Now Hiring - Affordable Interior Systems, Inc. - New England Business Development Manager in Leominster, MA

Full description of the position

POSITION TITLE: New England** Business Development Manager REPORTS TO: Vice President of Sales Northeast SUPERVISES: None DATE: February 12, 2025 FLSA:*Exempt - Salaried Exempt - Client Facing POSITION PURPOSE Develops revenue and increases market share through identifying and securing new business accounts. Builds customer base through securing business opportunities with A & D Firms, Brokers, Project Managers and Large MA based Corporate Customers. Transitions accounts to appropriate sales representatives, once relationships are firm and headed for long-term results. Develops and implements focused account strategy plans that will be shared with the New England Sales team. Partnering with Sales Representatives and their dealerships in New England in order to secure new clients, form new relationships and leverage the Leominster Facility. Responsible for meeting financial sales targets. RESPONSIBILITIES AND RESULTS * Represents AIS Brand. Consistently models AIS vision and values and engages clients and influencers through positive and responsive image to acquire sales and market share. Spends up to 70 percent of time in field networking with influencers (Architecture and Design [A&D] and real estate) and meeting face-to-face with end-user clients to develop new AIS sales opportunities. * Identifies Prospects. Actively attends industry events and engages in social activities in local market with focus on developing prospects and keeping current with trends. Develops strong networks through interaction with influencers to uncover new business contacts for developing business. * Account Opportunity and Planning. Focuses on driving expansion of AIS specifications by developing account strategy plans for assigned new target accounts. Pre-plans appointments through research of clients' business (i.e., clients; business model, economic drivers impacting their business, and competitive landscape). Maps organizations to identify key decision-makers, wallet holders, influencers, and any other key stakeholders to better position AIS solutions. * Builds Brand Awareness. Possesses the ability to position AIS as the local furniture manufacturer in New England. Is able to confidently tell the AIS story along with our value proposition. * Leveraging the Factory. Exhibits the ability to host customers at the factory in Leominster. Visits will consist of a factory tour, showroom tour and at times project strategy. * Builds Relationships. Converts strategy into face-to-face client appointments to develop business. Builds and maintains recognition and trust with emphasis on client-first approach, building brand preference to influence purchasing decisions early in process. * Builds Relationships. Cultivates strong internal relationships with sales leadership/teams, sales support, and corporate headquarters' resources to effectively influence to accomplish objectives. AIS Position Description - Sales New England Business Development Manager February 12, 2025 Page Two * Order Fulfillment. Takes lead on projects to coordinate and engage appropriate internal resources (i.e., specialists, design, project management, project coordination, business resource center, sales management) and holds Sales representatives and dealerships accountable in sales process to complete all projects to clients' satisfaction and within required time frame. * Manages Relationships. Takes ownership of all assigned accounts to deepen and expand relationships and propose new and varied solutions. Prepares and tracks progress on account development. Proactively takes next steps to anticipate needs and/or remove obstacles to ensure security for on-going business relationships. * Manages Relationships. Once established, supports smooth transition of new business accounts to appropriate sales representatives or dealerships to remain focused on generating new business opportunities and growing AIS market share. * Personal Performance Goal Fulfillment. Continuously pushes self to raise personal standards of performance to exceed assigned goals and objectives, including quota attainment, factory leverage/local presence and market share growth. * Training and Development. Keeps abreast of latest trends in sales effectiveness and adopts new approaches as required to expand client base and increase revenue. Takes initiative to remain current on product knowledge and sales skills training; utilizes this knowledge/training to increase effectiveness as client's trusted advisor and build world-class sales skills/competence. * Administration and Reporting. Effectively manages business plan to track and report weekly sales results for assigned existing and new client face-to-face meetings and project development. * Prospecting. Develop a list of the top 500 companies in New England and begin building our brand within those organizations. * Factory Visits. Host a mutually agreed number of factory visits with end users, customers, and like-minded vendors monthly. * Work with AIM. Leverage AIS's board position with AIM to establish new clients and identify Massachusetts based companies that are receiving tax credits to maintain or move their business to MA. QUALIFICATIONS Education * Bachelor's degree in business, architecture, interior design, marketing, communication, or equivalent (equivalent is defined as equivalent degree OR job-specific work experience OR combination of education and job-specific work experience; two years job-specific work experience equals one year of formal education - NOTE: job-specific work experience used for education equivalency cannot also be used for work experience qualification). Work Experience * Three years successful contract/capital goods selling experience in generating and closing new business, solutions selling, and account management with demonstrated track record of success, preferably with quota retirement responsibilities. * Proven history of sales success identifying and developing (hunting) new business opportunities required. AIS Position Description -Sales New England Business Development Manager February 12, 2025 Page Three Skills and Knowledge * Confident "hunter" skills to cold call and develop new business opportunities with end-user clients. * Strong sales planning skills, e.g., research and strategic analysis, problem solving, and cost-benefit analysis. * Selling skills, e.g., prospect qualification; lead generation; new business development; account penetration; strategic, conceptual, issues-based, and consultative selling; negotiation; and contracts (closing). * Excellent verbal and written communication, interpersonal, and listening skills to influence target audience. * Proven ability to create, build, and maintain relationships. * Strong networking skills to develop leads and new business relationships. * Excellent organizational, problem-solving, meeting facilitation, and presentation skills. * Ability to close small, medium and large sales opportunities with support from sales management. * Demonstrated high level of integrity and business ethics. * Must be financially literate and possess business acumen. * Demonstrated high personal performance standards with desire and ability to continuously learn and achieve results (i.e., holding oneself accountable for results). * Ability to work in fast-paced, rapidly changing environment at all levels of organization. * Ability to work evenings and weekends to attend networking and social events to mine out new business opportunities. * Ability to travel daily away from "home" offices up to 70 percent of time in assigned market with occasional overnight travel, depending on assigned territory; may have occasional international travel, depending on assignment and/or training needs. * Ability to effectively use office automation, communication, software, and tools used in AIS office environment. At AIS, we have a strong set of values that guide our business and help us align with our customers. We listen to our Customers. We rely on our Employees. We honor Integrity. We embrace Continuous Learning. We lead with Design. We create Value. We work to make the World better. EEO/AA Statement As an EEO/AA employer, AIS will not discriminate in its employment practices due to an applicant's race, color, sex, pregnancy, national origin, ancestry, citizenship, sexual orientation, gender identity or expression, protected genetic information, age, disability, marital status, veteran status, religion, height, weight, other protected group status, or any other basis protected by the laws where we employ people. This organization participates in E-Verify Employment Eligibility Verification. AIS is a Federal Contractor and required to comply with Executive Order 14042. This means that all employees of AIS must (a) be vaccinated, (b) have a medical exemption, or (c) have a religious, moral, or ethical exemption that meets EEOC requirements. As a condition of employment, you must meet one of these three requirements at the time of hire or within 60 days of your initial employment date. Disclaimer The above statements are intended to describe the general nature and level of work being performed by members assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.