Business Development Manager

The Business Development (Market Development) Manager partners closely with the Director of Sales to uncover and execute growth opportunities across the Southeastern US, with a focus on disciplined field execution, wholesale distribution expansion, and contractor conversion and retention. This onsite role is based in Columbus, OH and includes regular travel across the territory.

Market Development & Territory Growth

• Collaborate on market strategy and execution with Inside Sales, Marketing, and Contractor Development to drive territory growth and market share expansion.
• Apply local market expertise to align priorities and build joint growth plans with channel partners.
• Maintain high visibility across the region through frequent travel to strengthen channel and contractor relationships, conduct training, and complete jobsite and customer visits.

Sales Execution and Value-Based Positioning

• Execute a disciplined, upleveled sales process using a Challenger mindset, including planning ahead, diagnosing needs, positioning portfolio solutions, and delivering measurable value-based outcomes.
• Use a full portfolio approach to gain market share by articulating competitive value propositions, quantifying customer impact, and aligning solutions to each application and decision-maker.

Wholesale Distribution Expansion

• Grow existing wholesale distribution locations and add new locations by establishing strong local relationships.
• Align on mutual objectives and build growth plans that increase market share through demand creation, training, merchandising, and service.

Contractor Conversion and Loyalty

• Identify and target key market influencers to drive large contractor conversion and long-term loyalty.
• Support conversion through the appropriate channel, measure usage, and leverage a loyalty platform to clarify contractor value.

Forecasting, Tools, and Enablement

• Forecast and manage the territory pipeline with discipline, using data to guide decisions and deliver accurate monthly forecasting.
• Use technology tools and systems such as CRM and analytics to document activity, support a collaborative selling approach, and prioritize opportunities; leverage AI tools as appropriate to improve efficiency and effectiveness.
• Provide training and enablement for distribution partners, contractors, and internal teammates to strengthen product knowledge and portfolio positioning and to support consistent sales execution.

Additional Duties

May perform other duties as assigned.

Required Qualifications

• 5+ years of outside sales or large account management experience.
• Adoption, use, and familiarity with systems and software including MS Office and CRM; Power BI experience is included in the preferred familiarity set.
• High standards of integrity and ethical conduct.
• Highly organized approach to calendaring, task management, meeting planning, and collaboration.
• Strong relationship-building skills, active listening, and a solution-seeking mindset.
• Adopts a sales challenger mindset with drive to earn, disrupt, and win in the market.
• Excellent verbal, written, and presentation communication skills.
• Ability to work independently with personal initiative while maintaining strong communication and collaboration with the broader team.
• Valid driver’s license.
• Resides in the Greater Columbus area.

Preferred Qualifications

• Experience as a manufacturer’s rep or in the building products industry.
• Bachelor’s degree preferred.

Technology

MS Office, CRM, Power BI

Compensation

• Base compensation: $80,000 to $85,000
• Uncapped commission paid monthly
• Total pay range: $135,000 to $155,000 per year

Benefits

• 401(k) and 401(k) matching
• Cell phone reimbursement
• Dental, vision, health, disability, life, and prescription drug insurance
• Employee assistance program
• Flexible spending account
• Paid time off

Travel and Work Location

• Work location: On the road
• Travel: Several days at a time
• Territory: Ohio, Michigan, Indiana, and West Virginia
• Company vehicle is provided