Business Development Director

Otter Products is currently recruiting for a Business Development Director to join our Sales team! This role can be based out of our Fort Collins, CO headquarters or fully remotely in the contiguous United States. This role requires travel up to 75% of the time, traveling to customer sites, trade shows and more.

The Business Development Director identifies, pursues, and cultivates opportunities that deliver long-term value and fuel the company's growth within an assigned territory. This role utilizes extensive knowledge of sales techniques and marketing strategies to effectively drive sales activity through new business opportunities while managing assigned accounts, creating strategic opportunities to grow customers, markets, and relationships. The Business Development Director partners with internal and external resources to drive profitable growth of joint accounts. To succeed in this role, you must have excellent public speaking and presentation delivery skills, an advanced ability to establish, grow, and maintain strong relationships, and superb negotiation, networking, and sales prospecting and closing skills.

New Business Development, Core Sales, and Account Management
• Responsible for generating and developing new business; Drive growth opportunities according to Strategic Objectives; Generates new revenue consistent with company goals and targets
• Prepare strategies and proposals that include the positioning strategy/plan, business case rationale, risks, and customer value proposition ensuring all strategies are effectively communicated, documented and tracked; Organize and guide cross-functional teams in developing the strategies and business cases to support positioning and acquisition of new business opportunities
• Develop and update quarterly Playbook highlighting market, channel and customer plan in support of rolling
• Identify new prospects within the area you have been assigned; Research prospective accounts in targeted markets, pursue leads and follow through to a successful agreement; Partner with Divisional Sales Director in contract and program management.
• Understand the target markets, including industry, company, project, company contacts and which market strategies can be used to attract clients; Leverage best channel to support Customers including leveraging our indirect channel & Branded and outdoor lifestyle solutions
• Responsible for account management day to day operations/management of assigned account(s); Maintain positive relationships within current accounts
• Partner with Divisional Sales Manager to identify new revenue streams, projects and products to drive growth and to maintain competitive insights within assigned account(s)
• Assist with the management of retail, online, reseller and vertical channel strategies; executes on these strategies when/ if needed
• Recommend innovation or derivative solutions aligned with Strategic Objectives for key customer opportunities to accelerate revenue.
• Define and execute pipeline strategy to grow business in profitable e-Delivery channels by identifying appropriate partners, developing business plans, and negotiating and structuring agreements
• Responsible for inventory management
• Forecasting/Planning
  • Drive new product placement
  • Manage forecasting/ demand planning inputs with team (with team support/standalone)
  • Manage seasonal planning and NPI/NSI replenishment forecast planning
• Marketing/MDF
  • Responsible for seasonal planning and execution
  • Responsible for events planning with internal teams/shopper/channel marketing
  • Team Management/Support/Development Promotions Management
• Promotions Management
  • Responsible for the development of account or channel specific promotions
  • Partner with IPP team to implement promotional activity
• Sales Training/Awareness
  • Develop awareness campaigns, retail and reseller focused
  • May be responsible for account, channel or vertical specific training, commission sales collateral to support promotion, training or awareness campaigns and monthly/quarterly activities for new product launches, training, etc.
• C-Level Engagement
  • Role may interface with senior executives and leadership in a variety of organizations

• Support and maintain a positive safety culture by following all safety policies and procedures and actively contributing to a safe working environment
• Other duties as assigned

• Bachelor's degree required. Experience in lieu of degree may be accepted
• Minimum of eight years of sales experience, including at least five years of business development experience, is required
• Driver's license required OR employee and company agree on a regular alternative form of transportation (i.e., public transit, ride sharing etc.)
• Travel up to 75% required