Business Development Manager, Outside - HPE Networking

D&H Distributing; Harrisburg (Dauphin County); On-site; USD 70,000 - 110,000; Full time

Job summary

D&H Distributing is seeking a Business Development Manager to identify strategic partnerships and develop relationships with key vendors and potential customers in the IT distribution space.

The role works closely with inside and outside sales, marketing, and vendor management to coordinate sales activities aligned with D&H and vendor initiatives. Travel up to 50% may be required to grow the business.

Qualifications

• Bachelor's degree in Business or equivalent is required.
• 3+ years IT industry sales and/or marketing experience expected.
• Preference for Master's degree and 7+ years PC Manufacturer B2B sales experience.
• Proven track record in prospecting and closing deals.

Responsibilities

• Drive market share growth for assigned vendors or categories.
• Maintain a robust lead generation pipeline to create new sales opportunities.
• Execute tactical outreach, referrals, and pipelining efforts.
• Develop quarterly sales plans and report milestones to management.
• Collaborate with vendor management and sales teams to win projects.
• Travel 25-50% to visit customers and attend events.

Skills

B2B sales

IT industry sales

Vendor relationships

Lead generation

Education

Bachelor's degree in Business or equivalent

Master's degree in Business or equivalent

Job description

D&H is growing! Join 100+ year old Employee-Owned technology distributor, offering end-to-end solutions for today's resellers, retailers, and the clients they serve across the SMB and Consumer markets.

• We are empowered by our employee Co-Owners who provide the industry’s best service, and we promote a collaborative culture.
• We offer an Employee Stock Ownership Plan, 401k, Paid Time Off, Medical, Prescription, Dental and Vision benefits as well as Gym Reimbursement, Work from Home Reimbursement, Employee Purchase Program, Tuition Assistance and much more!
• As a D&H Co-Owner you receive numerous discounts on services.
• We feel strongly about giving back to the community and promoting sustainable, eco-friendly business practices.

Summary

The primary role of the Business Development Manager is to identify and assist in developing strategic relationships with key partners or potential customers. This position will work in tandem with the inside and outside sales organization as well as cross departmentally with the marketing and vendor management groups to coordinate, plan, and execute sales activities based on strategic D&H and vendor initiatives.

Essential Duties And Responsibilities

• Drive market share growth of assigned vendor(s) or category with an added focus on target accounts.
• Responsible for maintaining an appropriate lead generation pipeline to support the continuous flow of new sales opportunities.
• Provide a forward-thinking approach to consistently create new leads.
• Executes on tactical outreach, referral generation, and pipelining efforts.
• Create and execute a quarterly sales plan and update manager on milestones.
• Documents important customer opportunities; ensures action is taken and leads are followed through.
• Actively position D&H value within solution category customers and vendor community.
• Drive sales via internal and external marketing and vendor go-to-market strategy.
• Responsible for demand generation and building new sales opportunity, build project pipeline follow through and close project funnel.
• Engagement and collaboration with vendor, internal, and external sales teams to win projects.
• To establish good rapport, good partnership with vendor and reseller account managers.
• Work collaboratively with assigned solutions category and peers.
• Submission of timely sales funnels to Division Manager and vendor's Channel Manager.
• Engage with customers through field visits and technology events.
• Demonstrate strong drive for results and success; convey a sense of urgency to achieve outcomes and exceed expectations; persist despite obstacles, setbacks and competing influences.
• Collaborate with Procurement and Vendor Management Teams to establish a vendor specific inventory approach to support growth plans.
• Collaborate with Vendor Management, Sales Manager and Sales Specialists to establish vendor specific service renewals and subscriptions quote and order processes and to enhance the company’s vendor-specific go-to-market approach.
• Travel expectations are 25-50%.
• Other related duties as assigned.

Required

Education and/or Experience:

• Bachelor's Degree in Business or equivalent.
• 3+ yrs IT industry sales and/or marketing experience.

Preferred

• Master's Degree in Business or equivalent.
• 7+ yrs PC Manufacturer B2B sales experience.
• Expert in $1M+ prospecting, business development, sales closure.
• 3+ years field sales experience.