New Business Development Manager

Description

PFI Instore | Account Management, Strategic Growth & New Customer Acquisition

Position Summary

PFI Instore is seeking a strategic, results-driven New Business Development Manager responsible for managing and growing assigned customer accounts while actively identifying and securing new business opportunities.

This position combines the relationship management and accountability of an Account Manager with the proactive, growth-oriented mindset of a Business Development professional.

Approximately 60–70% of the role will focus on managing and expanding existing customer relationships, with 30–40% dedicated to new customer acquisition.

The New Business Development Manager will serve as the primary commercial relationship owner for assigned accounts, supported by a Sales Support Manager who assists with daily customer service, project coordination, order management, and administrative execution.

The successful candidate will demonstrate a strong sense of ownership, a customer-first mindset, disciplined sales execution, and the ability to turn relationships into profitable, sustainable growth.

This is not simply an account maintenance role. We are looking for someone who can manage today's business while actively creating tomorrow's growth.

Key Responsibilities

1. Account Management & Strategic Growth (60–70%)

• Serve as the primary relationship owner and point of accountability for assigned existing customers.
• Manage day-to-day customer relationships, priorities, and business needs in partnership with the Sales Support Manager.
• Build strong, trusted relationships with customer decision-makers, influencers, and stakeholders across multiple departments and levels.
• Develop a deep understanding of each customer's business, merchandising strategies, challenges, competitive environment, and growth objectives.
• Identify and pursue opportunities to increase PFI's share of business through new programs, product categories, brands, divisions, and locations.
• Develop and execute strategic account plans with measurable growth objectives, defined actions, and timelines.
• Proactively identify customer concerns, address issues, and coordinate internal resources to deliver  timely solutions.
• Monitor account performance, revenue trends, contribution margins, and potential risks.
• Conduct regular customer business reviews to evaluate performance, uncover opportunities, and strengthen relationships.
• Balance customer satisfaction      with responsible stewardship of PFI's resources, profitability, and operational capabilities.

2. New Customer Acquisition & Market Development (30–40%)

• Identify, research, and pursue prospective customers aligned with PFI's capabilities and strategic growth priorities.
• Develop and execute targeted prospecting strategies designed to generate qualified opportunities and profitable new business.
• Build relationships with key decision-makers through direct outreach, referrals, networking, trade shows, and industry events.
• Conduct discovery meetings,  customer visits, product presentations, and factory tours.
• Identify customer challenges and develop differentiated merchandising and display solutions.
• Qualify prospects based on revenue potential, strategic fit, profitability, decision-making authority, and timing.
• Manage opportunities through the entire sales cycle, from prospecting and discovery to proposal,  negotiation, and close.
• Leverage PFI's broad manufacturing capabilities to create compelling customer value propositions.
• Establish strategic partnerships and referral networks that generate incremental revenue opportunities.

3. Sales Support Partnership & Cross-Functional Leadership

• Work closely with the assigned Sales Support Manager to ensure timely, accurate, and responsive customer service.
• Establish clear roles, responsibilities, communication expectations, and priorities for account and project execution.
• Provide direction and customer context to Sales Support regarding account priorities, project requirements, deadlines, and customer expectations.
• Collaborate with Engineering, Design, Estimating, Operations, and Manufacturing to develop competitive solutions and resolve customer challenges.
• Maintain ownership of customer relationships, commercial decisions, and escalated issues while leveraging Sales Support for operational coordination.
• Ensure customer commitments are clearly communicated, documented, and executed.
• Foster a collaborative, respectful, and accountable working environment.

