LC Industries - Job Description
Senior Business Development Manager - Base Supply Centers
I. JOB DESCRIPTION
Department: Sales
Location: All Regions
Reports to: Director, Sales
II. STATEMENT OF PURPOSE
The Senior BSC Business Development Manager possesses a strong commitment to team environment dynamics with the ability to lead, supervise, mentor, contribute and follow executive leadership directives. Responsibilities include the managing and growing the sales pipelines of the BDM team across all regions and business units. This role understands success is a combination of Hunter (uncover new opportunities) and Farmer (relationship cadence and management). As a relationship manager, the advancement of the company's strategic AbilityOne influence with an emphasis on BSC and company sales growth is core. This includes management of cross-functional internal teams (District Managers, Store Managers and the Customer Care Coordinators - CCC's) with the BDM's in the fulfillment of corporate productivity, quality, and bottom-line sales objectives. Oversight of BDM teams tracking and ensuring healthy sales funnels that ensure identification of prospects, building relationships in contracting, identifying potential partnerships with complementary businesses, managing long and complex sales cycles, achieving high growth sales and surplus budgets, managing and coordinating quotes/orders through the CCC (inside sales team) to achieve corporate establish goals. Manage Federal accounts with highly complex infrastructures requiring excellent relationship skills, strong political acumen and change management plans for efficient execution. Accomplished professional who places high individual and team value on loyalty, integrity, teamwork, competence and recognized by customers as a strategic, solution oriented consultant and valued supply partner.
III. RESPONSIBILITY FOR WORK OF OTHERS
Yes
IV. BUSINESS COMMUNICATION
Actively and nearly daily communication with BDM team and BSC personnel in region and other members of corporate staff, customers and vendors.
V. SUPERVISION REQUIRED
Limited supervision.
VI. EDUCATION REQUIRED
College graduate preferred.
Proven track record and experience considered in lieu of degree
VII. TRAINING AND SPECIALIZED KNOWLEDGE REQUIRED

• Ability to lead others to drive achievement of corporate and business unit goals
• Ability to mentor through example, direction and constructive coaching
• Ability to build and maintain a dynamic team synergy that builds on strengths
• Ability to influence others to get results and decisions made, working with all levels of management both internally and externally.
• Ability to elevate relationships to decision maker and influencer levels in addition to card holder or processor level.
• Financial, business, and political acumen with an understanding of AbilityOne and Federal Supply business processes requirements.
• Analytical ability to read and interpret customer/project financials and sales results.
• Strong written, verbal and presentation communication skills.
• Proficiency in Microsoft Office.

VIII. EXPERIENCE REQUIRED
Eight years prior military or federal sales experience
Five years sales management experience
IX. TRAVEL REQUIRED
Frequent overnight travel required.
X. SPECIFIC DUTIES AND RESPONSIBILITIES

• Manage a "pipeline" of customer prospects and projects within sales territories and assist the entire company with establishing and cultivating relationships with high level Key Decision Makers and contracting.
• Develop, maintain and strengthen customer & vendor relationships with profitable growth through large strategic accounts at the executive and Credit Card buyer level.
• Ensure through BDM team the research of potential customers in assigned territory, determining priorities, competition, and a sales and marketing strategy.
• Ensure through BDM team the identification of decision makers within targeted businesses, initiate contact with new prospects and establish a preliminary introductory relationship in collaboration with the District Manager and Customer Care Coordinators.
• Ensure through BDM team the continued and regular reaching out to each new prospects, anticipating questions, objections and roadblocks to present LC Industries as the premier and complete Supply Partner of choice (Hunter skills).
• Ensure through BDM team the regular cadence of existing Customers to increase LC Industries account penetration to achieve Sales and Profit goals. This includes developing in depth and broad relationships within the command structures to secure our position and leverage additional opportunities (Farming skills).
• Provide mentoring and skill set training to BDM team to ensure skill sets are up to date.
• Work with and promote to BDM team existing AbilityOne agencies that purchase from LC Industries to promote and increase sales of LC Industries manufactured products, as well as additional AbilityOne and or commercial virtual warehouse items.
• Have regular contact cadence with BSC leadership team regions and teams to ensure regular communication and alignment of goals.
• Ability to understand and exhibit LC Industries Core Values.
• Performs other duties as assigned.

XI. PHYSICAL DEMANDS
While performing the duties of this job, the employee is in a moderate office environment. The employee is regularly required to sit; stand; walk and use hands. The employee is required to drive a vehicle to conduct face to face sales calls with customers at customer location. Must be able to ambulate in any work space and buildings.
XII. WORK ENVIRONMENT
The noise level in the work environment is usually moderate. When in the Manufacturing area, hearing protection may be required depending on the department.
The physical demands and work environment 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.
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)