Business Development Manager

Description

Job Role: Business Development Manager – Key Accounts

Classification: Regular, Full-Time; Salary, Exempt from Overtime

Department: 300 – Business Development

Yard: HQ

Schedule: Hybrid/Remote; Travel, As Required

Reports to: Vice President (VP) of Business Development

Direct Reports: None

Company Overview: Nutrition 101 LLC – headquartered in Pendleton, IN - is a leader in eco-friendly waste handling and innovative food lifecycle management solutions. We help food processors, manufacturers, and retailers maximize value by turning food byproducts into sustainable resources, from upcycled livestock feed to comprehensive waste management services. For more information about 101, check us out online at www.101.us.

Role Summary: The Business Development Manager – Key Accounts is responsible for driving growth and strengthening relationships within Nutrition 101’s key accounts while identifying and targeting new potential key customers. This role combines strategic account planning, multi-level relationship management, and hands-on execution to ensure long-term success for both clients and the company. 

The BDM is instrumental in delivering innovative solutions aligned with Nutrition 101’s mission to reduce waste, maximize sustainability, and deliver measurable value. Additionally, the role requires overseeing and delegating tasks to internal team members ensuring effective execution at the plant level while focusing on strategic initiatives at the corporate level. By maintaining oversight of plant-level activities, the BDM ensures alignment with broader customer goals and company objectives.

*This position is not eligible for visa sponsorship. Applicants must be legally authorized to work in the United States on a permanent basis without the need for current or future immigration sponsorship.

Key Responsibilities (others may be assigned as business needs dictate):

Strategic Account Planning & Targeting

• Develop and execute comprehensive account growth strategies for current Key Accounts, focusing on revenue growth, cross-selling, new market penetration and deeper partnerships.
• Research and identify prospective Key Accounts with high potential for strategic partnerships, leveraging market data, industry trends, and client alignment with Nutrition 101’s capabilities.
• Create tailored engagement plans for prospective Key Accounts, outlining entry points, relationship-building strategies, and growth opportunities.
• Map out multi-layered engagement strategies for existing and potential clients, assigning roles across internal teams to build relationships at all levels.

Key Account Relationship Management

• Serve as the primary contact for high-level client engagements, fostering trust and loyalty.
• Conduct business reviews with clients facilitating strategic discussions to maintain alignment with goals and evolving needs. No less than 1 per quarter. 
• Collaborate with internal teams and client stakeholders to implement multi role engagement strategies, ensuring proactive and seamless engagement.
• Identify and mitigate risks such as competitor actions, operational challenges, or shifts in client priorities.

New Key Account Targeting

• Build a pipeline of high-potential Key Account prospects through networking and industry analysis.
• Position Nutrition 101 as a trusted Organic Waste Partner during initial outreach and engagement.
• Present customized proposals and presentations to articulate value propositions for potential Key Accounts.

Sourcing and Executing End-Site Solutions

• Research and negotiate partnerships with waste processors to support Key Account sustainability initiatives, including recycling, composting, anaerobic digestion, and upcycling.
• Collaborate with internal teams to implement waste management solutions, ensuring compliance with client and regulatory requirements.
• Work with Territory Account Managers, sales coordinators and operations teams to manage documentation, vendor compliance, and day-to-day logistics.
• Collaborate with internal teams to develop and maintain contingencies for all end-site solutions to ensure seamless continuity in the event of disruptions.

Contract Negotiation & Financial Strategy

• Lead contract negotiations, balancing client value with long-term profitability.
• Develop financial models to support pricing strategies aligned with client expectations.
• Address and resolve financial or margin issues while ensuring pricing structures remain competitive.
• Lead the development of sales and financial forecasts for Key Accounts by gathering relevant information from TAM