What are the responsibilities and job description for the Business Development Manager BDR position at Shelving Rack Systems, a BMH company?
About Us
We are a fast-growing leader in the material handling equipment space, offering solutions that include forklifts, automation, racking, conveyors, and more. Our mission is to help our customers move, store, and manage materials more efficiently. We are now looking for a dynamic and results-driven BDR Manager to join our team and help accelerate our growth.
Position Summary
The Business Development Manager will lead our growing team of Business Development Representatives (BDRs). This person will be responsible for ensuring the team hits daily outreach targets, improves messaging and call effectiveness, and contributes to our aggressive goal of growing market share by setting new appointments for our equipment sales team.
This is a hands-on leadership role focused on coaching, accountability, and strategy. You will also lead development of early-stage sales materials, in concert with the marketing team, like site visit decks and work closely with the broader sales team to ensure quality pipeline generation.
Key Responsibilities
Team Leadership & Coaching
- Lead and manage an existing team of 2 BDRs with a focus on outbound call efforts. Grow team (final number TBD) to serve the entire equipment sales organization (~30-40 salespeople)
- Drive a KPI-focused environment (150 outbound calls per day per rep).
- Develop call scripts, objection handling templates, and outreach sequences.
- Provide regular coaching, call reviews, and role-play training to improve rep performance and conversion rates.
Performance Management
- Monitor activity through CRM dashboards and hold reps accountable for KPIs.
- Analyze team performance and pipeline quality to optimize outreach strategies.
- Recruit, hire, and train new BDRs as the team expands.
Sales Support & Strategy
- Collaborate with the sales team to support early-stage lead nurturing and appointment setting.
- Assist with building and refining first site visit presentation decks.
- Provide insights and feedback to improve messaging and targeting strategies.
CRM & Process Discipline
- Ensure consistent and correct usage of the CRM (Dynamics 365 or equivalent) by the BDR team.
- Maintain accurate records of interactions and lead progression.
- Partner with marketing and sales operations to refine lead routing and tracking processes.
Qualifications
- 3 years of sales or BDR experience, with at least 1 year in a leadership or management role.
- Strong understanding of outbound calling strategies and inside sales best practices.
- Experience with CRM systems (preferably Dynamics 365).
- Comfortable setting and holding team members accountable to high activity expectations.
- Exceptional communication, coaching, and analytical skills.
- Background in material handling, industrial sales, or a related B2B environment is a plus.
- Undergraduate degree with strong academic performance
What We Offer
- Competitive salary performance-based bonus
- Health, dental, vision, and 401k benefits
- Opportunity to shape and grow a high-impact team
- Career advancement in a high-growth company
- A collaborative, energetic, and purpose-driven culture
Ready to help us take market share and build something big? Apply today.
Job Type: Full-time
Pay: $85,000.00 - $100,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Health insurance
- Paid time off
Work Location: In person
Salary : $85,000 - $100,000