Business Development Manager
Malibu Boats, Inc., Nashville, TN, United States
Summary
The Business Development Manager, Marine Components is responsible for driving the external commercialization strategy for Marine Components by identifying, developing, and securing new B2B wholesale and OEM customer relationships. This role will lead new customer acquisition efforts across marine dealers, distributors, service networks, boat builders, regional chains, and select OEM partners. As an individual contributor, this position is a highly visible commercial leadership role responsible for expanding market presence, negotiating supply agreements, establishing wholesale channel partnerships, and delivering measurable revenue growth during the launch phase of external sales operations. This role requires a highly entrepreneurial, results‑driven professional capable of building a customer pipeline from the ground up while representing the Marine Components brand across the marine industry.
Essential Duties and Responsibilities
Business Development & Customer Acquisition (50–60%)
Commercial Strategy & Channel Development
Develop and execute territory and channel expansion strategies to establish regional and national wholesale distribution coverage.
Build and manage a portfolio of strategic wholesale accounts from initial engagement through long‑term relationship management.
Support development of market‑entry strategies aligned with marine business cycles and seasonal demand patterns.
Partner cross‑functionally with operations, engineering, and leadership teams to align customer opportunities with production capabilities.
Contract Negotiation & Pricing Management
Negotiate pricing agreements, stocking programs, volume commitments, payment terms, and promotional programs aligned with company margin objectives.
Manage minimum order quantities, discount structures, and commercial terms to optimize profitability and long‑term partnerships.
Secure external supply agreements supporting annual revenue growth targets.
Marketing & Industry Engagement
Support development and execution of marketing strategies including participation in industry trade shows, dealer events, and boat shows.
Represent Marine Components at industry functions to increase brand awareness and generate future sales leads.
Maintain strong awareness of competitor activity, customer trends, and emerging market opportunities.
Performance & Revenue Delivery
Achieve aggressive new customer acquisition and revenue growth targets during the commercialization launch phase.
Maintain accurate pipeline forecasting and opportunity tracking.
Provide regular reporting on market feedback, competitive insights, and revenue projections.
Qualifications
Knowledge and Skill Requirements
Required
5–10+ years of progressive experience in B2B sales or business development within manufacturing, marine, industrial components, automotive suppliers, or OEM environments.
Demonstrated success securing new business and building customer portfolios from prospecting through contract execution.
Bachelor’s degree in Business, Marketing, Engineering, or related field preferred.
Experience negotiating pricing agreements and supply contracts.
Preferred
Prior experience selling marine-specific parts, accessories, propulsion components, or related categories.
Experience building or managing a small sales team (even 1–3 people).
Familiarity with marine trade events and wholesale channels.
Existing relationships with marine dealers, distributors or boat builders is a strong plus.
Experience working in a company transitioning from internal/captive supply to external sales.
Travel Requirements
Ability to travel up to 50–60% as required to support customer engagement, dealer visits, and industry events.
Personal Characteristics
Entrepreneurial, self‑directed, and comfortable building programs from the ground up.
Strategic thinker who can also execute tactically in a start‑up‑like phase.
Hunter mentality with strong prospecting and closing skills.
Excellent communication, negotiation, and relationship‑building abilities.
Data‑driven with good forecasting and pipeline management habits.
High integrity and professionalism when representing a new‑to‑market supplier.
Language Skills
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations in English.
Ability to write reports, business correspondence, electronic mail, procedures and performance documents, as examples, in English.
Ability to effectively present information and respond to questions from groups of managers, clients, customers and other employees of the organization.
Ability to effectively conduct meetings in person and with technology assistance.
Mathematical Skills
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
Ability to utilize data to make business decisions.
Reasoning Ability
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
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.
Employee Lifts and/or Carries: type amount of weight in each area. Maximum: 50 (lbs) Frequently: 20 (lbs) Occasionally: 35 (lbs)
Employee Uses Hands For Repetitive Activities
Simple Grasping: Right, Frequent Left, Frequent
Pushing/Pulling: Right, Occasional Left, Occasional
Fine Manipulation: Right, Frequent Left, Frequent
Employee Uses Feet For Repetitive Activities
Right: Occasional Left: Occasional
Employee Is Required To Perform These Activities
Bending At Waist: Occasional
Squatting: Occasional
Climbing Ladders, Stairs: Occasional
Kneeling On Ground: Occasional
Reaching Above Shoulder: Occasional
Work Environment
Typical 8–9 hour work days based upon facility.
Typical 5 day work week schedule based upon facility and schedule loading.
Overtime is occasional to frequent based on a number of factors.
Required to work indoors and outdoors, year round and in all weather conditions.
May be required to work during production shutdowns or other “off‑schedule” periods to conduct special activities.
Safety glasses required while in production areas.
Other PPE may be required based on specific projects.
Competencies
Accountability, dependability, adaptability and flexibility.
Coaching, mentoring.
Creative, innovative thinker.
Good decision making and judgment.
Leadership.
Ethics, integrity, honesty.
Willingness to learn.
Teamwork
Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; contributes to building a positive team spirit; Puts success of team above own interests; Supports everyone's efforts to succeed.
Motivation
Measures self against standard of excellence.
Quality
Demonstrates accuracy and thoroughness; Applies feedback to improve performance; Monitors own work to ensure quality.
Attendance/Punctuality
Is consistently at work and on time.
