Business Development Manager

Hybrid in Grand Rapids, Michigan

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The Business Development Manager is responsible for establishing sales targets to meet Company objectives and developing strategic sales plans based on Company goals that will promote sales growth and customer satisfaction for the organization.  This role will work directly with Marketing to coordinate marketing strategies with the business development plans to generate better leads and promote products and services.

Essential Job Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

1.    Serve as the first point of contact for any leads obtained through the Internet, Sales Leads subscription, telemarketing efforts or other lead generation activities.
2.    Actively pursue accounts in targeted markets as dictated by the sales team by making initial contacts and identifying key decision makers.
3.    Qualify each lead in order to set up only valuable meetings for sales team and track activity for report at the weekly sales lead meeting.
4.    Track on a monthly report those leads that have developed into quote activity for the sales team.
5.    Discuss with marketing group of applicable messages as developed by Group Marketing to the North American market through e-blasts and website.
6.    Identification of viable trade shows based on sales team target market segments.
7.    Plan for and attend trade shows with exhibits including pre-show marketing and set up of meetings for sales team while at the event.
8.    Work with sales team and Group Marketing to develop educational pieces, white papers, case studies, press releases and other collateral for use in external mailers, on the website and in newsletters.
9.    Discuss with Marketing the messaging for all social media outlets with information from e-news and other.
10.    In collaboration with Marketing, create an annual marketing and business development plan and budget. 
11.    Track competitor activity and give monthly reports at weekly sales meetings.
12.    Evaluate new markets and/or companies as dictated by the sales team.
13.    Determine the direction for viastore future growth by identifying new industry market potential and building new business. 
14.    Provide strategic input for executing and developing improvements in viastore’s strategy in the North American Market.
15.    Develop relationships with and maintain a database of leads, consultants, and vendors.
16.    Accountable for the timely assignment of all sales organization objectives.
17.    Directs implementation and execution of sales policies and practices. 
18.    Evaluate, suggest and create professional presentations to optimize customer’s current technology needs and enhance their business process. 
19.    Apply sales skills to obtain new leads, build and maintain a sales funnel. Manage multiple channels selling strategies. 
20.    Interface with global subsidiaries to focus on collaborative solutions-focused sales behaviors that result in improved overall sales.
21.    Leads all aspects of the sales process, calling upon others to assist in solution development and proposal delivery, as needed. Develop budget estimates and firm proposals for prospective clients including pricing of system. Sells the companies complete offering of products and services. 
22.    Prioritize investments in enabling technologies in support of sales organization productivity. Work closely with Manager of Marketing to understand sales and technology strategy. Recommends changes and enhancements to the Company customer relationship management technology platform. 
23.    Ensures sales reports and other internal intelligence is provided to the sales organization, leadership team and parent company. Develops new reporting tools as necessary.


1.    Excellent written and verbal communications skills are essential.
2.    Must have the ability to understand your audience and write copy that is clear, concise and targeted.

Supervisory Responsibility 

This position does not require any direct supervisory responsibilities but may serve as a coach and mentor for peers in the department. 

Travel Requirements

National travel to trade shows and conferences will take place ~5-6 times per year. Could also include trips to job sites occasionally.

Required Education and Experience

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

1.    Bachelor’s degree in Marketing or General Business.
2.    5 or more years’ experience in new business development and marketing in a B2B environment, preferably in the automated material handling industry.
3.    Sharp negotiation and networking skills
4.    Strong verbal and written communication
5.    Initiative and good decision making skills. 
6.    Highly self motivated and self disciplined with ability to work effectively with little or no supervision. 
7.    Outgoing personality with expertise at developing relationships, particularly with business owners, presidents and CEO’s. 
8.    Experience in managing a complete sales cycle from cold calling to closing business and future account management.