Business Development Manager

Role Summary

The Business Development Manager is a key sales professional responsible for driving sales growth through new account acquisition and strategic development of existing accounts. In this role, the Business Development Manager analyzes the market to target potential customers, maintains a development and onboarding pipeline to launch Mercana with new customers across the online, design and retail storefront space. The Business Development Manager also maintains a portfolio of accounts, focused on the online channel but also including other channels to act as account manager and the customer key point of contact. 

Key Outcomes

·         Hit or exceed quarterly and annual sales and profit targets

·         Develop new accounts and grow existing accounts in terms of sales, assortment, and share of wallet

Responsibilities

Business Development

Drive growth by sourcing and engaging new business opportunities across target channels.

·         Prospect, qualify, and pursue new customer and channel opportunities (online, retail, design trade, omni-channel).

·         Works closely with the Manager, Business Development & Channel Growth to build and maintain a robust pipeline of opportunities, developing tailored programs to drive customer and Mercana value.

·         Analyze market trends, competitor activities, and customer needs to inform strategy.

Account Management

Manage a portfolio of key accounts to foster long-term relationships and revenue growth.

·         Serve as primary contact for a portfolio of strategic online and retail, design and omni-channel channels. Maintain strong customer relationships through regular engagement and tailored solutions.

·         Build and maintain multi-level relationships with accounts and prospects. Negotiate pricing, programs, and agreements that support mutual success.

·         Understand each customer’s business goals and challenges; develop and execute account plans to meet sales targets.

·         Attends quarterly tradeshows and interacts directly with customers. Travels to customer sites as required.

Collaboration

Work with cross-functional teams to drive sales, profitability and customer success.

·         Collaborate closely with internal teams, including Customer Success, Marketing, and Customer Operations

·         Coordinate with cross-functional teams to ensure seamless order fulfillment and exceptional customer service. 

·         Maintain effective communication channels with internal stakeholders to align strategies and resolve customer-related issues. 

Market Knowledge: 

·         Stay updated on industry trends, market dynamics, and competitor activities within the furniture sector. 

·         Utilize market knowledge to identify growth opportunities and stay ahead of industry developments. 

·         Provide insights and recommendations to management regarding market trends and customer needs.        

Sales Performance Tracking: 

·         Utilize CRM systems and sales tools to manage customer interactions and track sales activities. 

·         Provide accurate sales forecasts, reports, and analyses to the Manager. 

·         Monitor key performance indicators (KPIs) and take corrective actions to ensure sales targets are met or exceeded. 

Additional Responsibilities

·         Sales Performance & Analytics: Track KPIs using Power BI and CRM tools, identify performance trends and take corrective actions.

·         Customer Engagement: Deliver product presentations, provide account support, and enhance customer experience.

·         Market Intelligence: Stay current on industry trends and competitive activity to inform channel strategy.

Qualifications

Education: Bachelor’s degree in Business, Marketing or related field.

Experience:

·         2 years in account management or business in the furniture or retail or related industry.

·         Demonstrated track record of meeting/exceeding sales goals and driving growth.

Skills:

·         Strong market knowledge, analytical skills and strategic planning capabilities.

·         Excellent communication, negotiation, interpersonal and relationship-building skills.

·         Proficiency with CRM and sales analytics tools (e.g., Power BI, Salesforce). Excellent excel and analysis skills.

Other: Willingness to travel as required.

What This Role Delivers

A successful Business Development Manager will maintain a strong cadence of new customer onboarding while managing – and growing sales  and profitability– of a portfolio of accounts across a number of business channels.