Business Development Manager
Description
Business Development Manager- Texas
Life at Latham
Since the beginning, the core values of Latham from our roots in 1956 as a family-owned business to being the worldwide leader for inground swimming pool manufacturing is that our employees remain our priority. As a Latham employee, you get to experience a high-performing, engaged, quality-focused and safety-minded culture dedicated to serving our dealers and consumers. We have a healthy respect for the daily grind, yet we value work/life balance. We believe that all employees should have the opportunity to lead and that good ideas can come from anyone. From the top-down, our leaders are actively involved not only in strategic oversight and running the business, but also in the wellbeing and growth of all employees. We consider people our #1 resource, and help employees realize their full potential, set, and exceed their goals, and explore new opportunities for personal and professional development.
Why You Should Join Latham
We strive to offer amenities, opportunities, events, and programming that support the interests of our teams, while furthering the culture. Some of the benefits you can expect when you join Latham include:
- Comprehensive insurance benefits included but not limited to, medical, dental and vision, free short- and long-term disability, free life insurance, flexible spending accounts and more.
- 401K with a 50% company match.
- Excellent PTO and vacation policies.
- Company-sponsored training and certification opportunities
- Tuition reimbursement.
- A workplace that values safety, respect, employee engagement, recognition, and diversity
Primary Role: Own the setup and performance of the region of responsibility. Responsible for the recruitment and closing of new Latham Fiberglass Pool Dealers in the assigned territory. The role is accountable for ensuring year-over-year growth of these new accounts by 2x for a minimum of three years after becoming a Latham Fiberglass dealer. The BDM continuously works to improve Latham’s market (share) position and achieve financial growth through the implementation of organizational strategic goals, negotiating and closing business deals, building key customer relationships, and identifying business opportunities, all with the goal of maximizing revenue and margin from the sales of fiberglass pools. Work with customers and share learned best practices to help grow each dealers business in professionalism and revenue.
Primary Goal – Grow Existing customers, identify market share and margin gain opportunities, while protecting the brand equity of Latham and the relationship with the customers.
Duties and Responsibilities:
The Business Development Manager-Fiberglass works directly under the direction of the Director of FG Conversions and the regions Regional Sales Manager (RSD) to meet or exceed the sales and profit targets of the region.
The specific responsibilities of the position are as follows:
- Implement the Strategy of the Fiberglass Division
- Seek opportunity to grow market share and brand equity in your region
- New business development – responsible for incremental new business from both target accounts and existing customers
- Implements Latham sales strategies based on geography, brands and programs
- Manages a defined geographic area working closely with Sales teammates, Marketing, Operations, and Finance while assuring compliance and adherence to company guidelines
- Growth – develops strategies and plans to ensure 2x YOY growth in fiberglass pool sales at the dealer and region level; reviews plans regularly with the NSD-Fiberglass
- Prospects for new Latham fiberglass dealers inside and outside of tradition channels
- Logistics initiatives – implement freight structures, partner with customers to set up stocking yards and seek opportunities for efficiencies that drive margin improvement
- New Products and Program introductions – “Champion” all new fiberglass brand, product and service additions/deletions/enhancements for implementation and adoption
- Knowledge and Promotion of all Marketing Initiatives
- Promotions and Campaigns – is knowledgeable and able to effectively communicate features and benefits
- Pricing programs – establishes initial pricing programs within guidelines but be open to proposing creative avenues
- Marketing/Branding programs – Promotes the adoption of Loyalty, Growth and Branding programs
- Bundling strategies – promotes additional relationships with Latham products (i.e. VARS/Automatic pool covers and Latham safety covers)
- Maintains a deep and thorough knowledge of the marketplace, competition and trends within the specified geographic area; develop and recommend strategies for market share gains
- Identify opportunities for promotions, campaigns, products, and new distribution channels that will drive increased revenue and margin; provide regular feedback to the Marketing product manager-Fiberglass
- Assist in specific market research and data gathering initiatives as needed
- Credit and Inventory programs (i.e. Pay as Sold)
- Growth and Development new and existing dealers
- Product Information – understands all product features and benefits and ability to transfer knowledge to key stakeholders
- Sales Training – can effectively communicate “How to Sell Fiberglass pools”
- Having “How to professionally run a business with best practices” knowledge to help customers in areas of opportunity is a big plus.
- Convert gunite and vinyl builders to actively adopt fiberglass as part of their businesses
- Continuous honing of the Latham Fiberglass value-proposition
- Training, Education and Development
- Assists in the development of training and educational programs and materials
- Learn proper installation techniques and be able to assist in training of new customers.
- In conjunction with the Director of FG Conversions / (RSD), assists in the hiring, training and development of Dealer Success Managers (DSM)
- Assist in the management and collection of Accounts Receivables as needed
- In conjunction with the Director of FG Conversions / (RSD), review sales performance regularly to determine successes, gaps, opportunities and risks
- Support and drive continuous improvement initiatives within the Latham Fiberglass business
- Participate in company and industry events, including trade shows
- Perform other duties as assigned
Qualifications:
- A proven track record of effective New Business Development, Prospecting Skills, Closing Skills, Networking, Public Speaking, Research, Territory Management, Training and Motivation Skills, Meeting Sales Goals, Professionalism, Reading and Writing Financial Reports.
- Strong technical acumen/experience required.
- Exceptional communication and presentation/training skills.
- Travel Requirements: Approximately 70% of the time with overnights; previous overnight travel experience (50% minimum) a plus.
- Excellent computer skills needed in Microsoft Office: Excel, Word, Outlook, PowerPoint, as well as Customer Relationship Management (CRM) software, Mobile applications and online conferencing software.
- Able to multitask and problem solve efficiently
- Have a pleasant attitude and be ready to WIN every day!
Please attach your resume