Dependability
Takes responsibility for own actions.
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The Business Development Manager, Marine Components is responsible for driving the external commercialization strategy for Marine Components by identifying, developing, and securing new B2B wholesale and OEM customer relationships. This role will lead new customer acquisition efforts across marine dealers, distributors, service networks, boat builders, regional chains, and select OEM partners. As an individual contributor, this position is a highly visible commercial leadership role responsible for expanding market presence, negotiating supply agreements, establishing wholesale channel partnerships, and delivering measurable revenue growth during the launch phase of external sales operations. This role requires a highly entrepreneurial, results‑driven professional capable of building a customer pipeline from the ground up while representing the Marine Components brand across the marine industry.
Essential Duties and Responsibilities
Business Development & Customer Acquisition (50–60%)
Commercial Strategy & Channel Development
Develop and execute territory and channel expansion strategies to establish regional and national wholesale distribution coverage.
Build and manage a portfolio of strategic wholesale accounts from initial engagement through long‑term relationship management.
Support development of market‑entry strategies aligned with marine business cycles and seasonal demand patterns.
Partner cross‑functionally with operations, engineering, and leadership teams to align customer opportunities with production capabilities.
Contract Negotiation & Pricing Management
Negotiate pricing agreements, stocking programs, volume commitments, payment terms, and promotional programs aligned with company margin objectives.
Manage minimum order quantities, discount structures, and commercial terms to optimize profitability and long‑term partnerships.
Secure external supply agreements supporting annual revenue growth targets.
Marketing & Industry Engagement
Support development and execution of marketing strategies including participation in industry trade shows, dealer events, and boat shows.
Represent Marine Components at industry functions to increase brand awareness and generate future sales leads.
Maintain strong awareness of competitor activity, customer trends, and emerging market opportunities.
Performance & Revenue Delivery
Achieve aggressive new customer acquisition and revenue growth targets during the commercialization launch phase.
Maintain accurate pipeline forecasting and opportunity tracking.
Provide regular reporting on market feedback, competitive insights, and revenue projections.
Qualifications
Knowledge and Skill Requirements
Required
5–10+ years of progressive experience in B2B sales or business development within manufacturing, marine, industrial components, automotive suppliers, or OEM environments.
Demonstrated success securing new business and building customer portfolios from prospecting through contract execution.
Bachelor’s degree in Business, Marketing, Engineering, or related field preferred.
Experience negotiating pricing agreements and supply contracts.
Preferred
Prior experience selling marine-specific parts, accessories, propulsion components, or related categories.
Experience building or managing a small sales team (even 1–3 people).
Familiarity with marine trade events and wholesale channels.
Existing relationships with marine dealers, distributors or boat builders is a strong plus.
Experience working in a company transitioning from internal/captive supply to external sales.
Travel Requirements
Ability to travel up to 50–60% as required to support customer engagement, dealer visits, and industry events.
Personal Characteristics
Entrepreneurial, self‑directed, and comfortable building programs from the ground up.
Strategic thinker who can also execute tactically in a start‑up‑like phase.
Hunter mentality with strong prospecting and closing skills.
Excellent communication, negotiation, and relationship‑building abilities.
Data‑driven with good forecasting and pipeline management habits.
High integrity and professionalism when representing a new‑to‑market supplier.
Language Skills
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations in English.
Ability to write reports, business correspondence, electronic mail, procedures and performance documents, as examples, in English.
Ability to effectively present information and respond to questions from groups of managers, clients, customers and other employees of the organization.
Ability to effectively conduct meetings in person and with technology assistance.
Mathematical Skills
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
Ability to utilize data to make business decisions.
Reasoning Ability
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
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.
Employee Lifts and/or Carries: type amount of weight in each area. Maximum: 50 (lbs) Frequently: 20 (lbs) Occasionally: 35 (lbs)
Employee Uses Hands For Repetitive Activities
Simple Grasping: Right, Frequent Left, Frequent
Pushing/Pulling: Right, Occasional Left, Occasional
Fine Manipulation: Right, Frequent Left, Frequent
Employee Uses Feet For Repetitive Activities
Right: Occasional Left: Occasional
Employee Is Required To Perform These Activities
Bending At Waist: Occasional
Squatting: Occasional
Climbing Ladders, Stairs: Occasional
Kneeling On Ground: Occasional
Reaching Above Shoulder: Occasional
Work Environment
Typical 8–9 hour work days based upon facility.
Typical 5 day work week schedule based upon facility and schedule loading.
Overtime is occasional to frequent based on a number of factors.
Required to work indoors and outdoors, year round and in all weather conditions.
May be required to work during production shutdowns or other “off‑schedule” periods to conduct special activities.
Safety glasses required while in production areas.
Other PPE may be required based on specific projects.
Competencies
Accountability, dependability, adaptability and flexibility.
Coaching, mentoring.
Creative, innovative thinker.
Good decision making and judgment.
Leadership.
Ethics, integrity, honesty.
Willingness to learn.
Teamwork
Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; contributes to building a positive team spirit; Puts success of team above own interests; Supports everyone's efforts to succeed.
Motivation
Measures self against standard of excellence.
Quality
Demonstrates accuracy and thoroughness; Applies feedback to improve performance; Monitors own work to ensure quality.
Attendance/Punctuality
Is consistently at work and on time.
Dependability
Takes responsibility for own actions.
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