.

• Company-paid life insurance.

• Company-paid long-term disability program.

• Company-paid short-term disability program.

• Flexible spending accounts available.

• 401(k) plan with a strong matching program.

• 120 hours of Paid Time Off (pro-rated based on hire date).

• 11 paid holidays.

• Most benefits commence on the first day of employment.