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Business Development Specialist

Location:	Toronto, Ontario, Canada
Job Type:	Permanent
Posted:	13th May 2009
Closing Date:	10th Jun 2009
Posted By:	Barnes Distribution
Details:
Business Development Specialist Position Title: Business Development Specialist (3-5 Years) Location: Toronto area Supervisor's Title: Market General Manager/ District Manager Basic Purpose: Under the supervision of the Market General Manager (MGM) or District Manager (DM), the Business Development Specialist (BDS) is responsible for generating sales growth with a strong emphasis on New Accounts in a defined geographic area by utilizing company programs to establish Barnes Distribution as a primary vendor in targeted customers and markets. The BDS will develop and implement a comprehensive prospecting initiative targeting high potential customers and ensure the development of long-term profitable sales growth through the opening of new, large accounts within a defined geographic area within the Region. Position Specifications:  Bachelor's degree and minimum of 3-5 years outside sales experience or a minimum of 3-6 years demonstrated success in system and conceptual/solution based selling within a value-added environment.  Must have excellent organizational, written and oral communication, listening and presentation skills.  Must be able to communicate in a variety of presentation environments, from board room to ground level maintenance, shop floor, and purchasing agents.  High degree of integrity and ability to quickly develop customer relationships required.  Must possess the ability to design, develop, write and effectively communicate reports, proposals and sales strategies.  Proven track record of producing exceptional New Account acquisition results.  Proven track record in account retention and account development (new accounts and expansion of sales within existing accounts).  Demonstrated ability to use personal productivity enhancing tools, including laptop computers, spreadsheets, word processing, e-mail and contact management software.  Technical product knowledge preferred relevant to the markets being served, including but not limited to fasteners, chemicals, industrial maintenance supplies, electrical, plumbing, welding and shop supplies. Functional Scope:  Responsible for achieving annual new account sales plan.  Responsible for successful implementation of major company programs and initiatives.  Position has no direct reports but may have several indirect reports and indirectly supervise the daily activities of assigned team member(s). Duties and Responsibilities:  Responsible for meeting sales/market plan goals, which include new account development, & account profitability.  Develops quality prospects within Barnes Distribution’s business model.  Identifies and qualifies customers and conducts comprehensive customer needs analysis to generate sales.  Develops pricing schedule that meets company gross margin objectives.  Establishes and manages metrics that demonstrate Barnes Distribution value proposition to the customer.  Conducts surveys and designs planographs based on customer needs.  Provides market intelligence to assist Barnes Distribution to meet market demands.  Submits in timely manner, in the format requested, all written reports required by Barnes Distribution management.  May coordinate and provide direction to Team Selling members as directed by the MGM or DM.  Establishes, maintains and strengthens significant relationships with key customer personnel at all levels.  Conducts all activities in accordance with established Barnes Distribution policies and the Corporate Business Conduct guidelines.  Performs other duties as assigned by the MGM or DM. Essential Functions of Position:  Ability to create and deliver oral and structured written presentations and proposals to large groups or one-on-one  Ability to spend up to approximately 75% of time traveling to customer and prospect sites to assigned territories and regions. May include some overnight travel  Ability to access, retrieve and develop information using a PC or on-line terminal  Effective verbal and written communication skills.  The job entails requirements for lifting, bending, stretching, standing and driving a motor vehicle.  Understanding of Economic, Finance and Business Profitability concepts Organizational Relationships:  Reports to the Market General Manager or District Manager  Under Market General Manager or District Manager authorization, may give direction to members of selling team  Interacts with customers, account managers, corporate account managers, service representatives, internal sales management, distribution centers, ISD offices, DC personnel, customer service and accounting departments, technical services and occasionally suppliers

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