Purpose of Job:

The Business Development Specialist I drives profitable existing account growth with a strategic group of customers as well as new business acquisitions within their assigned territory. They are the primary sales leader in the Distributor and must collaborate well with their team.

Job Components:

• Identify, qualify, pursue, and land new Traditional Independent Licensed Dealer (ILD) and Non-Mandated National Account Customers (NAC) for the Distributor.

• Travel regularly within the assigned territory to engage with dealers.

• Physically set up new customers with racks, batteries, point of purchase, and testers, ensure they are on route, have proper documentation, and have answered all their questions related to our program, our product, and the services we provide

• Educate dealers on all relevant programs, products, development opportunities, and available training Interstate provides.

• Develop your assigned customer list of 100 +/- identified growth dealers.

• Maintain relationships with new and existing dealers through in-person meetings, site visits, and networking events.

• Execute business reviews on growth dealers as required, including current performance, opportunities identified, and recommended plans to capitalize on opportunities.

• Assist with any additional dealer visits beyond growth dealers as needed.

• Leverage Salesforce daily for prospecting, pipeline development, documenting activity, and closing/winning business.

• Communicate pricing actions to operation dealers (Review monthly Gross Profit report and react when required).

• Assist with Accounts Receivable collection calls/customer visits as needed.

• Maintain a minimum of 40 in-person sales calls per week, including a blend of prospecting for new business, proposal presentations, and existing dealer calls focused on identifying opportunities to help them grow,

• Visit NAC dealer locations within the market based on the needs of the company.

• Meet or exceed established targets, including new unit sales production, growth dealer goals, and average price per unit sold.

• Respond to and manage dealer issues and complaints.

• Collaborate with internal teams, including Market General Managers, Assistant Market General Managers, Route Sales Managers, as well as Office and Warehouse Team Members to ensure customer satisfaction and account growth.

Qualifications:

• 1-2 years of Business-to-Business sales experience preferred.

• Proven experience in outside sales, business development, or field-based account management is preferred.

• Bachelor’s degree preferred.

• Demonstrated ability to lead and develop sales.

• Excellent analytical and problem-solving skills.

• Excellent customer service skills coupled with a results-driven mindset.

• Strong negotiation and closing skills with the ability to meet or exceed sales quotas.

• Ability to work independently and manage time effectively while covering designated area.

• Concise and professional written, presentation, and verbal communication skills.

• Experience with MS Office and Excel required.

• Experience with Salesforce, Concur, Workday, and/or Tableau preferred.

• Comfortable working in a dynamic, fast-paced environment with frequent travel.

• Must have a clean drivers record, meet driver qualifications requirements, and reliable transportation.

Scope Data:

• Cover a designated geographic territory, with frequent travel to customer sites

• Interface with various internal departments and external customers

• Compensation includes base salary + variable compensation, with earnings tied to sales performance

• Operate with integrity and demonstrate a positive attitude

Work Environment:

• Be able to regularly lift and/or move up to 50lbs, without assistance and occasionally lifting up to 75lbs 

• Frequent sitting, walking, and standing for duration of work schedule

• Specific vision abilities include close vision, depth perception, and the ability to adjust focus

• Exposed to battery warehouse conditions such as exposure to moving equipment mechanical parts, fumes or airborne particles; toxic or caustic chemicals

• Exposed to the hazards of the road when operating or riding in a vehicle

• Flexible work schedule based on client availability, including occasional evening or weekend events