What are the responsibilities and job description for the Business Development Representative position at SHAFFER DISTRIBUTING CO?
Location: Remote (Kansas City area)
Travel: Heavy travel during training period. Ability to travel up to 35% of the time after training period. Primarily regional within territory (Missouri, Iowa, Minnesota, Wisconsin, Illinois, Kansas, Nebraska, South Dakota, & North Dakota); occasional national trade shows.
We’re looking for a territory-based Business Development Representative to help us grow in key regional markets. This role focuses primarily on building new business while managing and expanding a smaller existing book of accounts. It’s a great fit for someone who enjoys building relationships, uncovering opportunities, and operating with clear accountability.
You’ll work directly with Family Entertainment Center (FEC) owners and operators, helping them improve performance through equipment, parts, service, and long-term partnership. This is a remote role with defined territory ownership and clear performance expectations.
Who We Are
Shaffer is a family-founded, employee-owned business with deep roots in the arcade equipment distribution and amusement operations space. For decades, we’ve supported customers in the family entertainment, vending, bar & restaurant, and route operations industries.
We are a nationally recognized leader in the arcade industry and operate in an environment that is relationship-driven and genuinely fun. As an employee-owned company, we value ownership, accountability, and teamwork.
We continue to invest in growth, new markets, and strong talent to help move the business forward.
What You’ll Do
This role owns and develops a defined geographic territory, focusing heavily on proactive new business development while maintaining existing customer relationships.
Key areas of responsibility include:
Territory Development
- Prospect and generate new customer relationships
- Build and grow pipeline within assigned territory
- Travel regularly to meet with customers and prospects
Account Management
- Manage and expand existing accounts
- Conduct discovery conversations to understand customer needs
- Identify opportunities for growth and long-term partnership
Sales Execution & Collaboration
- Maintain accurate pipeline and activity tracking in CRM
- Operate within defined KPIs and performance expectations
- Collaborate with internal experts to build appropriate solutions
- Participate in regional visits and national trade shows
This is an individual contributor role. You will operate independently within your territory while working closely with a strong internal support team.
Required Skills & Experience
- Demonstrated success in a solutions-based sales role
- Proven ability to prospect, & generate leads and new business
- Strong discovery and listening skills
- Ability to manage a full sales cycle
- Comfortable working independently in a remote territory environment
- Disciplined CRM usage and respect for process and KPIs
- Willingness to travel within assigned territory
- Industry experience is helpful but not required.
What We Offer
- Become an employee-owner and earn shares every year
- Compensation: Competitive base salary plus commission
- 401(k) with company match
- Medical, dental, vision, life, and disability insurance
- Paid vacation and paid holidays
- Supportive and collaborative work environment
Shaffer is an equal opportunity employer.