Business Development Manager

Company Overview:

BlueStar is a leading global solutions-based distributor of Point-of-Sale, Bar-coding, data collection, radio frequency identification (RFID), and Wireless mobility products. BlueStar works exclusively with Value Added Reseller Partners, providing them with complete solutions at competitive prices. The company brings unequaled expertise to the market, offers award-winning technical support, and is an authorized service center for a growing number of manufacturers.

The Business Development Manager is part of the US Marketing Department and is responsible for representing a vendor, and developing and managing relationships with channel partners in alignment with the annual business and marketing plan. This is a hybrid work position. Employee must report into the BlueStar Hebron, KY headquarters two days per week for collaboration, and can work from their home office the three remaining days. BlueStar business hours apply.

Essential Job Functions:

Business and Product Knowledge

• Expertise of vendor's products, programs, policies, and value-adds
• Expertise of BlueStar's programs, policies, procedures, and value-adds
• Contribute to vendor/BlueStar quarterly business reviews (QBRs)
• Achieve growth targets for BlueStar and vendor key performance indicators (KPIs)

Key Relationships

• Internal: Build and maintain relationships with BlueStar Sales Team (liaise with other internal functional groups)
• Vendor: Build and maintain relationships with key vendor contacts and channel sales team
• External: Cultivate and maintain relationships with target accounts, value-added resellers (VARs), and independent software vendors (ISVs). This includes regular contact and visits with accounts.
• Estimated travel 30-40%.
• Passport required. May have to attend an international trade show.

Business Development

• Contribute to the joint annual business and marketing plan for sales region
• Execute the plan to achieve quarterly KPIs including sales-out goal for overall revenue and target account growth
• Provide support to BlueStar Sales team and VAR partners regarding inquiries related to the vendor
• Assist in vendor product trainings for BlueStar Sales team
• Coordinate and lead trainings with channel partners
• Manage the BlueStar/vendor pipeline and deal closure related to region
• Recruit and onboard ISVs and VARs into BlueStar and vendor partner programs
• Represent vendor at BlueStar roadshows and tradeshows
• Understand marketing campaign capabilities. Be a marketing consultant for partners to develop business and marketing plans that generate demand and brand preference
• Stay up-to-date on the latest market trends. Use business intelligence tools to analyze data and dashboards

Qualifications:

• Complete understanding of all aspects of added value business development
• A four-year college degree and 3 years of work experience in Sales, Marketing, or Business Development is preferred.
• Understand distribution models and basic concepts of reseller channels
• Knowledge of the POS, Networking, and AIDC channel is a plus
• Comfortable working in a team with diverse responsibilities and personalities
• Has an understanding of accounting principles for budgets, MDF, and Co-op marketing funds

 

Competencies

• Concentration: Can manage multiple tasks and projects, and has the ability to prioritize workload. Maintains focus on primary tasks to meet deadlines and advance projects
• Goal-Oriented: Capable of establishing goals and deliverables, constructing plans, and executing with minimal supervision
• Interpersonal Skills & Communication: Comfortable working with customers directly and corresponding through multiple modes of communication including virtual, phone, e-mail, and in-person. Can work independently on projects and within a team environment
• Presentation: Ability to stand up in front of a group of people, and share information and insights about the business
• Proficient with the Microsoft Office Suite and Power BI: Has an intermediate knowledge of Excel including how to do vlookups, addition, subtraction, multiplication, and division. Has intermediate knowledge of Word and can build presentations in PowerPoint. Comfortable using Power BI to extract, analyze, and make conclusions from basic data sets.

Core Values

• Customer-Centric
• Integrity
• Teamwork
• Knowledge
• Desire to Win