Commercial Business Development Manager
Memphis, TN, United States
The National Accounts – Commercial Business Development Manager (CBDM) is responsible for planning, implementing and executing all necessary activities for the successful leadership and management required to meet and exceed national account business development sales objectives, goals, plans and targets.
The National Accounts – Commercial Business Development Manager (CBDM) leads specific assigned Regional Business Development Managers (RBDMs) and accounts as defined by the Director of Commercial Business Development. Primary focus is to grow AutoZone sales by maintaining/expanding regional relationships with existing National Account Customers and by identifying new National/Regional Account opportunities.
Key Responsibilities
• Year over year NA portfolio growth in assigned territory (26-27 regions in East / West territories)
• Provides Managerial, Strategic and Tactical field expertise for all National Account Programs
• Leads team of 6-9 Regional Business Development Managers (RBDM)
• New business - Directs opportunity identification, discovery process and closing of new business opportunities through NA deal sheet process
• Relationship management - Fosters strong working relationships with direct regional partners / shop owners and vertical industry leaders to ensure AZ programs are consistently promoted
• Team talent assessment and bench development
• Evaluates RBDMs on regional effectiveness, ability to manage by leadership influence, sales process compliance and overall sales performance
• Daily interaction with DVPs/DCSMS/RMs and RCSM's on effectiveness of regional NA strategies developed by RM/RCSM/RBDM.
• Business reviews - Conducted annually with high volume, non-top to top accounts to ensure relationship is meeting growth and margin expectations
• Training / Market Focus Activity - Assists with field training content. Works directly with AZ business development team and AZ regional teams to plan and execute market focus activity on a weekly basis to drive program awareness and incremental sales
• Communication - Via team of RBDMs, ensures accurate and consistent communication of NA program details and best field sales practices
• Industry Events / Tradeshows / Marketing Management - Assists Top to Top / Vertical Managers with AZ representation, execution, lead generation (follow-up) at all major industry events and tradeshows
• Identifies and evaluate share of wallet opportunities within existing AutoZone National Accounts by establishing strong working relationships with each account’s regional management team and by analyzing market strategies, deal requirements, potential, and financials; while evaluating options and adhering to all proven/applicable processes, standards and procedures.
• Locates and proposes potential business deals by contacting potential partners; discovering and exploring opportunities while complying with all AZ policies and procedures.
• Provide the required leadership, oversight, and development of all National Accounts, internal systems and tools, training, and required tracking for performance and target attainment
• Utilize the strategic relationship with ALLDATA in all new business partnerships and programs to drive sales growth.
• Provide chain-wide sales leadership by actively promoting 1 Team culture by communicating and training effectively across multiple sales, operations and support channels.
• Comply with all AZ policies and procedures.
• Maintain the highest professional and ethical standards.
Supervisory Responsibilities
Education and/or Experience
REQUIRED:
• 7 years of business to business sales experience, with 5+ years in sales management –Automotive is a plus
• Travel up to 80% of time
• Relentless pursuit of new profitable business and penetration of current accounts
• Strong understanding of financial statements and financial planning
• Excellent leadership skills
• Ability to create and execute customer development plans
• Ability to analyze sales reports and take appropriate action
• Understanding of P&L statement and gross profit
• Strong communication, negotiation, organization and leadership skills
• Strong proficiency with Microsoft Office productivity tools including Outlook, Excel, and Power Point
• Integrity, honesty, passion, drive and the desire for success
• Excellent customer service skills
• Education: Qualified candidates will have a Bachelor's degree or equivalent