Business Development Manager

Emery Jensen Distribution, LLC is seeking a Business Development Manager to expand the Northeast footprint by winning and converting high-value Pro Lumber, Pro Paint, and Hardware customers. This is a hunter role focused on full-conversion opportunities, with responsibility for prospecting, pipeline creation, and the early transition of signed accounts to Territory Managers.

Key Responsibilities

• Find and sign new high-value customers for Emery Jensen across key channels including Pro Lumber, Pro Paint, and Hardware Stores/Home Centers.
• Identify prospects, develop and manage pipeline activity, assess prospect needs, and present the Emery Jensen value proposition to match those needs.
• Serve as an ambassador for Emery Jensen by building relationships with industry organizations, vendor partners, and prospective customers.
• Coordinate with the Emery Jensen sales team to support transition of newly signed customers to Territory Managers during the first months after signing.
• Own the account throughout a full 12-month sales cycle, communicating with the local Territory Manager to support growth to full potential.
• Prioritize full-conversion opportunities where Emery Jensen becomes the primary distributor for hardware, paint, and/or fastener products to the prospective retailer.
• Increase top-line sales by targeting prospective customers and developing a sales approach aligned with company profitability.
• Use knowledge of return on investment, customer lifetime value, and the fundamentals of Emery Jensen’s financial model to target and sign new business.
• Apply the levers that drive profitable customer relationships and shape a sales approach around optimizing those levers.
• Research, pursue, and open prospective customers within defined sales channels by articulating and executing the Emery Jensen value proposition.
• Maintain a weekly prospect pipeline with measurable results.
• Provide a Pre/Post Call plan that tracks conversion improvement through measurable, manageable steps.
• Use Emery Jensen marketing and merchandising materials and initiatives to present solutions to prospective customers.
• Participate in national industry organizations such as NRLA and NLBMDA, and attend industry events with an established approach and communication plan to drive new customer signings.
• Build proactive relationships with field sales teams from national partners including LMC, LBMA, and Ben Moore.
• Communicate with Territory Managers and develop a transition plan for newly opened accounts to the appropriate Territory Manager.
• Manage expenses tied to travel, meetings, memberships, and conversion resources in line with Emery Jensen expense budgets.
• Attend industry trade shows using a show plan to support business development efforts.

Pre-Call / Post-Call Plan

• Pre-Call: Identify decision maker, outline business focus and competitive landscape, and define what needs to be accomplished.
• Post-Call: Capture opportunity details, propose a solution plan, include ROI on customer conversion, and address customer lifetime value.

Requirements

• College degree or equivalent required.
• Minimum of 3 years in new business development or in a territory manager position.
• Comfortable with cold calling and a track record for success.
• Knowledge/experience in the hard-lines industry preferred.
• Existing book of business highly preferred.
• Intermediate experience with Microsoft Excel, PowerPoint, Business Intelligence system, and CRM tools.
• Travel 60 to 75% of the time.
• Should reside in one of the targeted areas listed below.

Targeted Locations

Ideally, candidates live in close proximity to Albany, New York, Portland, ME, and Providence, RI. Preferred residence is Atlanta, GA or Charlotte, NC, within close proximity to a major airport.

Location and Compensation

• Location: Oak Brook, IL 60523 (onsite)
• Compensation: USD 100,000 to 110,000 per year

Technologies

• Microsoft Excel
• PowerPoint
• Business Intelligence system
• CRM tools