IBEX
The IBEX rapid cook oven is a first in the world product created by ITW Innovation Center and in 2021 became part of ITW's Food Equipment Group brands. Complimenting a line of commercial equipment that generated over 2 Billion in sales last year, IBEX targeted customer segments include fast casual, quick serve, boutique lodging, kiosk and commercial cooking applications with limited or no exhaust hood space.
Scope :
The Business Development Manager (BDM) is a highly visible position that reports to the Business Unit Manager (BUM) requiring a strong and open partnership with the BUM to grow and position the business for long-term success.
Exceptional interpersonal skills are required to build the respect and trust necessary to influence the internal operations team and Field Sales Organization.
The BDM is the product sales expert for ITW's Rapid Cook division, recommending and specifying select products to dealers, foodservice consultants, and sales representatives.
Essential functions include pricing control, product line and demonstration training, the development of dealer sales programs, the creation and revision of promotional materials, involvement with go-to-market strategies for new products, competitive analysis, and ongoing ownership of product line inquiries.
A competitive and winning attitude are essential as the BDM develops and executes tactical plans to meet sales goals including market share gains in a highly competitive environment.
As a leading member of the business unit management team, the BDM will contribute to both the Annual Operating Plan (AOP) and Long Range Plan (LRP).
Responsibilities:
Coordinate sales and promotional efforts for multiple product lines to achieve annual objectives.
Influence the Field Sales Organization to promote key products through ongoing training, updates and promotions.
Establish and maintain close ties with independent sales representatives frequently joining on dealer sales calls to train and support dealer sales representatives.
Develop a regular test kitchen presence with targeted dealers, consultants and multi-units to strengthen brand and grow sales.
Support the Field Sales Organization and dealer network by responding to product line questions as well as pricing and lead time inquiries on a daily basis.
Lead product training efforts including content creation, presentations and demonstrations on-site and at Field Sales Organization test kitchens while contributing to the ongoing success of IBEX.
Represent product line at national and regional industry association trade shows and coordinate the display of show equipment and related promotional materials.
Monitor competitive pricing on a regular basis and provide competitive analysis for key product lines.
Identify unmet customer needs and support the development of new features and breakthrough products including a lead role in the development of go-to-market strategies, pricing and promotions.
Lead annual price book update including new product listings as well as revisions to options and pricing.
Develop a presence with end-users in target markets by attending and supporting regional associations, conferences and trade groups.
Create and maintain brochures, specifications, sell sheets and other promotional material including on-line content and videos working in conjunction with shared corporate resources and external agencies.
Support the BUM on special projects as needed including market research and the development of the Annual Operating Plan (AOP) and Long Range Plan (LRP).
Learn and employ ITW methodology including 80/20 and targeted selling practices to accelerate growth.
Freely share ideas and opportunities with the BUM and other members of the management team while supporting the growth and success of other ITW Food Equipment Group business units and divisions.
Education : Bachelor Degree in marketing, business or engineering
Experience : 5+ Years sales, engineering and/or product management experience with a manufacturer of foodservice, industrial or commercial products.
Skills / Ability:
Open and inclusive with a competitive nature focused on winning and success
Professional presence, trustworthy and independent.
Proven success incorporating multiple selling and promotional tools in a dealer environment.
Strong analytical mindset develops and executes product line and growth strategies.
Prior budgeting experience with an understanding of major P&L contributors.
Superior time management ability with a results orientation.
Experienced and confident presenting to large groups often including executives.
Takes pride in meeting customer needs while routinely exceeding expectations.
Team player that supports co-workers and other internal customers.
Exceptional verbal, written and interpersonal communication skills.
Routinely uses spreadsheets and other PC tools to deliver high levels of performance.
Other Considerations
Travel approximately 75% of the time
ITW is an equal opportunity employer. We value our colleagues' unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.
As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.
_All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws. _
ITW is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.
