The Business Development Manager (BDM) leads the Sales, Account, Distribution and Relationship Management for the entire Gibson Brands Portfolio in the western states of the USA, and is responsible for reaching sales, orderbook and distribution targets.
The BDM executes the business development strategy in line with the Americas commercial direction, drives above market average revenue growth, brand building initiatives, and creates industry leading dealer partnerships.
She/He focuses on revenue growth through distribution, assortment mix and inventory optimization, while ensuring MAP and distribution integrity, channel management, building Premium Partnerships with Winning Accounts, and executing instore and online story-/product activation.
Duties and responsibilities
Business Planning and Execution
- Create annual and seasonal Western Territory game- and sales plan (business plan), provide sales forecasts and merchandise assortment plans
- Introduce JBPs (Joint Business Plans) and Annual Business Plans (ABPs) with the Premium Partner collaborate with Marketing to articulate the Dealer I-MAP (Integrated marketing activation plan)
- Deliver orderbook in full and on time against set order windows and targets
- Drive dealer Sell-Through (in collaboration with DPS and Marketing team)
- Execute seasonal sales programs and build propositions for opportunity buys
- Proactively manage credit limits in collaboration with credit department
- Establish excellence in dealer call routine frequency and business meeting cadence.
- Assess Territory landscape and provide insights on consumer, customer, competitor and community trends
Objective Management
- Set revenue, orderbook, distribution, and product mix targets by account; track and report progress.
- Develop Sales and Product Forecasts by month, quarter, and full year by territory and distribution segmentation
- Monitor, evaluate and report Sales, Dealer Order, Distribution, Sell Through and Inventory performance against targets
- Schedule and lead territory performance review calls as needed (monthly/quarterly)
Distribution
- Design and execute distribution strategy to optimize distribution coverage, including B&M, Etail, 3P Marketplace
- Manage Distribution Segmentation to ensure Enterprise System integrity as well as distribution reporting
- Responsible for Account Master integrity with support from Dealer Service Representatives
- Set and execute clear targets regarding vertical and horizontal distribution for the territory and the different channel segments
- Review and update dealer authorizations. Ensure distribution and pricing integrity. Monitor Ecom and 3PL activity
Commercial Toolbox Deployment
- Provide impressive Pre-line and business presentations to accounts
- Establish recommended assortment and buy plans
- Leverage product allocations for Give/Get discussions to ensure impactful story and new product launches
- Demonstrate great story telling execution
- Master the Go-to-Market (GTM) specific “Commercial Calendar” cadence and meet deadlines
- Brief in “Dealer Exclusives” and “Made to Measure” (where needed) and follow-up on execution and delivery
Qualifications
Required Experience
- 5-8 years’ relevant work experience in Sales, Account, Distribution Management, Merchandise Buying/Planning roles, or similar equivalent professional experience
- Relevant experience in the Musical Instrument market (Guitar Market Segment)
- Proven track record in leading explosive growth in premium brand consumer industry
- Post-secondary education in Business/Marketing or related area or equivalent experience
Essential Skills
- Proficient in Microsoft Office and Business Tools (Power BI knowhow is a plus)
- Skilled in CRM systems and Sales Portals as a user (Salesforce knowhow is a plus)
- Account-, Merchandise-, Credit-, Distribution-, Orderbook- and Sales Program Management
- Excellent knowhow in Sell Through, Inventory, Ecom and B&M Metrics; Digital Savvy
- Game Plan development and Assortment Planning (Channel Right Assortment)
- Story-, Brand-, and Product Activation; Marketing Funnel; OmniChannel knowhow
- Demonstrates excellent analytical skills in analyzing business metrics and reporting data and results
- Fluent communication skills in English
Key Competencies
- Formulates Game and Sales Plans and drives execution excellence
- Identifies business opportunities and maximizes growth and business development
- Is result oriented and achieves goals and objectives
- Focuses on business needs and dealer/consumer satisfaction
- Drives execution under own direction and is self-sufficient, without the need of permanent supervision and effectively balances autonomy and collaboration
- Establishes effective relationships across the organization, builds wide and effective networks of contacts inside and outside the organization
- Listens, consults, and communicates proactively
- Makes strong personal impression on others and gains clear agreement and commitment by persuading, convincing and negotiating
- Presenting strong commercial acumen paired with financial know-how
- Developing impactful presentations
Personal Qualities
- Inspirational, genuine enthusiasm, great team collaboration and high say/do ratio
- Aspires to delivery outstanding customer service
- Proactive in identifying the root cause of issues and develop solutions
- Personable, fun, team oriented and ignites a positive work atmosphere
- Passion for music
Working conditions
This position requires up to 30% travel and 70% working from home office.
States covered: WA, OR, CA, NV, UT, CO, NM, AZ, ID, WY, MT
Communication
Key Relationships
- Business Development Managers (BDMs)
- Dealer Service
- Dealer Product Specialists (Technical Representatives in the Field)
- Sales Operations/Planning
- Retail Marketing
- Operations/S&OP
- Finance (Credit)
