Job Description

As a key member of the ITW Hartness commercial team, the Business Development Representative reports to the North American Sales Manager and will work closely with Key Account Managers (KAMs) to drive proactive, outbound sales activities to achieve revenue, margin, product, and market share goals for the food, beverage, and personal and household care markets. Working collaboratively across the business and utilizing a variety of sales tools and market data, this role will help develop both short and long-term strategies to grow existing accounts and drive net new relationships within the defined markets.

T _ his position can be remote, but it is desired that individuals be within a +/- 2.5-hour drive from Hartness headquarters in Greenville, SC._

** Primary Responsibilities**

Strategic Planning:

• Work with KAMs to develop and implement account-based strategies to expand influence and build new pipeline with both new and existing, defined accounts
• Review market data, market publications, growth trends, and historic sales data to help define list of new strategic prospects that meet ideal customer criteria

Prospecting and Sales Growth:

• Execution of “hunter” based sales tactics to uncover customer and prospect needs, present Hartness as a differentiated solution, and schedule meetings with end-users and partners/ integrators to drive pipeline growth
• Establish a consistent messaging cadence, quarterly lunch and learns, and yearly business reviews with prospects and customers in alignment with sales process
• Develop a working product knowledge of Hartness product portfolio to be able to have educated discussions with customers and prospects
• Partner with the Marketing team to develop differentiated marketing collateral tailored for select markets
• Be accountable to deliver on quarterly success metrics including number of meetings scheduled and new pipeline created
• Execute short-term product or market blitzes to drive additional revenue to meet annual plan

Execute ITW Principals:

• Learning, comprehension, and practical execution of the ITW toolbox as related to sales activity
• 100% adoption of existing CRM platform (Salesforce) for all commercial activity inclusive of updating contacts/ accounts, logging calls/ emails, scheduling appointments, and lead creation/ follow-up
• Partner with marketing and sales on “voice of customer” initiatives
• Participation and execution of FTB (front-to-back) planning initiatives as related to specific markets
• Partner with KAMs to execute Large Account Management Plans

This position can be remote, but it is desired that individuals be within a +/- 2.5-hour drive from Hartness headquarters in Greenville, SC.

Qualifications

• Bachelor’s degree in Business, Marketing, or Packaging-related field. Strong experience in lieu of Bachelor’s degree will be considered.
• 5+ years of business development or sales experience within capital equipment market
• Proven success qualifying commercial opportunities within targeted accounts and driving net new business across variety of markets
• Up to 75% travel may be required to ensure sufficient levels of client facing activity are achieved; ability to fly on commercial airlines, rent and operate vehicles, and maintain a valid driver’s license.
• Excellent verbal, written, interpersonal, communication, and presentation skills with experience in communicating and working with a remote staff.
• Experience with Salesforce, ZoomInfo, LinkedIn, and other sales tools preferred
• Confident with great people skills that lend an ability to quickly build rapport
• Demonstrated ability to produce results within a team environment and to gain alignment and develop productive working relationships at all levels of the organization
• Excellent time management, prioritization and project management skill set
• Interest in eventually moving to a Key Account Management role
• Excellent time management, prioritization and project management skill set

Additional Information

ITW is an equal opportunity/affirmative action employer. We emphasize diversity of thought, background and experiences in our hiring practices. We sponsor employee resource groups in support of our talented diverse teams. 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.

All your information will be kept confidential according to EEO guidelines.

Working safely is a condition of employment. An essential function of this role includes driving, commercial travel and ability to visit customer sites throughout the US and infrequent international trips.

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.