Business Development Representative

We are a solutions-driven, customer-focused provider of material handling, storage and automated systems solutions and we take pride in knowing that your actions boost our customers’ productivity. We are looking for customer-focused, self-starting individuals to join our team and make a difference. If that sounds like you, join the Johnston Equipment team today!

Position Summary:

The Business Development Representative (BDR) will be responsible to develop need and provide solutions to new customers. The BDR will ensure market growth for the Raymond/BT line of material handling equipment and other products and services provided by Johnston Equipment in a given territory.

How You’ll Make an Impact

• • Contact potential customers through cold calling, emails, customer visits and networking
  • Build relationships with new customers to create continuous flow of pipeline
  • Recognizing opportunity to Identify customer needs to provide enhanced solutions through all of Johnston Equipment products and services
  • Stay up to date on product knowledge and industry standards
  • Maintain communication with potential customers to gain new business
  • Participate and collaborate with sales team for ongoing efforts to meet the organizations business objectives
  • Present product information regarding features, benefits and new product/service offerings to customers

Market Penetration

• • Investigate and target competitive users and non-users in territory.
  • Create action plans to convert competitive users and non-users to Johnston customers.
  • Develop and maintain contact with potential customers through meetings, phone and email.
  • Coordinate between Johnston departments to address prospective customer needs.
  • Communicate new product/service developments with prospects.
  • Network to promote new business.

Preparation of Proposals and Orders

• • Research application requirements and prepare pricing for products/services based on specifications to meet application requirements.
  • Acquire management approval and signature for discounts.
  • Maintain Johnston requirements for gross profit on various products/services
  • Prepare formal quotation for products and services to be presented to customer management.
  • Prepare in-house order forms and factory order paperwork.
  • Work with factories and outside vendors for creation of proposal and orders.

Networking

• • Network for the promotion of Johnston Equipment, the Raymond core product line and all products/services which Johnston Equipment carries.
  • Network with all GNJ product groups
  • Attend inter-departmental meetings as required

Forecasting/Reporting Plans

• • Prepare forecasted units/dollars per month and per year.
  • Prepare detailed customer profiles, competitor profiles, pro team and lost order reports.
  • Prepare annual business plans, market plans and identify target accounts.

What You’ll Bring to the Table

• • B2B sales experience
  • Growth and solution mindset
  • High level of integrity and work ethic
  • Minimum of 5 years sales experience required
  • Demonstrated ability to convert prospects and close deals while maintaining established sales quotas.
  • Solid experience in opportunity qualification, pre-visit planning, call control and account development
  • Success in qualifying opportunities involving multiple key decision makers.
  • Strong knowledge of retail and/or wholesale sales principles, methods, practices, and techniques.
  • Strong problem identification and objection resolution skills.
  • Able to build and maintain lasting relationships with customers.
  • Self-motivated, with high energy and an engaging level of enthusiasm.
  • Must possess a valid driver’s license. Candidates with a “Go-Getter” attitude should apply.

Why You’ll love it here

• • We offer a competitive salary, incentive program and an excellent benefits package
  • We trust and support you - take ownership of your work and push your ideas from inception to execution
  • We want to see you grow - we support your career progression and provide learning and development opportunities