The posting
OVERVIEW: The Business Development Manager is responsible for supporting, researching, identifying, qualifying, and advancing new business opportunities. This individual will help build a strong pipeline of prospective customers, maintain accurate CRM data, support initial quoting and RFP responses, and ensure qualified opportunities are transitioned to the appropriate salesperson with complete and actionable information. The ideal candidate is a proactive relationship builder who is comfortable conducting market research, initiating conversations with prospective customers, coordinating across internal teams, and representing the company at industry events, networking functions, and customer presentations. ESSENTIAL FUNCTIONS: Prospecting and Pipeline Development
Identify and pursue prospective customers that align with the company’s strategic growth objectives. Conduct outbound prospecting through email, phone, LinkedIn, industry events, referrals, and other appropriate channels. Develop relationships with key decision-makers, influencers, consultants, and industry partners. Qualify opportunities based on business fit, revenue potential, timing, customer needs, and decision-making process. Maintain a consistent pipeline of well-qualified opportunities.
Market Research
Research target companies, market segments, geographic areas, industry trends, and competitive activity. Identify new restaurant groups, hospitality companies, emerging concepts, ownership groups, and other potential customers. Monitor new openings, expansions, leadership changes, funding announcements, and other events that may create business-development opportunities. Prepare account profiles and background information before customer meetings and sales handoffs. Share relevant market intelligence with sales and company leadership.
CRM Management and Reporting
Enter and maintain accurate prospect, contact, activity, and opportunity information in the company’s CRM. Document all material customer interactions, next steps, timelines, and decision criteria. Monitor opportunities throughout the business-development process and ensure follow-up activities are completed. Maintain pipeline stages, estimated opportunity values, projected close dates, and other required information. Provide regular pipeline reports and updates to leadership.
Sales Opportunity Handoff
Introduce qualified opportunities to the appropriate salesperson or sales team. Provide a thorough handoff that includes customer background, key contacts, identified needs, opportunity scope, timing, budget information, competitive considerations, and agreed-upon next steps. Coordinate introductory meetings between prospective customers and the assigned salesperson. Remain involved during the transition when appropriate to maintain continuity and strengthen the customer relationship. Follow up with the salesperson to ensure opportunities continue to progress.
Quoting and RFP Support
Gather the information needed to prepare accurate initial quotes and proposals. Complete initial pricing and quoting for RFPs and other new-business opportunities. Coordinate with sales, purchasing, operations, finance, manufacturers, and other internal stakeholders to obtain required information. Review initial quotes completed by salespeople for accuracy, completeness, competitiveness, and alignment with customer requirements. Track RFP deadlines, clarification questions, required documentation, and submission requirements. Help prepare presentations, proposals, supporting materials, and final submissions.
Industry Events, Networking, and Customer Presentations
Attend relevant trade shows, conferences, customer meetings, networking groups, and industry events. Represent the company professionally and communicate its capabilities and value proposition. Participate in customer presentations, pitches, discovery meetings, and follow-up conversations. Develop new relationships and generate actionable leads from events. Document new contacts and opportunities in the CRM and ensure timely follow-up after each event. Travel as needed to support customer meetings, presentations, trade shows, and strategic business-development initiatives.
MINIMUM QUALIFICATIONS:
Bachelor’s degree in business, marketing, hospitality, communications, or a related field preferred. Three or more years of experience in business development, sales, account management, hospitality, foodservice, distribution, or a related field. Demonstrated ability to prospect, build relationships, and develop qualified sales opportunities. Strong research, organization, communication, and project-management skills. Experience using a CRM to manage contacts, activities, opportunities, and reporting. Ability to understand pricing, quotes, proposals, and RFP requirements. Strong attention to detail and the ability to manage multiple opportunities and deadlines simultaneously. Confidence presenting to customers and representing the company at professional events. Ability to work collaboratively with salespeople and cross-functional internal teams. Willingness and ability to travel as business needs require.
PREFERRED QUALIFICATIONS:
Experience within foodservice equipment and supplies, hospitality, restaurant operations, distribution, or a related industry. Familiarity with tabletop, smallwares, equipment, disposables, and related foodservice product categories. Experience preparing or coordinating complex RFP responses. Experience working with national or multi-unit restaurant and hospitality customers.
Key Measures of Success Success in this role will be measured by:
Number and quality of new opportunities generated. Value and health of the qualified business-development pipeline. Conversion of qualified prospects into active sales opportunities and new customers. Accuracy and completeness of CRM data. Quality and timeliness of sales handoffs. Accuracy and effectiveness of initial quotes and RFP submissions. Follow-up and opportunity creation resulting from trade shows and networking events. Contribution to the company’s overall new-business revenue goals.