4. Pipeline Management, Forecasting & Sales Discipline

• Build and maintain a qualified sales pipeline representing at least three times the assigned annual growth target.
• Maintain accurate weekly CRM updates, including customer interactions, opportunity stages, anticipated revenue, next steps, and close dates.
• Develop and update monthly territory and strategic account plans.
• Conduct structured pre-call planning and post-call debriefs to improve customer engagement and  opportunity conversion.
• Maintain accurate monthly revenue forecasts supported by documented customer activity and opportunity milestones.
• Participate in weekly one-on-one  meetings to review account performance, pipeline health, growth opportunities, risks, and action plans.
• Prioritize time and resources based on customer needs, strategic opportunities, revenue potential, and profitability.
• Maintain timely expense reports and required sales documentation.
• Proactively identify performance gaps and implement corrective action plans.

Performance Expectations

Success will be measured by the individual's ability to manage existing customer relationships, generate profitable growth, acquire new customers, and execute consistently.

Revenue & Profitability

• Generate $2 million in annualized net-new revenue within 12–18 months.
• Deliver targeted growth within assigned existing accounts.
• Identify and convert new programs and product opportunities within existing customers.
• Achieve targeted contribution margin objectives by division.

Customer Relationship Management

• Maintain strong customer relationships and proactively address customer needs.
• Expand relationships across the customer decision-making matrix.
• Demonstrate customer retention, satisfaction, and account development.
• Coordinate effectively with Sales Support and internal operational teams.

Business Development

• Maintain a qualified pipeline of at least 3× the annual growth target.
• Consistently develop new contacts, referrals, and qualified opportunities.
• Conduct meaningful in-person customer and prospect engagements.
• Convert opportunities into profitable, sustainable revenue.

Execution & Accountability

• Maintain accurate CRM information  and reliable sales forecasts.
• Execute monthly account and territory plans.
• Demonstrate consistent follow-through on customer commitments.
• Proactively manage challenges, risks, and performance gaps.
• Demonstrate ownership of results and accountability to the broader team.

Required Skills & Competencies

• Strong strategic account management and business development capabilities.
• Proven ability to grow existing customer relationships while acquiring new business.
• Excellent relationship-building,  consultative selling, and negotiation skills.
• Ability to engage the full customer decision-making matrix.
• Strong presentation, discovery, qualification, and closing skills.
• Commercial and financial acumen, including understanding of pricing, revenue, and contribution margins.
• Strong organizational skills, attention to detail, and follow-through.
• Ability to lead through influence and collaborate effectively with cross-functional teams.
• Strong written and verbal communication skills, including professional email etiquette.
• Proficiency with CRM systems, Microsoft Office, and AI-enabled workplace productivity tools.
• Ability to manage competing priorities while maintaining a proactive growth mindset.

Required Experience

• Bachelor's degree in Business, Marketing, Sales, or a related field, or equivalent relevant experience.
• Minimum five years of successful B2B sales, strategic account management, or business development experience.
• Demonstrated history of growing existing accounts and securing new customers.
• Strong prospecting, networking, and relationship management experience.
• Experience managing complex customer relationships and coordinating internal resources.

Preferred Experience

• Retail displays, merchandising  fixtures, point-of-purchase solutions, packaging, or custom manufacturing.
• Experience working with consumer packaged goods companies, beverage brands, retailers, or related industries.
• Knowledge of corrugate, injection molding, acrylic, metal fabrication, and related manufacturing capabilities.

The Behaviors That Define Success

We are looking for someone who:

• Takes ownership: Does not make excuses. Takes responsibility, solves problems, and delivers results.
• Thinks strategically: Understands the customer's  business and identifies opportunities beyond existing revenue.
• Puts the customer first: Builds trust and advocates for customers while protecting PFI's business interests.
• Executes with discipline: Follows the sales process, maintains accurate information, and delivers on commitments.
• Communicates professionally: Demonstrates clarity, respect, responsiveness, and strong attention to detail.
• Works as one team: Values the contributions of Sales Support, Operations, Engineering, Design, and other internal partners.
• Demonstrates resilience: Maintains persistence, adaptability, and a solutions-oriented mindset.
• Drives growth: Proactively creates opportunities rather than waiting for customers to ask.

At PFI Instore, success means owning your business, growing your relationships, creating new opportunities, and working together to deliver profitable results.