Business Development Manager

Apply Job Type Full-time Description Globe Food Equipment/Varimixer USA, located in Dayton, OH, is a subsidiary of The Middleby Corporation (MIDD) and a leading manufacturer of foodservice equipment for restaurants, schools, healthcare facilities, supermarkets, and more on a worldwide basis. Our diverse product range includes commercial mixers, slicers, electric and gas cooking equipment, and a wide range of food preparation solutions. Globe Food Equipment has an exciting opportunity for a Business Development Manager to join our team! The Business Development Manager is responsible for driving growth in the foodservice, food retail, supermarket, and bakery markets for Varimixer products. This individual will leverage Middleby National Accounts, direct customer contacts, dealers, and food retail distributors to target independent and chain supermarkets, commissaries, bakeries, food processors, and restaurants. Serving as the product expert for the Varimixer line, this role supports application requirements, provides training, and assists with all product-related opportunities. In addition, the role is responsible for developing and executing a comprehensive business development strategy, identifying new business and product opportunities, building key relationships, and negotiating and closing deals. This includes supporting customers at the management level, contributing to pricing recommendations, helping achieve profitability goals, and coordinating selling activities. The Business Development Manager will collaborate across the organization, bringing together the right resources to manage and grow key accounts effectively. Responsibilities: Develop an overall go-to-market strategy to penetrate national accounts, food retail chains, independents, bakeries and commissaries. Develop and create profitable new business opportunities. Develop and execute training plans for Globe/Varimixer RSM’s and national account manager to prepare them for selling Varimixer into the foodservice industry. Assist with Varimixer product application and technical expertise in rep and dealer sales activities when needed. Manage national and regional accounts through the development of strong business relationships with key customer contacts and decision makers. This includes populating Globe/Varimixer’s database with this information, which includes emails and phone numbers. Manage segment profitability and develop pricing recommendations. Be the liaison between the customer and Globe/Varimixer to coordinate and manage the execution of all programs/projects: Collaborate with Globe/Varimixer resources to define customer expectations and product specifications which includes performance, price, application, and timelines. Work closely with Product Management, Engineering and Customer Service teams to ensure Varimixer’s competitive advantages are realized with the customers. Manage the communications externally with customers and internally with the Globe/Varimixer team to ensure all information is shared and understood by all necessary stakeholders. Monitor and communicate on all market and competitor activities and provide updates and reports on accounts to Globe/Varimixer. Plan and prioritize sales activities with each targeted account to ensure achievement of agreed upon business goals and objectives. Identify formal and informal decision makers and create a program that meets products, service and financial goals of targeted accounts and Varimixer. Communicate and coordinate sales activities with the Vice President of Sales. Assist in the development of new products to capitalize on Varimixer’s unique product offerings. Attend national and international tradeshows when needed. Requirements: Bachelor’s Degree required or 3+ years’ experience in the food retail B2B capital equipment business. Experience in a technical, engineering environment with long development cycles. Proven business development skills with strong ability to interface well with customers at all levels. Experience at a “matrixed” organization and understand how to collaborate with multiple functions and coordinate product achievements by capitalizing on all company resources to meet customer needs. Experience with costs and pricing technical products. Ability to understand pricing models and translating product information and costs with large account customers. Proven ability to create and present sales strategies and the execution plans associated with these strategies. This includes ability to provide sales presentations to customers at all levels. Travel 40 - 60%, domestic, unassisted, possible international travel. Globe Food Equipment/Varimixer USA is an Equal Employment Opportunity (EOE/M/F/Vets/Disabled) employer and welcomes all qualified applicants.