Lubes - Business Development Manager

The Business Development Manager is primarily responsible for attracting and generating new lubricant business. The
position is responsible for managing a portfolio of strategic customers and generating new business and/or additional
profit within that portfolio. Providing supporting budgets and sales results analysis is also a requirement. The position
must participate in, support and influence other activities of the distributorship, including but not limited to, transition of
new accounts to the Area Sales Manager or Inside Sales team, inventory management, receivables management,
delivery activities, and planning and marketing activities. The Business Development Manager also acts as a technical
advisor, providing assistance to the organization as needed.

RESPONSIBILITIES BY COMPENTENCY: (*denotes an essential function of the position)

Business Results Orientation

• Identify and pursue opportunities that fit the Wallis offering and follow through with the sales process
• Manage customer portfolio to optimize profitability, cash flow, investments, and receivables
• Implement sales and marketing strategies that will identify and attract new business and support account growth
• Analyze sales results against goals and budgets and provide plans for correction when results fall short
• Evaluate proposed lubrication capital expenditures using standard economic analysis methods
• Identify gaps in customers’ Strategic Account Plans and provide solutions

Understand and drive achievement of Company Balanced Scorecard metrics and other key performance indicators

• Maintain regular attendance and follow designated safety practices

Perform other duties not listed as required

Communication

• Prepare and present marketing strategies, plans, progress reports, and results to management
• Define and document sales goals, budgets, and action plans
• Ensure professional and effective communication, both written and verbal, with customers, suppliers, vendors, and co-

workers

• Provide timely response to administrative requests of Director of Sales and others within the organization
• Provide timely and thorough sales forecasts and updates on customer requirements, order cycles, and safety stock

Adjust content of sales presentations based on customer type and needs
Maintain open communication with other divisions to facilitate exceptional customer service, business growth, and internal
efficiencies

Customer Service Orientation

• Influence selection and performance of lubricants and lubrication equipment
• Recommend optimal lubricants to meet or exceed customer criteria – cost, wear, quality, safety, etc…
• Maintain relationships with clients; providing support, information, and guidance; researching and recommending new

opportunities; and recommending profit and service improvements
*Facilitate customer meetings in an ethical, professional and efficient manner; *Complete site and/or customer visits as
required

• Respond promptly to all customer inquiries, customer proposals and follow through to ensure satisfaction
• Present and execute Strategic Account Plans with customer

Monitor customer satisfaction and address customer complaints by correcting or improving processes and/or mitigating
dissatisfaction and/or errors

Developing Talent

• Attend training to further develop both technical and soft skills
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications,

establishing personal networks, benchmarking state-of-the-art practices, participating in professional societies, etc…

• Complete training as required to meet regulatory compliance and company guidelines

Challenge oneself to further develop skills that relate to the position
Promote team development, enthusiasm and pride

Enhance team accomplishments and competence by answering technical and procedural questions for less experienced
team members, teaching improved processes, and/or mentoring team members

Technical Expertise

• Know and understand product specifications
• Know and understand lubrication procedures consistent with best practices
• Adhere to all Wallis Companies safety policies and report all safety incidents to supervisor immediately

Provide technical assistance to house accounts as needed
Know and demonstrate proper and safe equipment handling and operating techniques
Identify product improvements or new products by remaining current on industry trends and market activities
Monitor competition by gathering current marketplace information on pricing, delivery schedules, merchandising
techniques, etc.

SUPERVISORY RESPONSIBILITIES

This position has no direct reports.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. (*denotes an essential qualification of the position)