Business Development Manager

Business Development Manager

The Business Development Manager will be responsible for managing large strategic accounts across the US while developing and implementing strategies to increase sales and building strong relationships at levels of the customer organizations. This role is responsible for achieving sales revenue, gross margin, and volume goals. The primary role of the Business Development Manager is to generate revenue from designated strategic accounts and increase wallet share by in-person forecasting, consultive visits, video conferences and phone calls or other means. They will work with our Regional Account Management team to help grow large accounts where opportunities exist, and hand over accounts that don't meet Strategic Account volumes or complexity to the regional team. They must grow and retain existing accounts by planning persuasive approaches and presenting new solutions and services to convince customers to increase their business volume with the company. The Business Development Manager works with senior level management, an inside sales representative, marketing, and technical staff.

The position reports to Director, Business Development.

Primary Duties and Responsibilities

• Develop and implement comprehensive strategies to identify and grow designated strategic account relationships in order to achieve company sales and EBIT goals.
• Build and maintain exceptionally strong relationships with designated strategic customers using consultive selling tactics and working at all levels of the customer.
• Evangelize BayWa's product and service offerings and help them to identify solutions that solve their business needs.
• Stay on top of solar industry trends by developing and maintaining relationships across the industry and attending industry focused events on behalf of BayWa.
• Collaborate cross-functionally to develop and implement creative marketing strategies, forecasting activities, onboarding functions, and product solutions for our strategic.
• Help develop accounts, where needed, for our Regional Accounts team to help grow BayWa national footprint, regardless of whether Strategic Accounts manages an account directly.
• Negotiate win-win contracts and agreements with customers and vendors that solve their needs.
• Monitor and report on sales performance metrics, such as wallet share and revenue targets.
• Support regional sales team members through mentorship and onboarding training.

All other duties as assigned.

Required Skills and Abilities

• Experience working with large, sophisticated accounts.
• Ability to work with in-house and customer legal counsel to successfully execute win-win agreements.
• Excellent skills in developing strategies aimed at communicating the advantages of a product or service to executive leadership of large organizations.
• Demonstrated performance in analytical, innovative, and critical thinking, strategy, and collaboration.
• Ability to build meaningful relationships at all levels of the organization and with our customers and manufacturing partners.
• General business planning and financial skills, including forecasting and sales planning.
• Strong knowledge of industry products and services and how they create value for our customers.
• Highly organized and self-directed.
• Exceptional interpersonal, oral, presentation, and written communication skills.
• Excellent project management skills.
• Ability to work in a fast-paced, changing environment.

Education and/or Experience Requirements

• 5+ years' experience in B2B solar distribution sales with a proven track record of achieving sales targets is a must.
• 3+ years' experience working with and growing wallet share with national strategic accounts in the solar energy sector.
• Proficiency in Microsoft Office and CRM (Netsuite) software is highly recommended.
• Extensive experience of negotiating complex legal agreements.

Physical Requirements

• Regularly required to sit, talk, use repetitive motion, type, and hear.
• Frequently required to stand, walk, use hands and fingers to handle and feel, and reach with hands and arms.
• Occasionally required to bend, kneel, crouch, climb stairs, and reach overhead.
• Prolonged periods of sitting at a desk and working on a computer.

Supervisory Requirements

• None

Travel Requirements

• This position requires up to 50% travel, candidate's customer base will be across the US.

ADA Disclaimer

In developing this job description care was taken to include all competencies needed to successfully perform in this position. However, for Americans with Disabilities Act (ADA) purposes, the essential functions of the job may or may not have been described for purposes of ADA reasonable accommodation. All reasonable accommodation requests will be reviewed and evaluated on a case-by-case basis.