Illinois Tool Works, Inc. Business Development Manager II in Troy, Ohio
Business Development Manager II at ITW
Business Development Manager II Job Description
Platform- Cooking North America – Food Service
Business Unit -Steam
Business Development Manager II
Salary Grade ITW 12
Exempt - FLSA
Job Function- Marketing
EEO-1 Category: Professionals (02)
Scope & Function
The Business Development Manager (BDM) is a highly-visible position that reports to the Business Unit Manager (BUM) requiring a strong and open partnership with the BUM to grow and position the business for long-term success.
Exceptional interpersonal skills are required to build the respect and trust necessary to influence the internal Operations team and Field Sales Organization.
The BDM is the product sales expert for multiple lines of cooking equipment including steamers, kettles and braising pans and is responsible for recommending and specifying select products to dealers, foodservice consultants and sales representatives.
Essential functions include pricing control, product line training, the development of dealer sales programs, the creation and revision of promotional materials, involvement with go-to-market strategies for new products, competitive analysis and ongoing ownership of product line inquiries.
A competitive and winning attitude are essential as the BDM develops and executes tactical plans by product category to meet sales goals including market share gains in a highly competitive environment.
As a leading member of the business unit management team, the BDM will contribute to both the Annual Operating Plan (AOP) and Long Range Plan (LRP).
Skills / Ability
Open and inclusive with a competitive nature focused on winning and success.
Professional presence, trustworthy and independent.
Proven success incorporating multiple selling and promotional tools in a dealer environment.
Strong analytical mindset develops and executes product line and growth strategies.
Prior budgeting experience with an understanding of major P&L contributors.
Superior time management ability with a results orientation.
Experienced and confident presenting to large groups often including executives.
Takes pride in meeting customer needs while routinely exceeding expectations.
Team player that supports co-workers and other internal customers.
Exceptional verbal, written and interpersonal communication skills.
Routinely uses spreadsheets and other PC tools to deliver high levels of performance.
Coordinate sales and promotional efforts for multiple product lines to achieve annual objectives.
Influence the Field Sales Organization to promote key products through ongoing training, updates and promotions.
Establish and maintain close ties with independent sales representatives frequently joining on dealer sales calls to train and support dealer sales representatives.
Develop a regular factory presence with targeted dealers to strengthen brand alliance and grow sales.
Support the Field Sales Organization and dealer network by responding to product line questions as well as pricing and lead time inquiries on a daily basis.
Lead product training efforts including content creation, presentations and demonstrations on-site and at dealer locations and buying group events while contributing to the ongoing success of the Vulcan Experience.
Represent product lines at national and regional industry association trade shows and coordinate the display of show equipment and related promotional materials.
Monitor competitive pricing on a regular basis and provide competitive analysis for key product lines.
Identify unmet customer needs and support the development of new features and breakthrough products including a lead role in the development of go-to-market strategies, pricing and promotions.
Lead annual price book update including new product listings as well as revisions to options and pricing.
Develop a presence with end-users in target markets by attending and supporting regional associations, conferences and trade groups.
Create and maintain brochures, specifications, sell sheets and other promotional material including on-line content and videos working in conjunction with shared corporate resources and external agencies.
Support the BUM on special projects as needed including market research and the development of the Annual Operating Plan (AOP) and Long Range Plan (LRP).
Learn and employ ITW methodology including 80/20 and targeted selling practices to accelerate growth.
Freely share ideas and opportunities with the BUM and other members of the management team while supporting the growth and success of other ITW Food Equipment Group business units and divisions.
Business Development Manager II Physical Requirements / Working Conditions
- Travel approximately 75% of the time.