JOB SUMMARY:
This is a developmental role reporting directly to and supporting the Director of Sales Operations. The role of the International Business Development Manager will grow into a critical role for the growth of BendPak, Inc. We have an already established a market leading position in our domestic market however, there is considerable potential to grow our current market share worldwide with both new and existing customer accounts. This growth will come both from developing our existing sales networks in existing international markets and expanding into new geographical markets. This position manages sales of company products within the international market; ensures consistent, profitable growth in sales revenues through positive planning, and identifies objectives, strategies, and creates action plans to improve short- and long-term sales and earnings.

The International Business Development Manager will be responsible for nurturing and growing relationships with our key customers across the globe. This role is pivotal to our organization’s growth strategy, focusing on customer retention, expansion, and helping to deliver best-in-class customer service. Your primary responsibilities will revolve around proactive engagement with both existing and new potential customers, spearheading lead generation and prospecting initiatives to broaden our customer base. Your objective is to thoroughly understand our customer needs and deliver customized solutions from our extensive array of high-quality products.

KEY TRAITS AND CHARACTERISTICS:

• Able to focus on the big picture while being passionate about every minute detail.
• An excellent communicator and comfortable working with cross-functional teams
• A true Problem Solver – can think holistically and present scenarios to solve the problem at hand.
• Comfortable operating in ambiguity. Apply process where it creates value, and design process where necessary.

KEY DUTIES AND RESPONSIBILITIES:

• Provide Exports team with a vision of BendPak’s objectives.
• Maintain and grow existing customer base and sales revenue.
• Initiate new business opportunities through targeted lead generation and proactive prospecting methods.
• Explore trade show opportunities and industry events to identify potential customers.
• Maximize sales revenue in existing markets.
• Expand sales into new territories.
• Research trends to develop accurate sales projections.
• Cultivate and maintain strong relationships with customers through regular communication.
• Understand customer needs and provide exceptional service.
• Understand the customer's business (strategically, operationally, financially)
• Understand the customer's buying process and identify all influences, intimately understanding their requirements.
• Coordinate all growth initiatives specific to the global customer business, identifying and growing opportunities to the assigned targets for profitable sales volume and strategic objectives of the account.
• Provide customers with proactive proposals to solve their challenges.
• Using CRM, track key account metrics and alert internal stakeholders of any performance or cost to serve requirements, ensuring action plans are initiated and acted on to resolution.
• Using CRM, maintain an up-to-date pipeline of current and future opportunities, quantifying number of opportunities, value of the opportunity and managing the probability to win business.
• Develops, maintains, and keeps up to date a deep understanding of our extensive product line and services, including origin, quality, and application.
• Effectively guide customers in their purchasing decisions.
• Implement sales strategies to achieve individual and team targets.
• Identify opportunities for upselling and cross-selling.
• Efficiently manage the order process from purchase orders to delivery.
• Ensure accuracy and timely fulfillment while addressing any customer concerns.
• Stay informed about industry trends, competitor activities, and market demands.
• Work closely with the broader sales team, logistics, and customer service departments.
• Effectively manage accounts receivable, including invoicing and timely follow-ups on outstanding payments.
• Collaborate with the finance team to ensure a smooth financial transaction process.
• Research trends to develop accurate sales projections.
• Advise on implementing sales and marketing strategies.
• Monitor competitor activity and industry trends in order to identify opportunities for growth.
• Forecast, track and record sales activities to meet or exceed targets.
• Meet with customers to finalize contracts, discuss products, product features, services, and ensure that all parties are clear on terms and conditions.
• Ensure that customers know all the products, services, and capabilities our company can offer.
• Develop and maintain strong relationships with key customers, understanding their business needs and challenges.
• Expand sales into new territories and new markets by researching potential customers to determine which have the biggest potential for BendPak’s products or services.
• Consult with upper management regarding pricing and margin target to ensure profitability in target markets.
• Collaborate with the purchasing department regarding inventory levels to ensure that the Company has enough product available to meet demand.
• Oversee Exports Team customer service issues that arise to ensure quick and courteous resolutions.
• Communicate and coordinate with internal departments.
• Follow up on international distributor and customer interactions.
• Act as the primary point of contact and advocate for customers within the organization, assist with high severity requests or issue escalations as needed.
• Co-ordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers' expectations.
• Responsible for overall retention of accounts in assigned book of business.
• Developing strong customer relationships, expanding business with existing customers, and new account development and retention.
• Responsible for the growth and profitability of international sales.
• Resolve customer issues on price, delivery, and quality.
• Reduce inventory levels by selling off aged inventory and slow-moving product.
• Familiarize self with Freight Forwarder and Shipping with Customs
• Potential travel to trade shows, sales meetings, and key events.
• Create an environment oriented to trust, open communication, creative thinking, and organized team effort.
• Provide encouragement to team members, including communicating team goals and identifying areas for new training or skill checks.
• Train and prepare the Exports Team to handle all export orders in an accurate and timely manner.
• Assure that all team members have the necessary education and training to effectively participate in a team environment.
• Serve as a resource and content expert to team members. Provide them with answers and guidance on BendPak products and services and their roles in the delivery of these products and services.
• Ensure team members have a complete understanding of ERP and CRM functions and capabilities and team members are knowledgeable about BendPak ordering processes and procedures.
• Promote within the team, quality customer service, including interaction with customers, proper phone answering procedures, and how to effectively handle customer complaints.
• Communicate deadlines, sales goals, and customer service goals to team members.
• Lead by setting a good example (role model). Behavior must be consistent with words.
• Help team members resolve dysfunctional behavior.
• Assist management with hiring processes and new team member training.
• Ensure that each team member feels that their work is valued, appreciated, and meaningful to the success of BendPak goals.
• Relate all new or revised policies, procedures, and processes to team members to ensure they have the most up‐to‐date and current information.
• Interact with international distributors and customers either by telephone or electronically to provide and process information in response to inquiries, concerns and requests about products and services.
• Enters orders in the system and follow up on order status.
• Makes bookings with ocean carriers and maintain booking sheets.
• Coordinates orders with packinghouses, customers, ocean carriers, truckers.
• Obtains, records, and evaluates all relevant information to handle inquiries and complaints.
• Process orders, forms, applications, and requests
• Reviews and negotiates import and export letters of credit.
• Sends packing instructions to warehouses and suppliers.
• Prepares sales documents.
• Verifies and vouchers sales orders and quotes.
• Follows up on customer payments.
• Responds to inquiries regarding shipping.
• Manage distributor accounts.
• Keep records of distributor and customer interactions and transactions
• Exercises tact and discretion in interpersonal contacts.
• Respects confidentiality of privileged information.

