Manager, Business Development – Field Sales

Position Summary...

What you'll do...

The Manager, Business Development is responsible for driving net-new business growth across Northwest Arkansas by developing customer relationships, building a qualified sales pipeline, and converting market opportunities into sustainable revenue. This is a field-focused business development and sales role responsible for identifying, pursuing, and closing new B2B and SMB opportunities while also expanding strategic relationships with existing customers and business partners. The Manager will develop and execute local market strategies, lead prospecting and customer engagement activities, manage sales opportunities from qualification through close, and coordinate with internal operational teams to ensure customer commitments are executable and financially sound. Unlike roles with direct service-delivery responsibility, this position is primarily focused on customer acquisition, relationship development, pipeline growth, sales execution, and market expansion. What You'll Do Drive New Business Development

• Develop and execute a business development strategy for Northwest Arkansas.
• Build a pipeline of net-new customers across targeted industries and customer segments.
• Identify and engage prospective customers through direct outreach, referrals, networking, industry relationships, community involvement, and field prospecting.
• Develop relationships with business owners, operators, facility leaders, procurement teams, property managers, and other key decision-makers.
• Understand prospective customer needs and connect those needs to relevant company services and capabilities.
• Identify new industries, customer segments, partnerships, and use cases that could generate incremental revenue.
• Maintain an active presence in the local business community to build brand awareness and identify emerging opportunities.

Own the Sales Process

• Manage opportunities from initial prospect identification through qualification, discovery, proposal, negotiation, close, and customer launch.
• Conduct customer discovery to understand operational requirements, pain points, buying criteria, budget considerations, and decision-making processes.
• Develop compelling value propositions tailored to each customer.
• Prepare and deliver sales proposals, presentations, pricing recommendations, and business cases.
• Lead commercial negotiations while protecting company financial, operational, and contractual interests.
• Coordinate with internal stakeholders to ensure proposed solutions can be delivered effectively.
• Maintain consistent follow-through and clearly defined next actions throughout the sales lifecycle.

Build and Manage the Sales Pipeline

• Maintain a disciplined pipeline of qualified opportunities.
• Track sales stages, opportunity value, probability, timing, decision-makers, next actions, and potential barriers.
• Use CRM tools, customer data, market intelligence, and analytics to prioritize opportunities.
• Develop short- and long-term sales forecasts.
• Identify opportunities to improve conversion rates and sales-cycle velocity.
• Provide clear visibility to leadership regarding pipeline performance, risks, opportunities, and expected revenue.
• Develop repeatable prospecting and customer acquisition practices that can support continued market expansion.

Key performance indicators may include:

• Net-new revenue
• New customer acquisition
• Qualified pipeline value
• Opportunity conversion rate
• Sales-cycle velocity
• Average deal value
• Customer retention and expansion
• Revenue forecast accuracy
• Market penetration
• Strategic partnership development

Develop and Grow Customer Relationships

• Build long-term relationships with customers and strategic business partners.
• Understand the mutual value proposition, risks, dependencies, and expected outcomes associated with customer relationships.
• Serve as a trusted business partner by understanding customer objectives and identifying opportunities to create additional value.
• Proactively address customer concerns and coordinate resources required to resolve issues.
• Identify opportunities to expand relationships through additional locations, services, categories, or capabilities.
• Maintain strong executive and operational relationships with key accounts.

Sales Strategy and Market Development

• Analyze local market conditions, competitive activity, customer trends, and industry developments.
• Identify high-potential verticals and customer segments.
• Develop targeted account and market strategies based on opportunity size, customer needs, operational fit, and financial potential.
• Translate market insights into recommendations for new services, partnerships, customer acquisition strategies, and growth initiatives.
• Evaluate new opportunities based on strategic alignment, expected revenue, profitability, operational requirements, and risk.
• Collaborate with leadership to establish market priorities and allocate resources toward the highest-value opportunities.

Proposals and Negotiation

• Develop effective sales proposals for a range of customer types and business needs.
• Lead customer presentations and complex sales discussions.
• Build financial and operational business cases that clearly communicate customer and company value.
• Negotiate pricing, scope, service expectations, implementation requirements, and commercial terms.
• Anticipate objections and develop strategies to move negotiations forward.
• Protect company economics while seeking mutually beneficial customer outcomes.
• Escalate material contractual, financial, or operational risks when appropriate.

Cross-Functional Execution The Manager will work closely with Operations, Finance, Procurement, Legal, Product, Technology, Marketing, and other business partners to ensure successful customer acquisition and implementation. Responsibilities include:

• Translating customer requirements into clear internal business requirements.
• Coordinating customer onboarding and implementation activities.
• Ensuring commercial commitments align with operational capabilities.
• Identifying potential execution risks before customer agreements are finalized.
• Removing barriers that delay customer acquisition or launch.
• Communicating customer feedback and market insights to internal teams.
• Supporting continuous improvement of sales, onboarding, and customer management processes.

Financial and Business Acumen

• Understand the financial drivers associated with revenue, margin, pricing, customer acquisition, service delivery, and account growth.
• Evaluate the financial viability of customer opportunities and proposed solutions.
• Develop business cases for new customers, partnerships, and market opportunities.
• Understand how pricing, scope, service mix, operating requirements, and customer expectations affect profitability.
• Use data and financial analysis to support sales decisions.
• Balance revenue growth with sustainable financial and operational performance.

