Channel Business Development Representative

Channel Business Development Representative

SUMMARY

The Channel Business Development Representative develops and manages sales channels, including industrial distributors, OEMs, and resellers, across the United States. The primary focus is on markets in the eastern and midwestern time zones. This role requires building strong relationships with key channel partners, driving sales growth, and contributing to the overall success of the wheel program.

The position involves significant travel, fostering relationships with larger partners, and ensuring alignment with the company’s strategic sales objectives. The ideal candidate will have proven sales experience in industrial manufacturing or transferable knowledge and skills relevant to the wheels and casters market.

Excellent proposal development, presentation, and negotiating skills utilized to succeed in this role. Demonstrate expertise in gaining access and selling to mid to senior-level decision-makers to ensure a deep enough understanding of clients’ individual experiences to head off potential issues before they become problems.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Including the following. Other duties may be assigned.

• Identify, onboard, and manage relationships with large partners, distributors, OEMs, and resellers to maximize market penetration and sales revenue.
• Meet or exceed individual contribution goals and the overall revenue targets of the Wheel program.
• Develop and demonstrate in-depth knowledge of the wheels and casters market to effectively position our products.
• Develop and execute strategies to identify and secure business opportunities in targeted industrial new and emerging markets.
• Lead negotiations and close deals with new and existing clients, focusing on long-term contract engagements.
• Collaborate with technical and project management teams to ensure client requirements are met and projects are delivered on time.
• Provide detailed technical presentations to potential clients, demonstrating how Newco solutions align with their business needs.
• Maintain a robust pipeline of opportunities and manage sales forecasts and reports to ensure performance metrics are achieved.

• Align a consultative sales approach to the overall corporate solution to the customer’s business needs, challenges, and technical requirements.
• Strong interpersonal and communication skills: writing, editing, and presenting
• Exceptional problem-solving skills, with the ability to analyze complex challenges, identify root causes, and implement effective, innovative solutions.
• Excellent sales, negotiation, and team-building skills and techniques are required.
• Complete an onboarding program and achieve initial Management Business Objectives within the first few months of employment.
• 50% travel required to meet clients, attend trade shows, and enhance business development efforts.

QUALIFICATIONS AND REQUIREMENTS

• Bachelor’s degree in business administration, sales, marketing, or a related field.
• A minimum of 10 years of experience in business development or sales, preferably within the industrial services or related sector.
• Familiarity with polyurethane wheels and casters or transferable skills in a related field is essential.
• Demonstrated commitment to integrity through honest, transparent, and ethical conduct, coupled with strong communication, negotiation, and relationship-building skills to effectively engage with channel partners and internal teams.
• Proven ability to identify customer pain points and tailor sales pitches to demonstrate how the company’s solutions effectively address their specific challenges.
• Demonstrated capability to act as a trusted advisor by providing insights and recommendations that deliver measurable value to the customer’s business.
• Proven track record of meeting or exceeding sales targets and managing sales cycles from start to finish.
• Possess strong interpersonal skills, including the ability to actively listen, build relationships, and negotiate effectively with clients at all levels organization.
• Technical acumen, with the ability to grasp and present complex solutions effectively.
• Flexibility and willingness to travel up to 50% of the time, including overnight stays, to meet clients, attend trade shows, and strengthen business relationships.

• Proven experience managing and directing the entire sales cycle from beginning to close, with a proactive approach to anticipating customer needs and a customer-centric mindset that prioritizes their requirements in sales strategies.
• Candidate will be strategic in finding new business using technical knowledge and skillset.
• Capacity to work independently while aligning with broader organizational goals.
• Create and execute quarterly and annual business plans.
• Good management presence, communication skills, and credibility.
• Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets.
• Attentive to forecasting and business reporting responsibilities.

Proficiency in Microsoft Office Applications and CRM software applications

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability, or veteran's status.

Applicants with a disability or a disabled veteran may request a reasonable accommodation if he/she is unable or limited in his/her ability to access job openings or apply for a job on our website as a result of his/her disability. The applicant may request reasonable accommodations by contacting us at 317-661-1740.