Overview
Sales Development Manager - Ohio, Kentucky, Michigan, Iowa
Job Summary: As the Sales Development Manager (SDM), your key responsibility will be identifying and signing new high-value customers for Hillman. You will focus on our primary customer channels Pro Lumber, Pro Hardware Stores/Home Centers, and Farm and Ranch. In this position, you will develop a pipeline of prospects, determine the needs of specific prospects, and present the Hillman value proposition to meet those needs.
The Sales Development Manager is an ambassador for Hillman, developing relationships with industry leaders, organizations, vendor partners, and prospective customers. This position will also work closely with the Hillman sales team, helping new customers transition to their Territory Managers during the early months after signing customers.
Responsibilities
Increase top-line sales for Hillman while targeting prospective customers and developing a sales approach with company profitability in mind. Understand return on investment, customer lifetime value, and the fundamentals of the Hillman financial model to successfully target and sign new businesses.
Actively research, pursue, and open prospective customers within defined sales channels by articulating and executing the Hillman value proposition.
Maintain a weekly prospect pipeline report with measurable results.
Pre-Call: identify decision maker, business focus, competition, and what needs improvement.
Post-Call: plan for solution, ROI on customer conversion, and customer lifetime value.
Utilize Hillman's marketing and merchandising material/initiatives to present solutions to prospective customers strategically.
Actively communicate with Territory Managers and District Managers to develop a plan to transition newly opened accounts to the appropriate Territory Manager.
Manage expenses related to travel, meetings, organization membership, and conversion resources within Hillman's overall expense budgets.
Attend industry trade shows with a ‘show plan’ to further business development efforts.
Note: Duties and responsibilities may change or new ones may be assigned at any time with or without notice.
Education & Experience
College degree or equivalent required.
Minimum of 3 years in new business development or territory manager position.
Retail experience and knowledge required.
Comfortable with cold calling and a track record of success.
Knowledge/experience in the hard-line and/or Building Hardware industry preferred.
Existing book conversions in Hardware and Building Channel is highly desirable.
Intermediate experience with Microsoft Excel, PowerPoint, Business Intelligence systems, and CRM tools.
Travel 75% of the time. Maintains a valid driver license.
Competencies – Knowledge, Skills And Abilities
Initiative and accountability; supports change; mentors teammates; protects confidentiality; communicates effectively; and drives team performance.
Cooperative behavior; anticipates customer needs and initiates timely service; aims to exceed service expectations.
Clear verbal and written communication; fosters collaboration and supports others to improve communication.
Current industry and job knowledge; organized and efficient; effective time management and multi-tasking; follows project management practices.
Work Environment and Physical Demands Work Environment: Sales/Service environment varies by location/store setup. May be exposed to cramped quarters, dust, fumes, or odors. Travel required daily; may drive up to 200 miles daily. Hand/eye coordination required. Functional vision and hearing required.
Physical Demands: Sales/Service is Medium; lifting up to 30 lbs., occasionally pushing/pulling up to 100 lbs.
The Hillman Group is an Equal Employment Opportunity and Affirmative Action Employer and will not discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin or ancestry, sex, age, physical or mental disability, protected veteran or military status, genetic information, citizenship status, sexual orientation, gender identity, marital status, or any other legally recognized protected basis under federal, state or local laws, regulations or ordinances. The information collected by this application is solely to determine suitability for employment, verify identity and maintain employment statistics on applicants.
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Job Summary: As the Sales Development Manager (SDM), your key responsibility will be identifying and signing new high-value customers for Hillman. You will focus on our primary customer channels Pro Lumber, Pro Hardware Stores/Home Centers, and Farm and Ranch. In this position, you will develop a pipeline of prospects, determine the needs of specific prospects, and present the Hillman value proposition to meet those needs.
The Sales Development Manager is an ambassador for Hillman, developing relationships with industry leaders, organizations, vendor partners, and prospective customers. This position will also work closely with the Hillman sales team, helping new customers transition to their Territory Managers during the early months after signing customers.
Responsibilities
Increase top-line sales for Hillman while targeting prospective customers and developing a sales approach with company profitability in mind. Understand return on investment, customer lifetime value, and the fundamentals of the Hillman financial model to successfully target and sign new businesses.
Actively research, pursue, and open prospective customers within defined sales channels by articulating and executing the Hillman value proposition.
Maintain a weekly prospect pipeline report with measurable results.
Pre-Call: identify decision maker, business focus, competition, and what needs improvement.
Post-Call: plan for solution, ROI on customer conversion, and customer lifetime value.
Utilize Hillman's marketing and merchandising material/initiatives to present solutions to prospective customers strategically.
Actively communicate with Territory Managers and District Managers to develop a plan to transition newly opened accounts to the appropriate Territory Manager.
Manage expenses related to travel, meetings, organization membership, and conversion resources within Hillman's overall expense budgets.
Attend industry trade shows with a ‘show plan’ to further business development efforts.
Note: Duties and responsibilities may change or new ones may be assigned at any time with or without notice.
Education & Experience
College degree or equivalent required.
Minimum of 3 years in new business development or territory manager position.
Retail experience and knowledge required.
Comfortable with cold calling and a track record of success.
Knowledge/experience in the hard-line and/or Building Hardware industry preferred.
Existing book conversions in Hardware and Building Channel is highly desirable.
Intermediate experience with Microsoft Excel, PowerPoint, Business Intelligence systems, and CRM tools.
Travel 75% of the time. Maintains a valid driver license.
Competencies – Knowledge, Skills And Abilities
Initiative and accountability; supports change; mentors teammates; protects confidentiality; communicates effectively; and drives team performance.
Cooperative behavior; anticipates customer needs and initiates timely service; aims to exceed service expectations.
Clear verbal and written communication; fosters collaboration and supports others to improve communication.
Current industry and job knowledge; organized and efficient; effective time management and multi-tasking; follows project management practices.
Work Environment and Physical Demands Work Environment: Sales/Service environment varies by location/store setup. May be exposed to cramped quarters, dust, fumes, or odors. Travel required daily; may drive up to 200 miles daily. Hand/eye coordination required. Functional vision and hearing required.
Physical Demands: Sales/Service is Medium; lifting up to 30 lbs., occasionally pushing/pulling up to 100 lbs.
The Hillman Group is an Equal Employment Opportunity and Affirmative Action Employer and will not discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin or ancestry, sex, age, physical or mental disability, protected veteran or military status, genetic information, citizenship status, sexual orientation, gender identity, marital status, or any other legally recognized protected basis under federal, state or local laws, regulations or ordinances. The information collected by this application is solely to determine suitability for employment, verify identity and maintain employment statistics on applicants.
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