Business Development Manager, National Accounts

About the position

Global Industrial has been an industry leader for over 70 years, providing private label and brand name industrial equipment and supplies to businesses throughout North America. We carry over 1.7 million industrial, material handling, and business products that are sold through our website, corporate salespeople, and full-color catalogs. We are constantly increasing our product offerings to meet the diverse and changing needs of our customers, which include small to large corporations, institutions, government agencies, and consumers.

Responsibilities

• Engage Group Purchasing Organization member base to target net new customers for Global Industrial.
• Manage newly created customer accounts and solidify and grow the relationship through ongoing Account Management.
• Develop and manage a tactical account/territory sales plan.
• Conduct thorough client analysis to assess customer needs, values, purchasing behavior, and motivation.
• Execute a sales strategy for penetrating accounts and maximize sales, including prospecting, cold calling, identifying key decision makers, and determining buying criteria.
• Effectively develop and manage your sales plan by setting daily/weekly/monthly goals and objectives, prioritizing tasks, and utilizing available resources.
• Utilize sales planning tools and the pipeline management process to obtain business objectives and goals.
• Build trust and credibility with clients through relationship building.
• Assist customers in finding solutions that will help them achieve their goals and add value.
• Provide support, information, and guidance by researching and recommending new profit and service improvements.
• Position yourself for new opportunities through networking and identify cross-selling and up-selling opportunities.
• Provide superior customer service by learning about customers to tailor service approaches to their needs and buying habits.
• Ensure courtesy and timely follow-up with clients.
• Stay abreast of industry trends and maintain product knowledge.

Requirements

• Knowledge and competence in the major elements of inside sales including cold calling, business development, customer qualification, and customer acquisition.
• Superior sales planning and business development skills.
• Excellent written/verbal communication and presentation skills.
• Strong computer skills including proficiency in Microsoft Word, Outlook, PowerPoint, and CRM Software.
• Self-motivated with superior problem-solving and negotiation skills.