Business Development Manager

POSITION SUMMARY:

The position summary states the general nature and purpose of the job.  Overall accountabilities are defined in this section.

Washing Systems (WSI), now part of the Kao family of companies, seeks a highly self-motivated Business Development Manager (BDM) to join our thriving team.  The BDM is responsible for identifying, developing, and closing new business opportunities within the commercial laundry market.  This role focuses on expanding market share by selling integrated solutions – including laundry chemicals, equipment, service programs, and process improvements – to industrial, hospitality, healthcare, food & beverage, and institutional laundry operations.  Reporting to the Western Group V.P., the BDM will work closely with technical, service, and operations teams to deliver value-driven solutions that improve customer efficiency, quality, safety, and total cost of ownership.

Science-based. Performance-focused.  WSI is the leading provider of innovative products and services to the commercial laundry processing industry.  Driven by comprehensive technological innovations, we deliver powerful advancements in the cleaning, processing, and disinfecting of textiles.  We are always moving forward, maximizing performance while reducing environmental impact.  We serve all North America and Europe.  Our global headquarters reside in Ohio, and we have offices across the United States, Canada, and the United Kingdom.  Please visit our website for more information: www.washingsystems.com.

ESSENTIAL RESPONSIBLITIES AND TASKS:

Responsibilities and tasks are written as follows:

New Business Development

• Identify and pursue new customer opportunities within assigned territory or market segment.
• Develop and execute a strategic sales plan to achieve revenue, margin, and growth targets.
• Build and maintain a robust sales pipeline using CRM tools.
• Prospect through cold calling, networking, referrals, trade shows, and industry events.

Solution-Based Selling

• Assess customer laundry operations, including equipment, formulas, water usage, energy consumption, labor, and workflow.
• Present tailored solutions involving chemicals, equipment, automation, and service support.
• Quantify value propositions such as cost savings, productivity improvements, quality enhancements, and sustainability benefits.
• Prepare and deliver proposals, pricing, and contracts aligned with company guidelines.

Relationship Management

• Establish strong relationships with decision-makers including owners, plant managers, operations leaders, and procurement teams.
• Collaborate with internal service, technical, and operations teams to ensure smooth onboarding and long-term customer success.
• Maintain knowledge of competitor offerings, market trends, and customer needs.

Market & Industry Engagement

• Stay current on commercial laundry industry trends, regulations, and best practices.
• Represent the company at industry associations, conferences, and customer events.
• Provide feedback to leadership on market opportunities and product/service enhancements.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. May perform other duties as assigned.

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 to perform the essential functions. 

Required

• 5+ years of sales or business development experience, preferably in:
• Commercial laundry
• Industrial services
• Chemicals, equipment, or facility services
• Proven track record of meeting or exceeding sales targets.
• Experience with consultative, solution-based selling.
• Strong financial and operational acumen (ROI, cost analysis, value selling).
• Excellent communication, negotiation, and presentation skills.
• Proficiency with CRM systems and Microsoft Office.
• Ability to travel within assigned territory (typically 50–70%).

Preferred

• Direct experience in commercial or industrial laundry operations.
• Knowledge of laundry chemicals, dosing systems, washers, dryers, tunnels, or finishing equipment.
• Experience selling into healthcare, hospitality, food processing, or industrial laundries.
• Bachelor’s degree in Business, Marketing, Engineering, or related field.

PHYSICAL DEMANDS:

The physical demands described here are representative of those an employee should possess to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Specific vision abilities required include close vision, distance vision and ability to adjust focus.
• Frequently required to sit, use hands to finger, handle, or feel, and talk or hear.
• Ability to walk customer facilities, stand for extended periods, climb stairs, and occasionally lift or carry materials such as product samples, testing equipment, or marketing materials (generally up to 25–30 pounds).

WORK ENVIRONMENT:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Regular visits to commercial and industrial laundry plants, which may include exposure to noise, heat, humidity, moving machinery, wet floors, and chemical handling areas. Appropriate personal protective equipment (PPE) may be required while on-site.
• This position is primarily field-focused, requiring frequent travel within the assigned territory, including day trips and occasional overnight travel.