Eastern Regional Events Business Development Leader
Purpose of the Role
The Events Business Development Leader (BDL) plays a critical part in creating the demand and delivering the gross margins we expect from the Events Business. The BDL is accountable for ensuring profitable growth of select strategic accounts (Key Accounts) while consistently creating and advancing new opportunities in the assigned territory. This position will be responsible for local support, strategy and commercial leadership of direct customers to deliver growth objectives. The successful candidate must possess the ability to think strategically, have a proven track record of account management and demonstrate progressive thinking to influence new products, anticipate the impact of changes in the competitive landscape and the supply chain.
Sales experiences in mechanical, architectural or technical product categories are preferred. Strong business acumen, analytics capability and transferrable skills and knowledge of the Events, Hospitality, Institutional, Temporary Shelter and Disaster Recovery markets is required. The ability to comprehend the technical and design challenges for tent structures is necessary to help solve customer challenges with delivering and selling value. Strong planning & organizing skills, the ability to communicate effectively, build relationships and work well with different business functions is critical for success.
JOB RESPONSIBILITIES
- Deliver key sales objectives in support of the overall business objectives: including margin and volume targets.
- Lead efforts with existing and new accounts to identify opportunities to improve customer value and work with teams to increase margins and share of customer business.
- Lead the Bil-Jax team during the negotiation and implementation of pricing agreements and customer contracts.
- Build broad and deep relationships throughout the customer's organization.
- Understand thoroughly the strategy and opportunities with other customers and competitors to position Bil-Jax for success in the market.
- Own the development of key account communication & plans, coordinating with design engineering, marketing, sales and supply chain to meet growth objectives that build value for the customer and improve the product portfolio.
- Accountable for sales process excellence that includes close coordination and integration with the S&OP process to maintain, update and report on the forecasting of sales and product demand of existing accounts and new opportunities to optimize margins and provide visibility to forecast accuracy.
MINIMUM QUALIFICATIONS:
- Bachelor's Degree required
- Previous commercial sales experience; five to seven years of demonstrated results in a previous commercial or account leadership role is required
- Proven track record of selling value of an organization to a customer
- Previous Territory, Key Account and Events Industry experience is preferred
- Ability to travel 40% to 50% of the time
Knowledge, Skills & Abilities
- Applied business and financial knowledge
- Sales Ability/Persuasiveness/Problem Solving Experience
- Demonstrated ability to develop and implement sales and customer strategy
- Demonstrated ability to create, advance and close new customer opportunities
- Ability to turn knowledge of customers, competition, and the market into value
- Ability to overcome internal and external obstacles and challenges to drive for results
- Building trust and operating with respect and integrity
- Appreciation for and understanding of the feelings of others; aware of personal impact on others
- Holds self-accountable and works well in an autonomous culture of accountability
- Carries self with a high degree of professionalism and poise
- Conducts self with the highest ethical and moral standards