Senior Business Development Manager – Combi

Company Description

Position Summary

Vulcan, recognized by chefs and operators around the world as the best-in-class supplier for premier, energy-efficient foodservice equipment, is seeking an organized and energetic Senior Business Development Manager (SBDM) to join our growing team.

Vulcan is a division of Illinois Tool Works (ITW), a Fortune 200 global multi-industrial manufacturing leader with revenues totaling $14 billion in 2022.

Scope & Function

The Senior Business Development Manager (SBDM) is a highly visible position that reports to the Senior Director of Sales Operations requiring a strong and open partnership with the manager to grow and position the business for long-term success. This position works collaboratively with the product line Director of Operations, Director of Chain Sales, National Account team, field selling organization and engineering.

This role will have a Sales Development Manager (SDM) for Combi reporting to them.

Exceptional business acumen and interpersonal skills along with selling skills are required to build the respect and trust necessary to influence the internal Operations team and Field Sales Organization.

The SBDM is the product sales expert for Vulcan’s portfolio of Combi. The SBDM is required to play an integral leadership role to build and drive growth initiatives. We seek a product sales leader that knows the industry, competitive landscape, and has the attitude and get it done drive to be number one in their portfolio of products. The SBDM is responsible for building business relationships across the company and with customers. The SBDM trains, influences, recommends, and specifies their product portfolio to a diverse base within the industry including internal food service sales organization, dealer/distributor partners, foodservice consultants, and end customers that cross numerous business segments.

Essential functions include: Driving sales working in field with our manufacturer sales representatives, national account team, field sales, dealers, end customers, and foodservice consultants; Be the expert in competitive/comparative landscape of product and pricing; Conduct product line training at the company training center in Baltimore, MD and in field; Creation and revision of company promotional materials and customer promotional materials; Drive launch and go-to-market strategies for new products; Work national and regional tradeshows/conferences; Work collaboratively with engineering for customer-backed innovation; Work collaboratively with Director of Operations and Director of Chains to drive company initiatives.

In this role the SBDM will work closely with the Culinary and Marketing teams to enable sales and continue enhancing the Vulcan culinary experience through product training development, hands-on product demonstrations, product videos, marketing collateral, content creation, and cross-functional leadership.

A competitive and winning attitude is essential as the SBDM develops and executes tactical plans by product category to meet sales goals including market share gains in a highly competitive environment.

As a leading member of the product team, the SBDM will contribute to both the Annual Operating Plan (AOP) and Long-Range Plan (LRP).

Job Description

• Follow and execute ITW Enterprise Strategy, ITW Toolkit, Core Values, and Code of Conduct as a leader of the business.
• Coordinate sales and promotional efforts for multiple product lines to achieve annual objectives.
• Influence the Field Sales Organization to promote key products through ongoing training, updates, and promotions.
• Establish and maintain close ties with independent sales representatives frequently joining on dealer sales calls to train and support dealer sales representatives.
• Develop a regular factory presence with targeted dealers to strengthen brand alliance and grow sales.
• Support the Field Sales Organization and dealer network by responding to product line questions as well as pricing and lead time inquiries on a daily basis.
• Lead product training efforts including content creation, presentations, and demonstrations on-site and at dealer locations and buying group events while contributing to the ongoing success of the Vulcan Experience.
• Represent product lines at national and regional industry association trade shows and coordinate the display of show equipment and related promotional materials.
• Monitor competitive pricing on a regular basis and provide competitive analysis for key product lines.
• Identify unmet customer needs and support the development of new features and breakthrough products including a lead role in the development of go-to-market strategies, pricing, and promotions.
• Lead annual price book update including new product listings as well as r