Business Developer

Job Overview:

The Business Developer will be responsible for identifying the strategic priorities (identify decision maker(s), goals, objectives) of customers and formulating proposals that will increase Martin Brothers opportunities for sales. This position will lead the growth of local restaurants, hospitality, and senior living chains while collaborating with TSMs (Territory Sales Managers) to maintain and develop prospects/customer needs and maintain market share.

Expectations:

Lead the prospecting efforts of restaurants, hospitality, and senior living chains within the territory of Martin Bros.

• Identify opportunities for growth by targeting potential new customers.
• Remain informed about competitive advantages and disadvantages in the marketplace and share strategies with other departments to better position Martin Bros.
• Assist with pricing comparisons, when requested, and utilize existing resources to provide a competitive proposal.
• Lead proposal meetings, presentations, and follow-up communication with potential customers.

Work in conjunction with TSM/DSRs and be the primary liaison between the independent restaurants/local chains, hospitality, and senior living facilities, in all areas of Martin Bros. Distributing.

• Provide TSMs/DSRs with information and research regarding specific prospects within their territory.
• Participate in marketing projects and contribute to group discussions.
• Work directly with TSMs, DSRs, and other departments on securing new customers.
• Communicate the changing needs of customers proactively.
• Work with Credit Manager on credit expectations as related to each situation.
• Address customer concerns or needs while keeping company goals and objectives in mind.

Utilize technological systems along with reports and analysis as part of the sales process.

• Provide bi-monthly sales updates.
• Provide the sales team with Top Prospects, including detailed research and a sales approach/plan.
• Coordinate lead prospecting activity and reporting updates.
• Communicate and update opportunities/activities and the HC spreadsheet on progress with prospects.

Support sales to ensure growth and perform additional duties as requested or assigned.

• Provide leadership.
• Manage accounts.
• Problem-solving and communication.
• Overall market growth, retention, and success.

Job Duties:

• Network extensively for leads.

• Develop relationships with key influencers in the market.
• Develop a formal marketing plan for generating new business.
• Review and revise marketing plans regularly and/or as needed.
• Develop a target account list of potential customers.
• Utilize measurable, long-term plans to penetrate target accounts.
• Qualify leads into potential customers.
• Perform detailed needs analysis to understand client requirements for a foodservice distributor.
• Present Martin Bros. products and services persuasively.
• Use effective sales techniques to solidify and close deals.
• Respond timely to customer inquiries and requests.
• Act as a professional interface with team members and the prospect/customer.
• Serve as a liaison between the sales team and other internal departments.
• Present to committees, customer groups, and teams.
• Travel to meet with customers or attend industry functions.
• Perform other duties as requested.

Education:

• Bachelor’s degree or three to four years related experience and/or training or equivalent combination of education and experience in Marketing, Management, or Public Relations.

Skills and Qualifications:

• Get it done attitude with professionalism.
• Collaborative style; build strong, supportive relationships.
• Ability to work independently in a goal-structured environment.
• Excellent presentation skills.
• Strategic market penetration skills.
• Effective and timely communicator.
• Excellent computer skills.
• Ability to solve problems in various situations.
• Willingness to travel with overnights expected.
• Valid driver’s license and MVR to meet insurance requirements.
• Ability to work in a non-structured environment and be independently motivated.
• Ability to handle difficult situations and interactions.
• Strong organizational skills with prioritization ability.
• Pass pre-employment requirements including drug screening and background check.