SUMMARY

The Business Development Manager (BDM) is a critical role that is responsible for cultivating and mining relationships with prospective clients and pre-sales performance of all business areas of Kewaunee. This includes the development and implementation of new accounts that match the combined internal resources of Kewaunee with the external resources of our distribution partners. The BDM will initiate, host, and participate in a variety of events to build brand awareness and the enhancement of our Company value proposition. The BDM is a key contributor to all aspects of the digital and field pre-sales engagements, focusing on vendor contracts, product scope and NPI, marketing needs. A successful BDM will have strong relationship building skills, an ability to transform vision into reality, and will passionately pursue excellence. The BDM will maximize the sales of Kewaunee products through Distribution channel partners in the United States and Canada. This position will require close coordination and engagement with important stakeholders across the Kewaunee organization.

ESSENTIAL DUTIES AND RESPONSIBILITIES to include the following. Other duties may be assigned.

• Work directly with the Sales leadership to identify requirements for distribution contracts, both in negotiations and implementing necessary requirements
• Own, build and foster relationships with channel partners from initial contact, throughout implementation, to go-live, including key external stakeholders and decision makers
• Increase Kewaunee revenue by targeting new business opportunities
• Own the day-to-day processes and programs throughout the onboarding of new distribution partners.
• Optimize Kewaunee brand performance through the development and implementation of a business plan related to responsible segment and customer
• Guide OEM product opportunities with new channel partners and coordinate with internal stakeholders to ensure new partnership is supported: Manufacturing, Purchasing, Packaging, Shipping, etc.
• Work with channel partners and leadership to ensure contracts are current and compliant
• Work with Marketing and Business Development to provide competitive intelligence concerning the distribution policy and product pricing strategy
• Develop and maintain a consultative engagement with the Distribution market to identify opportunities and gain addressable share for Kewaunee products

SUPERVISORY RESPONSIBILITIES

N/A

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Understanding of distribution as a manufacturer’s sales channel (contracts, profit margins, inventory levels, forecasting, etc.)
• Must possess strong oral and written communication skills with experience presenting to executive leadership
• Proficiency in Windows based applications (Word, Excel, and PowerPoint).
• Strong organizational skills with the ability to multitask

EDUCATION and/or EXPERIENCE

Bachelor's degree from four-year college or university with 3-5 years of related experience; Master’s degree preferred; or equivalent combination of education and experience. Prior experience should include distribution development or distribution sales experience.

• Must be a good communicator; he/she must have the ability to interact and communicate with individuals no matter their levels in the organization. Ability to make presentations to staff and clients whether formal or informal to influence positive outcomes for the organization
• Understanding of workflow systems of the organization and their various applications to the improvement of customer business process.
• Effective time management and project management skills: The business development representative must have the ability to manage projects and initiatives effectively and work independently
• He/she must be self-motivated and proactively pursue opportunities
• Must possess the ability to collaborate with a team and an effective problem solver with an ability to influence movement
• Must be highly enthusiastic and committed to excellence
• Must possess the ability to be thorough and extremely analytical and possess the ability to translate and communicate technical information
• Must have the ability to be flexible and work effectively on multiple projects at any given time with ability to travel as needed
• Must be a strategic thinker and able to construct and execute on a distributor plan
• Must have a general understanding of financial metrics, both top and bottom line
• Strong knowledge of the Distribution market and indirect channels
• Demonstrated analytic skills, Proficiency in Excel, Word, and PowerPoint
• Strong oral and written presentation/communication skills

LANGUAGE SKILLS

Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to fully and completely submit scope of work quote letters and bid forms for bidding contract work. Ability to effectively present information to top management and public groups.

MATHEMATICAL SKILLS

Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

REASONING ABILITY

Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is frequently required to stand, sit, reach with hands and arms, and talk or hear. The employee is occasionally required to climb or balance; stoop, kneel, or crouch. The employee must frequently lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually quiet.

HEALTH AND SAFETY RESPONSIBILITIES

Adhere to all safety rules and procedures. Bring unsafe acts and conditions to the attention of the manager. Correct hazards and unsafe conditions. Train other associates in safe work practices. Investigate accidents, near-accidents, and potential hazards. Actively participates in housekeeping activities and in the safety and health program.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)