Business Development Manager – Food, Beverage, and Personal/ Household Care

Company Description

ITW Hartness is a world class secondary packaging equipment manufacturer headquartered in the beautiful suburbs of Greenville, SC. Founded on the premise of cutting-edge innovation and a relentless commitment to our customers, ITW Hartness’ world class equipment is designed to our customers’ goals of continuous improvement throughout the production process.

Take this opportunity to join a successful and enthusiastic global team where you can make a significant impact immediately. You will enjoy a competitive salary and generous benefits that includes health, dental, life and LTD insurance, 401k (with match), and a 100% tuition reimbursement program for those who qualify. Our health and wellness offer high family value (lower deductibles/maximum out of pocket/ co-pays) and our 401k/retirement planning program is top tier. 

 ITW Description (NYSE ITW):

Since ITW’s founding more than 100 years ago, ITW has become one of the world’s leading diversified manufacturers of specialized industrial equipment, consumables and related service businesses. ITW businesses serve local customers and markets around the globe, with a significant presence in developed as well as emerging markets. The company has operations in 56 countries that employ more than 50,000 women and men who adhere to the highest ethical standards. ITW has 81 businesses divided into 7 Segments, which includes: Welding, Automotive OEM, Food Equipment Group, Construction Products, Polymers & Fluids, Test and Measurement & Electronics, and Specialty.

Job Description

As a key member of the ITW Hartness commercial team, the Business Development Manager (BDM) reports to the North American Sales Manager and will work closely with Key Account Managers (KAMs) to drive proactive, outbound sales activities to achieve revenue, margin, product, and market share goals for the food, beverage, and personal and household care markets.  Working collaboratively across the business and utilizing a variety of sales tools and market data, this role will help develop both short and long-term strategies to grow existing accounts and drive net new relationships within the defined markets.

This position can be remote, but it is desired that individuals be within a +/- 2.5-hour drive from Hartness headquarters in Greenville, SC.

Primary Responsibilities

Strategic Planning:

• Work with KAMs to develop and implement account-based strategies to expand influence and build new pipeline with both new and existing, defined accounts
• Review market data, market publications, growth trends, and historic sales data to help define list of new strategic prospects that meet ideal customer criteria

Prospecting and Sales Growth:

• Execution of “hunter” based sales tactics to uncover customer and prospect needs, present Hartness as a differentiated solution, and schedule meetings with end-users and partners/ integrators to drive pipeline growth
• Establish a consistent messaging cadence, quarterly lunch and learns, and yearly business reviews with prospects and customers in alignment with sales process
• Develop a working product knowledge of Hartness product portfolio to be able to have educated discussions with customers and prospects
• Partner with the Marketing team to develop differentiated marketing collateral tailored for select markets
• Be accountable to deliver on quarterly success metrics including number of meetings scheduled and new pipeline created
• Execute short-term product or market blitzes to drive additional revenue to meet annual plan

Execute ITW Principals:

• Learning, comprehension, and practical execution of the ITW toolbox as related to sales activity
• 100% adoption of existing CRM platform (Salesforce) for all commercial activity inclusive of updating contacts/ accounts, logging calls/ emails, scheduling appointments, and lead creation/ follow-up
• Partner with marketing and sales on “voice of customer” initiatives
• Participation and execution of FTB (front-to-back) planning initiatives as related to specific markets
• Partner with KAMs to execute Large Account Management Plans

This position can be remote, but it is desired that individuals be within a +/- 2.5-hour drive from Hartness headquarters in Greenville, SC.

Qualifications

• Bachelor’s degree in Business, Marketing, or Packaging-related field.  Strong experience in lieu of Bachelor’s degree will be considered.
• 5+ years of business development or sales experience within capital equipment market
• Proven success qualifying commercial opportunities within targeted accounts and driving net new business across variety of markets
• Up to 75% travel may b