Business Development Associate

JOB DESCRIPTION SUMMARY:

You are responsible for effectively prospecting potential customers, getting a meeting with the key decision maker(s) in regards to the procurement of wood packaging and participating in presentations in order to close deals. You will effectively identify potential opportunities through the use of various techniques including cold calling, site visits, referrals, networking and communication with peers. You are responsible for working with the Business Development Manager to effectively transition the qualified prospect into the next phase of the sales cycle (New Customer Preparation) after completing the presentation stage of the sales gate process.

ORGANIZATIONAL STRUCTURE:

You report directly to the Account Retention Manager of the company. You must also work closely with others on the industrial products sales team and upper management to help meet the strategic goals of the company.

SKILLS, EXPERIENCE AND EDUCATION/TRAINING QUALIFICATIONS:

· Required Qualification – The position requires a valid driver’s license at all times; a High School Diploma or the equivalent; the ability to effectively communicate with prospective customers, vendors and management staff; time management skills; problem solving skills; critical thinking skills; organizational skills; English language skills; computer skills, specifically the ability to maintain CRM, Microsoft Word and Microsoft Excel to effectively manage the sales portion of the business; basic mathematical skills; writing skills; and reading skills.

· Preferred Qualifications – An Associate or Bachelor’s degree in a relevant discipline from an accredited college or university.

WORK ENVIRONMENT:

· The working conditions include time spent outside the office dealing with company matters that will necessitate extensive travel by automobile and occasionally public transportation; office space with no noise and a controlled temperature; production plant conditions and outdoor stockyard conditions.

· The sales territory is generally located in, but not limited to, the Mid-Atlantic region. Most day-to-day prospecting activities can be completed in a working day. Occasionally, there may be overnight travel required depending on unique situations presented by each customer’s requirements. The company would pay for all reasonable expenses incurred on these trips.

· The physical requirements are both working in a controlled office environment and operating a vehicle. The individual will utilize normal body movements of twisting, bending, walking and climbing to complete tasks associated with the position.

STRATEGIC RESPONSIBILITIES:

· Increase Market Share – Identify viable opportunities within our market through prospecting activities with a goal of increased sales at an acceptable profit level. Identify new product opportunities. You must show the ability to participate in the development and maintenance of programs to meet this strategic responsibility.

· Effective Planning – You must coordinate and meet prospecting goals within set time frames. You must meet deadlines for reporting schedules, expenses and lead progress to the management team. You must understand the importance of participating in the development and maintenance of budgets.

TACTICAL RESPONSIBILITIES:

· Time Management – You must be able to manage your time effectively including maximizing site visit opportunities geographically, effectively prospecting, coordinating qualified visits to potential customers with the account executive(s) and perform administrative duties. A typical work week would be as follows: Monday (Call Day/Follow-Up Email); Tuesday/Wednesday (Site Visits); Thursday (Site Visits/Prospecting Meetings); Friday (Paperwork/CRM Update/Follow-Up/Prep for Next Two Weeks).

· Business Knowledge – You must understand the relationships of sales pipelines, lead conversions and close rate to the overall sales goals of the company. Implicit knowledge of effective selling techniques is necessary. Basic knowledge of profit and a general understanding of the engineered aspects of wood packaging are necessary.

· Organizational Skills – You must be able to organize thoughts and implement action plans to effectively complete the duties of the Business Development Associate position. The guidelines outlined in this document are geared towards productive planning, plan implementation and analysis of data to effectively develop and maintain business.

· Effective Communication – You must be able to effectively communicate, using all appropriate methods, with potential customers. You must be willing to actively participate in networking activities. You must demonstrate the ability to effectively communicate with your peers and higher management. Participation in strategic, operational and tactical management of the business operations is required as necessary.

MEASURES OF PERFORMANCE:

The performance of the Business Development position within the company will be measured by the following metrics:

· Meet Monthly Targeted Prospect Meeting Goals;

· Meet Sales Pipeline, Lead Conversion Rate (%) and Close Rate (%) Goals Through Strategic Prospecting;

· Meet Budgeted Goals for New Revenue Generated from Prospecting Activities.

SPECIFIC ROLES & RESPONSIBILITIES:

· Identify strategic potential customers and proper contacts, setting qualified visits.

· Update CRM as Necessary with notes and changes to “potentials” and “accounts” as needed.

· Promote market-based pricing program to any potential customer.

· Submit Quarterly Planner to the Sales Manager four times annually (month ending March, June, September and December).

· Submit Weekly Planner to the Sales Manager by 5 PM every Friday.

· Submit expense reporting using company preferred platform by 5 PM every Friday.

· Update and follow policy on customer folder maintenance.

· Participate in meetings and trainings as scheduled.

· Submit Same Page document annually and review with Sales Manager during monthly 1:1.

Job Type: Full-time

Benefits:

• 401(k)
• Dental insurance
• Disability insurance
• Health insurance
• Life insurance
• Paid time off
• Vision insurance

Schedule:

• Monday to Friday

Supplemental pay types:

• Commission pay

Travel requirement:

• Travel

Work Location: Hybrid remote in New Oxford, PA 17350