Lead and Develop the Sales Team

• Provide supervision, coaching, and development for assigned sales or business development associates.
• Establish clear expectations for prospecting, customer engagement, pipeline development, and revenue performance.
• Conduct regular pipeline reviews and opportunity strategy discussions.
• Coach associates on prospecting, discovery, consultative selling, presentation skills, negotiation, and relationship management.
• Build accountability around measurable sales activity and outcomes.
• Recognize strong performance and provide constructive feedback and development opportunities.
• Create a collaborative, high-performing environment focused on growth, execution, and customer value.

What Success Looks Like Success in this role will be demonstrated by:

• Consistent creation of qualified net-new opportunities.
• Measurable growth in new customers and revenue.
• Strong relationships with local and regional business decision-makers.
• A healthy, disciplined, and predictable sales pipeline.
• Increased penetration within targeted Northwest Arkansas customer segments.
• Strong conversion of prospects into active customers.
• Expansion of strategic customer relationships.
• Accurate sales forecasting and pipeline visibility.
• Effective coordination between sales commitments and operational execution.
• Repeatable business development practices that can support future growth.

Ideal Candidate The ideal candidate is a proactive business developer who enjoys creating opportunities rather than waiting for them to appear. They are comfortable spending significant time in the market, meeting customers, developing relationships, identifying problems, building solutions, and advancing opportunities through the sales process. The strongest candidates will have experience in areas such as:

• Business development
• B2B or SMB sales
• Field sales
• New customer acquisition
• Consultative or solution selling
• Account development
• Pipeline and CRM management
• Strategic partnerships
• Proposal development
• Contract negotiation
• Financial analysis
• Market development
• Cross-functional leadership

Experience within facilities services, commercial services, retail, property services, construction, maintenance, installation, field services, hospitality, healthcare, QSR, or other multi-site service environments is valuable. The ideal candidate can move comfortably between prospecting a local business, presenting to an executive decision-maker, negotiating a commercial opportunity, coaching a salesperson, and coordinating internally to get a new customer successfully launched. Leadership Expectations
Respect the Individual: Builds strong and trusting relationships with team members and business partners works collaboratively and crossfunctionally to achieve objectives and communicates and listens attentively with energy and positivity to motivate influence and inspire commitment and action
Act with Integrity: Maintains and promotes the highest standards of integrity ethics and compliance models the Walmart values and leads by example to foster our culture supports Walmarts goal of becoming a regenerative company by making a positive impact for associates customers and the world around us eg creating a sense of belonging eliminating waste participating in local giving
Act with Integrity: Follows the law our code of conduct and company policies and sets expectations for others to do the same promotes an environment where associates feel comfortable sharing concerns and reinforces our culture of nonretaliation listens to concerns raised by associates takes action and encourages others to do the same holds self and others accountable for achieving results in a way that is consistent with our values
Act with Integrity: Acts as an altruistic servant leader and is consistently humble selfaware honest and transparent
Serve our Customers and Members Delivers expected business results while putting the customermember first and consistently applying an omnimerchant mindset and acts with an Every Day LowCost mindset to drive value and Every Day Low Prices for customersmembers
Serve our Customers and Members Adopts a holistic perspective that considers data analytics customermember insights and different parts of the business when making plans and shaping the teams strategy
Strive for Excellence:Consistently raises the bar and seeks to improve demonstrates curiosity and a growth mindset seeks feedback asks thoughtful questions fosters an environment that supports learning innovation and learning from mistakes and intelligent risktaking and exhibits resilience in the face of setbacks
Strive for Excellence:Seeks and implements continuous improvements and encourages the team to leverage new digital tools and ways of working

At Walmart, we offer competitive pay as well as performance-based bonus awards and other great benefits for a happier mind, body, and wallet. Health benefits include medical, vision and dental coverage. Financial benefits include 401(k), stock purchase and company-paid life insurance. Paid time off benefits include PTO (including sick leave), parental leave, family care leave, bereavement, jury duty, and voting. Other benefits include short-term and long-term disability, company discounts, Military Leave Pay, adoption and surrogacy expense reimbursement, and more. You will also receive PTO and/or PPTO that can be used for vacation, sick leave, holidays, or other purposes. The amount you receive depends on your job classification and length of employment. It will meet or exceed the requirements of paid sick leave laws, where applicable. For information about PTO, see https://one.walmart.com/notices. Live Better U is a Walmart-paid education benefit program for full-time and part-time associates in Walmart and Sam's Club facilities. Programs range from high school completion to bachelor's degrees, including English Language Learning and short-form certificates. Tuition, books, and fees are completely paid for by Walmart.
Eligibility requirements apply to some benefits and may depend on your job classification and length of employment. Benefits are subject to change and may be subject to a specific plan or program terms.
For information about benefits and eligibility, see One.Walmart.
The annual salary range for this position is $80,000.00 - $155,000.00 Additional compensation includes annual or quarterly performance bonuses. Additional compensation for certain positions may also include :
- Stock

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Minimum Qualifications...

Outlined below are the required minimum qualifications for this position. If none are listed, there are no minimum qualifications.

Bachelor’s degree in Business, Accounting, Finance, Marketing, or related field and 2 years’ experience in business development, market development, product development, or related area OR 4 years’ experience in business development, market development, product development, or related area.

Preferred Qualifications...

Outlined below are the optional preferred qualifications for this position. If none are listed, there are no preferred qualifications.

Sales, Supervisory experience

Primary Location...

814 Respect Dr, Bentonville, AR 72716, United States of America

Walmart and its subsidiaries are committed to maintaining a drug-free workplace and has a no tolerance policy regarding the use of illegal drugs and alcohol on the job. This policy applies to all employees and aims to create a safe and productive work environment.