Business Development Manager

The Business Development Manager (BDM) owns profitable revenue growth within an assigned territory by creating pipelines, winning new customers, expanding existing accounts, and improving share against competitors while managing territory travel and entertainment budget expectations. Success is measured by consistent achievement of monthly, quarterly, and annual sales targets, disciplined territory planning and forecasting, and effective cross-functional execution. Accounts and territories will vary by level.?

Key Responsibilities

Under the direction of a Sales Director, the BDM is accountable for delivering profitable growth across the assigned territory.

• Own and execute an annual territory growth plan to deliver monthly, quarterly, and annual profitable sales targets through new customer acquisition, competitive conversions, and existing account expansion.
• Build, maintain, and advance a qualified pipeline using disciplined prospecting, needs discovery, solution positioning, and negotiation to convert opportunities to closed/won business.
• Monitor market segments and competitive offerings; adjust go-to-market tactics and value messaging to accelerate share gains and margin.
• Partner cross-functionally with Key Account Managers, Account Managers, and Marketing, to remove obstacles, coordinate resources, and deliver customer outcomes.
• Maintain accurate territory management in CRM (Sales Force- daily hygiene, opportunity stages, notes, and next actions) and provide reliable forecasts, activity insights, and performance updates.
• Manage territory operating budget (travel & entertainment) to maximize ROI and align spend to growth priorities.
• Compliance & Professional Standards: Follow all required organizational policies, programs, training, and legal mandates; actively support the safety program and comply with IIPP requirements; perform duties ethically, professionally, and in a consistently safe and alert manner; and complete other duties as assigned by sales leadership.

Skills, Knowledge and Expertise

• Education:
• High School Diploma
• Bachelor's Degree Preferred
• Specialized Training/Certifications/Licenses:

o Valid driver’s license and ability to travel within the assigned territory.

• Experience:

o 3+ years of B2B sales or business development experience with consistent quota attainment.

o Proven success acquiring new customers and expanding existing accounts within a defined territory or portfolio.

o Experience using a CRM (e.g., Sales Force or similar) to manage pipeline, activity, and forecasting with strong data discipline.

o Food safety, food production, or similar background preferred

• Knowledge:
• Computer Skills (Microsoft Office Suite)
• Skills:
• Negotiation
• Communication
• Planning
• Collaboration
• Organization
• Scheduling
• People Management