Business Development Leader

About The Kendall Group

The Kendall Group is comprised of eight divisions with 75+ locations in ten states. Combined, we serve the Electrical, Automation, Pipe, Valve, and Fitting products, Steam, Lighting, Industrial Controls, and Instrumentation Industries. The Kendall Group is a 100% employee-owned company. Kendall offers a great opportunity for a rewarding career.

Why The Kendall Group?

Our employee ownership model is the core of who we are. You will not only own part of the company, but you will own your future. At Kendall, you'll have opportunities to learn and grow while being coached and mentored along the way. We're that company where people stay! We're proud to say more than 60% of our associates have more than 5 years of tenure, and more than 40% have greater than 10 years. At Kendall, you will be valued and supported, your ideas will be heard, your voice will matter, and you'll work alongside incredible people who care about your success.

Role Summary: Reporting to the Division Manager, the Business Development Leader is a key member of the Merlo Energy Sales team. This role is responsible for the overall success of the inside selling function, implementing and proving out strategies and ROI. The Business Development Leader will be a key contributor to the creation and execution of our business development strategy. They will increase market share by identifying new prospective accounts and maintaining positive relationships with customers by providing service excellence. The person in this role will demonstrate product and application knowledge within the industry. They will coordinate with Merlo Energy leadership to establish sales targets, implement inside selling strategies, and interact with customers.

Exciting work you will do:

The essential duties and responsibilities of the Business Development Leader position will consist of, but are not limited to, the following:

• Execute and manage business development sales strategy for Merlo Energy to ensure achievement of company sales goals and profitability 
• Manage and direct performance and outcomes of department
• Use the Eclipse and Salehub and Salesloft business systems documenting all transactions in accordance with Company quality system and procedures
• Conduct research to identify new markets, new customers and/or new services
• Develop methodologies for targeting new business
• Promote vision by providing customers with solutions to assist in achieving their goals
• Coach and mentor Account Representatives on the Business Development team
• Understand training and development needs of the team, including staying up to date on inside selling best practices, systems, and tools
• Create and manage leads in Saleshub
• Partner with Marketing team to generate collateral to entice new customers
• Communicate sales growth objectives and progress to leadership
• Develop and maintain Key Performance Indicators
• Establish regular communication channel with Outside Sales team to develop customer strategies
• Maintain limited and strategic account responsibility as needed
• Maintain current knowledge on new and evolving products
• Maintain and assess backlog of accounts, ensuring high quality accounts are prioritized 
• Perform other duties as assigned

Competencies you possess:

• Service Excellence
• Results, Action Oriented
• Accountability and Responsibility
• Understanding Others, Listening
• Developing Talent
• Process Management
• Problem Solving
• Teamwork and collaboration
• Priority Setting

What you’ll need:

• Work Experience: 5 years’ sales or steam or hot water experience, preferably with a related product line, or with end users in an industrial, institutional, or technical environment
• Education: Associate’s degree, equivalent coursework or work experience
• Analytics/Computer Skills: Experience working with MS Office; intermediate to advanced Excel; ability to learn new software; ability to decide which products to focus on and how best to reach customers
• Organization Skills: Highly organized and detail-oriented; ability to multi-task and shift priorities as needed; ability to work in fast-paced, continuously evolving environment
• Cross-functional skills: Ability to work well cross-functionally; provides excellent internal and external customer service
• Communication Skills: Strong interpersonal communications, problem solving, organizational and written/verbal communication skills, including telephone aptitude and the ability to interface with customers, suppliers, and direct reports

• Physical, Mental and Visual Skills: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disability to perform the essential functions. 
  • Ability to see, talk and hear
  • Ability to sit for 8 hours a day 

• Physical Environment:  Normal office environment
• Travel: Occasional travel

Qualifications we prefer but don’t require:

• Work Experience: 7 years’ sales or steam or hot water experience, preferably with a related product line, or with end users in an industrial, institutional, or technical environment; 2 years’ experience in business development or leadership role; experience interfacing or supporting a sales team

• Education: technical degree or bachelor’s degree
• Analytics/Computer Skills: Saleshub and Epicor / Solar Eclipse

The Kendall Group is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, age, physical or mental disability, citizenship, military status, protected veteran status, genetic information, or any other characteristic protected under applicable federal, state, or local law.