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Business Development Manager
2 months ago
Overall Direct to Dealer (DTD) business development (Sales, Distribution, Account Management) ownership of the Pro Audio Category in the USA. The BDM of KRK directly reports to the Vice President of Commercial, Americas, dotted line to the Global Business Development Director Gibson Sound Solutions. Develops and executes the business development strategy for the US in line with global Pro Audio category direction. Drives strong revenue growth and brand building initiatives andcreates outstanding delear partnerships.Elevates dealer sell-through, while ensuring excellent instore consumer experiences and engagement (instore refers to B&M and Etail).
Essential Functions
Execute the Pro Audio commercial strategy, aligned with global category strategy to achieve the brand’s sales, market share, distribution, margin, and profitability objective.
Develop a seasonal “Business Development Game Plan” for each channel and account. Formulate commercial sales programs, deploy those and track progress.
Introduce JBPs (Joint Business Plans), as a tool to develop growth and link this with the Premium Partner and Pay for Performance program. Establish partnerships for growth with Winning Accounts (Win with the Winners)
Set monthly, quarterly, and annual targets by account and channel (KBDs and KPIs), track and report progress.
Develop Sales Forecasts by month, quarter, and full year by territory and distribution segmentation.
Takes responsibility for revenue and product level forecasts based on market insight, business intelligence, inventory levels, dealer velocity, BDM/DPS and Marketing insight.
Set annual and quarterly sales, margin, pricing, distribution & product mix targets by territory and distribution segment (incl. door counts, door efficiency, etc.). This includes the development of the seasonal game plan.
Deployment of seasonal programs & sales packages to the BDM team.
Monitor, evaluate, and report Sales, Purchase Order, Distribution performance against targets with the help of Sales Operations; make interventions where necessary.
Set clear targets regarding vertical and horizontal distribution for the regions and different channel segments.
Partner with cross functional teams (Commercial, Product, Marketing, Operations) for best-in-class commercial toolbox deployment (e.g.: Price Lists, Samples, Digital Catalogs, Feature & Benefits, GTM Calendar, etc.)
Establish differentiated category offering by channel (Evangelize Assortment Planning and Consumer/ Channel/Customer Right Assortment Selling)
Provide impactful Preview and Pre-line presentations to accounts.
Demonstrate great story telling, share best practices, recognize performance, and celebrate success.
Ensure best-in-class communication with Commercial/Sales/Marketing GTM organization.
Required Skills/Abilities
Makes clear decisions, which may involve making tough choices.
Takes initiative and acts with confidence.
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.
Identifies business opportunities and maximises growth and business development.
Required Education and Experience
Post-secondary education in Business/Marketing or related area or equivalent experience (Bachelor/master’s degree)
3-5 years’ relevant work experience in Sales, Account, Distribution Management roles, or similar equivalent professional experience.
Excellent written and oral communication skills.
Project management skills combined with ability to work as part of a team.
Personal Qualities
Passionate about working and winning in a team environment.
Results oriented and driven, with a track record for delivering to plan.
Flexibility to adapt quickly to changing circumstances. Able to proactively question and challenge to prioritize and identify solutions in timely manner.
Clear and logical thinker
Relish working in a company with a diverse, challenging, and fast paced environment.
Travel Requirements
Domestic Travel required 20-30%
Physical Demands
Ability to lift and transport product samples weighing an average of 50 pounds each.
We celebrate diversity and Gibson Brands, Inc is an
Equal Opportunity
employer.
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