Business Development Manager

At Hillman, we offer competitive pay as well as performance-based incentive awards and other great benefits for a happier mind, body, and wallet. Health benefits include medical, vision and dental coverage as well as short-term and long-term disability. Financial benefits include 401(k), education assistance, Military Leave Pay, stock purchase and company-paid life insurance. Paid time off benefits include parental leave, family care leave, bereavement, jury duty, and voting. You will also receive PTO that can be used for vacation, sick leave, holidays, or other purposes. The amount you receive depends on your job classification and length of employment. It will meet or exceed the requirements of paid sick leave laws, where applicable.

Eligibility requirements apply to some benefits and may depend on your job classification and length of employment. Benefits are subject to change and may be subject to a specific plan or program terms. For information about benefits and eligibility, see our Benefits Showcase:

Job Summary

As the Business Development Manager (BDM), your key responsibility will be identifying and signing new high-value customers for Hillman. You will focus on our primary customer channels: Pro Lumber, Pro Hardware Stores/Home Centers, and Farm and Ranch. In this position, you will develop a pipeline of prospects, determine the needs of specific prospects, and present the Hillman value proposition to meet those needs.The Business Development Manager is an ambassador for Hillman, developing relationships with industry leaders, organizations, vendor partners, and prospective customers. This position will also work closely with the Hillman sales team, helping new customers transition to their Territory Managers during the early months after signing customers.

Essential Job Functions *

The BDM will have responsibilities for the account throughout the entire 12-month sales cycle and will need to communicate effectively with the local Territory Manager/District Manager to ensure the account's full potential over this period. The BDM's focus will be on full-conversion opportunities in which Hillman will become the primary distributor of fastener products to the prospective retailer.

Increase top-line sales for Hillman but will also be required to target prospective customers and develop a sales approach with company profitability in mind. Understanding the return on investment, customer lifetime value, and the fundamentals of the Hillman financial model will be critical in successfully targeting and signing new businesses.Actively research, pursue, and open prospective customers within defined sales channels by articulating and executing the Hillman value proposition.Maintain a weekly prospect pipeline report with measurable results.Pre-Call: Decision maker, business focus, competition, and what needs improvement.Post-Call: Opportunity, plan for solution, ROI on customer conversion, customer lifetime valueUtilize Hillman's marketing and merchandising material/initiatives to present solutions to prospective customers strategically.Actively communicate with Territory Managers and their District Managers to develop a plan to transition newly opened accounts to the appropriate Territory Manager.Manage expenses related to travel, meetings, organization membership, and conversion resources under Hillman's overall expense budgets.Attend industry trade shows with a 'show plan' to further business development efforts.

• This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change or new ones may be assigned at any time with or without notice.

Employees are expected and encouraged to participate in safety and health program activities including immediately reporting hazards, immediately reporting unsafe work practices and incidents to supervisors, wearing required personal protective equipment, and participating in and supporting safety committee activities.

Education & Experience

College degree or equivalent required.Minimum of 3 years in new business development or territory manager position.Retail experience and knowledge a mustComfortability with cold calling and a track record for success.Knowledge/experience in the hard-line and/or Building Hardware industry preferred.Existing book conversions won in the Hardware and Building Channel is high desirableIntermediate experience with Microsoft Excel, PowerPoint, Business Intelligence systems, and CRM toolsTravel 75% of the time. Maintains a valid driver license.

Competencies - Knowledge, Skills and Abilities

Takes initiative and follows through on promises; accepts responsibility for mistakes; protects confidentiality; voices disagreement with tact; accepts & implements change. Optimizes team performance through coaching and mentoring. Looks beyond self-interestExhibits cooperative behavior; anticipates customer needs & initiates service in a timely manner; exceeds service expectations at all timesCommunicates verbal & written information in a clear, concise manner; invites contact and listens with respect. Provides and seeks support to improve communicationPossess current industry & job knowledge; is organized & efficient: demonstrates effective time management & multi-tasking skills; makes decisions in a timely manner. Follows best project management practices and models effective project management behavior

Operational Equipment

List all applicable operational equipment required to complete assigned duties.

Work Environment and Physical Demands

Work Environment

Sales/Service: Environment varies due to location/store set-up. May be exposed to cramped quarters, dust, fumes, or odors. Travel required daily. May have to drive 200 miles daily. Hand/eye coordination required. Function vision and hearing required.

Physical Demands

Sales/Service: Medium, lifting up to 30 lbs., occassionally pushing/pulling up to 100 lbs.