The Business Development Manager (BDM) serves as the commercial representative for Smithers Cannabis Testing Services division and is directly responsible for planning, directing and executing an industry-based field sales strategy; delivering profitable sales growth for his/her state; and visiting clients face-to-face to build trusted relationships and customer loyalty.
This individual will embody a strong personal character coupled with a broad business acumen and technical aptitude; vital competencies essential to navigating the complex and dynamic market conditions. Major responsibilities include growing revenue and the opportunity pipeline; initiating, developing and leading sales campaigns; and driving growth.
ESSENTIAL FUNCTIONS:
Primary objective is driving orders and establishing market share dominance for the Smithers Cannabis Testing Services lab.
Demonstrates expertise in selling 3rd party testing services and aptitude to comprehend complex science-based issues specific to the cannabis industry
Engages existing as well as prospective clients through face-to-face interactions with a heightened emphasis on new, prospective client engagement
Creates a culture of competitiveness and winning; sets a high bar for competitive account conversions
Sets the strategic direction for key accounts; prioritizes and builds successful account plans, competes to secure maximum portion of annual spend
Fosters a collaborative selling culture inclusive of peers, marketing personnel as well as Subject Matter Experts (SME)
Utilizes Infor CRM system to track opportunities; embraces Sales Job Aids for opportunity management
Adheres to the Smithers tenets of sales: 1) Prepare for Customer Engagements; 2) Assess Opportunities; 3) Manage Strategic Accounts; 4) Forecast the Business
Communicates and works to resolve client satisfaction concerns
Develops sales section of annual operating plan for accounts and industries
Identifies and understands trends in the marketplace; communicates competitive situations at clients or within industry
SUCCESS ATTRIBUTES:
Holds self and others accountable for ethical values, keeping commitments, maintaining standards and achieving business and sales goals
Recognizes and adapts to regional delivery requirements and constraints, and seeks to deliver a quality solution regardless of resource limitations
Understands the testing requirements in the states in which Smithers operates and national dynamics impacting the business and industry (e.g., market needs, economic, political environment, labor practices, legal issues)
Ensures local actions and decisions are aligned with division goals and initiatives
Actively seeks out and participates in both formal and informal training opportunities to continuously develop interpersonal, technical, and professional skills
Builds and maintains a diverse network of industry contacts and professionals
Takes on new challenges and responsibilities to achieve functional, organizational, and personal goals, all while modeling the Smithers Ethics, Mission, Employees, Me (EMEM) values
EDUCATION & EXPERIENCE REQUIREMENTS:
Bachelor’s Degree business, marketing, communications, or related field
Advanced Degree (Master’s or MBA) preferred
Minimum five years’ experience in B2B sales
Experience in cannabis, agrochemical, environmental science, or pharma is a significant advantage
TRAVEL REQUIREMENTS:
70% out-of-office travel
Visiting clients at their site(s); hosting clients at Smithers Cannabis Testing Services lab
Attending industry and professional trade meetings and conferences
The above statements are intended to describe the general nature and level of work being performed by people assigned to the job. They are not intended to be an all-encompassing list of all responsibilities, duties, and skills required of personnel so classified. Reasonable accommodations to essential functions of the job will be made if necessary.
