Business Development Manager - Harrisburg - D and H Distributing Co

    D and H Distributing Co
    D and H Distributing Co Harrisburg

    1 week ago

    Description
    Business Development Manager
    This is a field traveling role.
    D&H is growing Join 100+ year old Employee-Owned technology distributor, offering end-to-end solutions for today's resellers, retailers, and the clients they serve across the SMB and Consumer markets.
    • We are empowered by our employee Co-Owners who provide the industry's best service, and we promote a collaborative culture.
    • We offer an Employee Stock Ownership Plan, 401k, Paid Time Off, Medical, Prescription, Dental and Vision benefits as well as Gym Reimbursement, Work from Home Reimbursement, Employee Purchase Program, Tuition Assistance and much more
    • As a D&H Co-Owner you receive numerous discounts on services.
    • We feel strongly about giving back to the community and promoting sustainable, eco-friendly business practices.
    SUMMARY
    The primary role of the Business Development Manager (BDM) is to identify and assist in developing strategic relationships with key partners or potential customers. This position will work in tandem with the inside and outside sales organization as well as cross departmentally with the marketing and vendor management groups to coordinate, plan, and execute sales activities based on strategic D&H and vendor initiatives.
    ESSENTIAL DUTIES AND RESPONSIBILITIES

    • Quota Achievement. Achieve assigned quota targets and strategic objectives on a consistent basis.

    • Sales Planning. Develop and execute a quarterly sales plan to develop partner relationships and business opportunities (including travel plans).

    • Business Planning. Develop and execute partner business plans to facilitate onboarding, pipeline creation and revenue for assigned vendors.

    • Strategic Relationships. Identify and assist in developing strategic relationships with existing or potential partners with ability to drive significant revenue opportunities.

    • Collaboration. Work in tandem with the D&H sales organization, cross departmentally, and with targeted vendor resources to coordinate, develop and execute strategic business plans to achieve revenue targets within their assigned territory.

    • Partner Engagement. Achieve partner engagement metric targets including field meeting and virtual meetings to develop relationships and business opportunities.

    • Partner Transformation. Influence partner transformation and adoption of new business models and solutions related to cloud computing and associated technologies.

    • Communication. Articulate the D&H Modern Solutions strategy and value proposition while attending D&H and industry events.

    • Forecasting and Pipeline Management. Maintain sales pipeline and provide timely and accurate sales forecasting to the D&H leadership team.

    • Vendor Relations. Develop and maintain relationships with key vendors within assigned territory to collaborate on new partner opportunities.

    • Team Coaching. Act as a coach and mentor to build team skill development for the D&H inside sales organization required to support proper customer experience, optimize sales process and revenue production.

    • Leadership. Engage with the D&H leadership team to provide feedback, identify process improvement opportunities, and assist with skill development for co-owners.

    • Technical Acumen. Maintain high level business and technical acumen related to Modern Solutions technology, managed and professional technology services and associated business models.

    • Results Oriented. Demonstrate strong drive for results and success; convey a sense of urgency to achieve outcomes and exceed expectations; persist despite obstacles, setbacks and competing influences.

    • Drive. Promote a culture of high energy, creativity, leadership, timeliness, professionalism, desire to learn, and willingness to contribute to continuous improvement.

    • Professionalism. Represent D&H professionally in daily ongoing interface with customers and vendors, and adhere to company policies, procedure and ethics.
    KEY METRICS

    • Partner Business Reviews

    • Partner Field Meetings

    • New Partner Acquisition

    • Partner Business Plans

    • Partner Proposals
    KNOWLEDGE, SKILLS, and/or ABILITIES
    • Basic Microsoft Office, CRM, and office productivity software familiarity.
    • Proven IT prospecting, business development, sales, relationship management skills.
    • Cross-functional team leadership, sales pipeline and organizational management skills.
    • Strong presentation and communication skills.
    • Ability to develop and execute business plans.
    • Solid technical acumen and understanding of cloud and managed service provider business models.
    • Strong negotiation skills with ability to develop contracts and partnership agreements.
    • Ability to build operational processes.
    • Analytical and problem-solving skills.
    • Ability to think and work creatively to develop joint value propositions.
    • Executive presence and ability to conduct professional meetings.
    • Self-motivated with good time management skills.
    • Results oriented with strong financial forecasting skills.
    • Ability to qualify and prioritize business opportunities.
    EDUCATION and/or EXPERIENCE
    Education
    • Bachelor's Degree in Business or equivalent industry experience.
    Experience
    • 5+ years of experience managing partner relationships with solid, demonstrated performance.
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