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Business Development Manager
2 months ago
The Business Development Manager (BDM) leads the Sales, Account, Distribution and Relationship Management for the entire Gibson Brands Portfolio in the western states of the USA, and is responsible for reaching sales, orderbook and distribution targets.
The BDM executes the business development strategy in line with the Americas commercial direction, drives above market average revenue growth, brand building initiatives, and creates industry leading dealer partnerships.
She/He focuses on revenue growth through distribution, assortment mix and inventory optimization, while ensuring MAP and distribution integrity, channel management, building Premium Partnerships with Winning Accounts, and executing instore and online story-/product activation.
Duties and responsibilities
Business Planning and Execution
Create annual and seasonal Western Territory game- and sales plan (business plan), provide sales forecasts and merchandise assortment plans
Introduce JBPs (Joint Business Plans) and Annual Business Plans (ABPs) with the Premium Partner collaborate with Marketing to articulate the Dealer I-MAP (Integrated marketing activation plan)
Deliver orderbook in full and on time against set order windows and targets
Drive dealer Sell-Through (in collaboration with DPS and Marketing team)
Execute seasonal sales programs and build propositions for opportunity buys
Proactively manage credit limits in collaboration with credit department
Establish excellence in dealer call routine frequency and business meeting cadence.
Assess Territory landscape and provide insights on consumer, customer, competitor and community trends
Objective Management
Set revenue, orderbook, distribution, and product mix targets by account; track and report progress.
Develop Sales and Product Forecasts by month, quarter, and full year by territory and distribution segmentation
Monitor, evaluate and report Sales, Dealer Order, Distribution, Sell Through and Inventory performance against targets
Schedule and lead territory performance review calls as needed (monthly/quarterly)
Distribution
Design and execute distribution strategy to optimize distribution coverage, including B&M, Etail, 3P Marketplace
Manage Distribution Segmentation to ensure Enterprise System integrity as well as distribution reporting
Responsible for Account Master integrity with support from Dealer Service Representatives
Set and execute clear targets regarding vertical and horizontal distribution for the territory and the different channel segments
Review and update dealer authorizations. Ensure distribution and pricing integrity. Monitor Ecom and 3PL activity
Commercial Toolbox Deployment
Provide impressive Pre-line and business presentations to accounts
Establish recommended assortment and buy plans
Leverage product allocations for Give/Get discussions to ensure impactful story and new product launches
Demonstrate great story telling execution
Master the Go-to-Market (GTM) specific “Commercial Calendar” cadence and meet deadlines
Brief in “Dealer Exclusives” and “Made to Measure” (where needed) and follow-up on execution and delivery
Qualifications
Required Experience
5-8 years’ relevant work experience in Sales, Account, Distribution Management, Merchandise Buying/Planning roles, or similar equivalent professional experience
Relevant experience in the Musical Instrument market (Guitar Market Segment)
Proven track record in leading explosive growth in premium brand consumer industry
Post-secondary education in Business/Marketing or related area or equivalent experience
Proficient in Microsoft Office and Business Tools (Power BI knowhow is a plus)
Skilled in CRM systems and Sales Portals as a user (Salesforce knowhow is a plus)
Account-, Merchandise-, Credit-, Distribution-, Orderbook- and Sales Program Management
Excellent knowhow in Sell Through, Inventory, Ecom and B&M Metrics; Digital Savvy
Game Plan development and Assortment Planning (Channel Right Assortment)
Story-, Brand-, and Product Activation; Marketing Funnel; OmniChannel knowhow
Demonstrates excellent analytical skills in analyzing business metrics and reporting data and results
Fluent communication skills in English
Formulates Game and Sales Plans and drives execution excellence
Identifies business opportunities and maximizes growth and business development
Is result oriented and achieves goals and objectives
Focuses on business needs and dealer/consumer satisfaction
Drives execution under own direction and is self-sufficient, without the need of permanent supervision and effectively balances autonomy and collaboration
Establishes effective relationships across the organization, builds wide and effective networks of contacts inside and outside the organization
Listens, consults, and communicates proactively
Makes strong personal impression on others and gains clear agreement and commitment by persuading, convincing and negotiating
Presenting strong commercial acumen paired with financial know-how
Developing impactful presentations
Personal Qualities
Inspirational, genuine enthusiasm, great team collaboration and high say/do ratio
Aspires to delivery outstanding customer service
Proactive in identifying the root cause of issues and develop solutions
Personable, fun, team oriented and ignites a positive work atmosphere
Passion for music
Working conditions
This position requires up to 30% travel and 70% working from home office.
States covered: WA, OR, CA, NV, UT, CO, NM, AZ, ID, WY, MT
Communication
Key Relationships
Business Development Managers (BDMs)
Dealer Product Specialists (Technical Representatives in the Field)
Retail Marketing
Operations/S&OP
Finance (Credit)
We celebrate diversity and Gibson Brands, Inc is an
Equal Opportunity
employer.
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