Business Development Manager

About Ace Retail Group

Ace Retail Group (ARG), is a division of Ace Hardware Corporation that owns and operates several Ace brands, including Westlake Ace, Great Lakes Ace, Buikema’s Ace, Outer Banks Ace, Dennis Company, and Breed & Company. ARG is one of the largest hardware retailers in the United States and has two headquarters located in Lenexa, KS and Farmington Hills, MI. ARG’s origins date back over a century and operates over 250 neighborhood stores located throughout the United States. Great people make ARG stand out in our industry, and we are looking for individuals who strive for personal and professional growth, and who want to work with a company founded on (and still led by) our solid Core Values of: Winning, Excellence, Love, Integrity, Gratitude, Humility and Teamwork.

General Job Summary

The Business Development Manager is a territory-based outside sales role in ARG's Commercial Division. The Division's strategic focus is the Multifamily Property Management customer. You will own and grow an established book of commercial business while developing new customers and sales opportunities throughout your market.

Essential Duties & Responsibilities

Territory Development

• Own the growth of an assigned commercial sales territory, executing a territory sales plan focused on new customer acquisition and existing account growth.
• Prospect consistently through field activity, referrals, networking, and targeted outreach, with emphasis on Multifamily property management companies, property managers, maintenance leaders, and regional operators.
• Build and maintain a healthy sales pipeline, conduct customer meetings, property visits, presentations, and business reviews, and own opportunities from prospecting through close.

Account Management

• Grow and protect an established book of business by building strong relationships with existing commercial customers and becoming a trusted resource.
• Understand each customer's operations, purchasing behaviors, and challenges to expand share of wallet across relevant product categories.
• Use sales reporting, purchasing history, and customer insights to prioritize selling activity and identify high-potential and at-risk accounts.
• Maintain regular contact with key customers and decision-makers.

Consultative Selling

• Recommend products and solutions that create value, including product selection, special orders, pricing, and fulfillment.
• Negotiate effectively, balancing customer needs with profitable sales growth, using established pricing guidelines with appropriate flexibility.
• Coordinate with internal partners to resolve customer issues and deliver an outstanding commercial customer experience.
• Represent Ace professionally in the local business and Multifamily communities, including trade shows, industry events, and networking opportunities.

Store Partnership (approximately 5–10% of the role)

• Serve as the connection between commercial customers and local stores, helping store teams recognize commercial opportunities and sharing B2B selling and customer service best practices.
• Partner with store leadership to address important commercial customer needs, while keeping your primary focus on external selling and profitable territory growth.

Other Essential Requirements

Ability to exhibit and incorporate our Core Values into daily decisions and interactions with others:

• WINNING – In business, money is the score. To win, we must perform, compete, and have fun. At Ace, we win through people- our strength is being helpful.
• EXCELLENCE – Excellence honors God and inspires people. We aspire to be the best, to continuously improve and to inspire others by giving the team our very best.
• LOVE – Love the people, love the work and love the results.
• INTEGRITY – For Ace to win, we need to be able to trust each other. And trust will require us to be honest, reliable, caring, of high character and of unquestioned ethics.
• GRATITUDE – We recognize that we are blessed to be in the business of serving others.
• HUMILITY – We strive for greatness with a humble, modest and respectful attitude.
• TEAMWORK – We will fight the natural tendency for control and credit in favor of collaboration and mutual success, recognizing that…Together, we are Ace.

Minimum Qualifications, Requirements and Skills

·         3–5+ years of successful outside B2B or territory sales experience, ideally in the multifamily industry.

·         Must possess and maintain a valid driver's license throughout employment.

·         Regular local market travel to support customer relationships, sales growth initiatives, market expansion and company objectives.

·         Demonstrated ability to prospect, build a pipeline, win new customers, and grow existing accounts.

·         Proven success managing a geographic territory or meaningful book of business.

·         Strong consultative and relationship-based selling skills.

·         Comfortable initiating relationships with new prospects and developing credibility with business decision-makers.

·         Strong negotiation and closing skills.

·         Ability to balance hunting for new business with expanding and protecting established accounts.

·         Self-motivated and comfortable working independently in the field.

·         Highly organized with consistent follow-up and account-management discipline.

·         Strong business acumen with an understanding of revenue, margin, pricing, and profitable growth.

·         Excellent verbal and written communication skills.

·         Comfortable using sales reporting, CRM/business systems, Microsoft Excel, Outlook, PowerPoint, and related technologies.

·         Ability to work collaboratively with store teams and corporate partners.

·         Ability to travel regularly throughout the assigned territory and work flexible hours when customer needs require it.

·         Climbing, lifting (up to 50lbs), standing and walking.

Compensation Details

$60000 - $110000+ per year

For a full list of benefits and open positions, please visit us at: https://acehardware.wd1.myworkdayjobs.com/en-US/ARG_External

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Equal Opportunity Employer
Ace Retail Group is committed to a policy of promoting equal employment opportunities. The company recognizes the importance of diversity and leveraging the skills and talents of all people to the mutual advantage of each individual and the organization. The company is committed to the prevention of employment discrimination related to race, religion, color, sex (including sexual harassment), gender identity, national origin, age, marital status, disability and military discharge, or any other action covered by federal or state laws.