REQUIREMENTS AND TECHNICAL COMPETENCIES:

• Minimum High school diploma or equivalent required; AS/AA or BS/BA in Business Administration, preferred.
• Proven track record of having consistently achieved sales quota at a relevant scale.
• 3 years of sales experience in medium to large enterprise
• Strong computer skills including MS Office (Word, Excel, Outlook), MS Teams, Zoom, general internet use, and Windows-based software and databases.
• Must be able to type 45-60 WPM with 100% accuracy.
• Strong working knowledge of ERP systems
• Ability to analyze processes and develop valid solutions to resolve issues at hand.
• Strong written and oral communication skills
• Highly motivated and target-driven
• Prioritizing, time management, and organizational skills
• Knowledge of customer service principles and practices
• Knowledge of administrative procedures
• Minimal initial mechanical or automotive experience a plus
• Attention to detail and accuracy.
• Strong data collection and order entry skills
• Customer service orientation
• Initiative
• Ability to analyze processes and develop valid solutions to resolve issues at hand.
• Professional demeanor
• Highly motivated and target-driven
• Knowledge of administrative procedures
• Listening skills
• Data collection and order entry skills
• Exercises tact and discretion in interpersonal contacts.
• Respects confidentiality of privileged information
• Strong attention to detail and excellent organizational skills.
• Exceptional communication and interpersonal abilities to liaise with suppliers, customers, and internal teams.
• Ability to prioritize tasks, handle multiple projects simultaneously, and meet tight deadlines.
• Proficiency in using export-related software/ tools and knowledge of export regulations, international trade practices, and shipping logistics a plus.
• Ability to analyze processes and develop valid solutions to resolve issues at hand.
• Ability to address concerns consistently and fairly across multiple programs.
• Excellent judgment, reasoning, conflict-resolution, and problem‐solving skills
• Ability to influence outcomes and juggle multiple priorities in a fast-paced environment.
• Experience in team management and talent development
• Ability to make independent decisions in a changing environment and anticipate future needs.
• Energetic, adaptable, flexible, collaborative, proactive, and comfortable with change and uncertainty.
• Ability to analyze and research data and resolve discrepancies.
• Ability to employ deductive reasoning and critical thinking skills.
• Ability to seek out information and resolve issues.
• Ability to lead, manage teams, and manage projects to achieve organizational objectives.
• Ability to analyze complex data and make recommendations.
• Ability to work confidentially with discretion on privileged and sensitive information and abide by BendPak’s privacy and confidentiality policies.
• Ability to calculate and process information quickly and accurately.
• Learn new concepts quickly and accurately.
• Valid US passport required.
• Minimal international travel is required.

Job Type: Full-time

Pay: From $65,000.00 per year

Application Question(s):

• What languages are you fluent in?

Experience:

• Business development: 1 year (Preferred)
• Sales: 3 years (Required)

Ability to Commute:

• Agoura Hills, CA 91301 (Preferred)

Willingness to travel:

• 25% (Preferred)

Work Location: In person