Job Description

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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, and engineering.

Exceptional business acumen and interpersonal 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\xc3\xa2\xc2\x80\xc2\x99s portfolio of Fryers. The SBDM is required to play an integral leadership role. 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/distributors, foodservice consultants, and end customers.

Essential functions include: Driving sales working in field with our manufacturer sales representatives, 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 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.

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).

• 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 revisions to options and pricing.
• Develop a presence with end-users in target markets by attending and supporting regional associations, conferences, and trade groups.
• Create and maintain brochures, specifications, sell sheets and other promotional material including on-line content and videos working in conjunction with shared corporate resources and external agencies.
• Participate in special projects as needed including market research and the development of the Annual Operating Plan (AOP) and Long-Range Plan (LRP).
• Learn and employ ITW methodology including 80/20 and targeted selling practices to accelerate growth.
• Freely share ideas and opportunities with the Business Development Managers and other members of the management team while supporting the growth and success of other ITW Food Equipment Group business units and divisions.

Qualifications:

Education: Bachelor of Science or Bachelor of Arts degree preferably in marketing, business, engineering or equivalent in work experience.

Experience: 7+ Years sales, engineering and/or product management experience with a manufacturer of foodservice, industrial or commercial products.

Skills and Ability

• Open and inclusive with a competitive nature focused on winning and success.
• CRM; Dynamic 365
• Microsoft Suite; Outlook, Word, Excel, PowerPoint, OneNote
• Professional presence, trustworthy and independent.
• Proven success incorporating multiple selling and promotional tools in a dealer environment.
• Strong analytical mindset develops and executes product line and growth strategies.
• Prior budgeting experience with an understanding of major P&L contributors.
• Superior time management ability with a results orientation.
• Experienced and confident presenting to large groups often including executives.
• Takes pride in meeting customer needs while routinely exceeding expectations.
• Ability to manage cross-functional teams.
• Exceptional verbal, written and interpersonal communication skills.

• Travel approximately 2 nights 3 days per week.

Position based in Charlotte, North Carolina.

ITW is an equal opportunity employer. We value our colleagues\xc3\xa2\xc2\x80\xc2\x99 unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.

Illinois Tool Works