Head of Business Development- Western US

ABOUT US

Merrill Manufacturing is North America’s leading manufacturer of parts and accessories to the water well and water system industries. We are a family-owned company known for our incredible service, quality products, and diverse selection. Our values guide everything we do. Our team at Merrill is committed to living our core values by doing the right thing, sharing a passion for everything we do, maintaining a can-do, will-do attitude, prioritizing 'we' over 'me,' and working together to solve problems.

JOB SUMMARY

The Head of Business Development- Western US is a key leader responsible for strengthening existing client relationships, identifying new business opportunities, and driving company revenue growth. This role involves traveling to train, make calls with, and expand business with business partners while collaborating with sales, marketing, and other teams to develop and implement plans to grow and acquire new business.

WORK RESPONSIBILITIES & DUTIES

• Oversee Independent Manufactures’ Representatives relationships (Partners) in designated territories to drive growth and achieve company revenue goals.
• Trains Independent Manufacturing Representatives (Partners) on company products, ensuring they have the knowledge and resources to effectively promote and sell our offerings.
• Builds and maintains relationships with representatives of key contractors, distributors, and wholesalers making sure resources are being appropriately deployed to advance and secure sales objectives.
• Track Key Performance Indicators for sales across each territory and category, ensuring objectives are met while identifying trends and areas for improvement.
• Initiates sales calls and documents new sales opportunities in existing and prospective businesses within the Customer Relationship Management system.
• Executes on Independent Manufactures’ Representative (Partners) sales plan to drive revenue growth in each category.
• Evaluates existing partnerships and sales efforts with an eye toward building on what works and changing what doesn’t.
• Schedules and hold in person quarterly reviews with Independent Manufacturing Representatives (Partners).
• Serves as the lead for scheduling, coordinating, and executing trade shows, ensuring successful event participation, brand representation, and business development opportunities in assigned territory.
• Conducts presentations and webinars to boost brand visibility and drive product sales.
• Works cooperatively with sales, marketing, customer-service, and customer relationship management teams.
• Stays abreast of industry trends and competitor activity while analyzing the competitive landscape to develop strategies for gaining a competitive advantage.
• Regularly reports on sales performance metrics and key trends to senior management and stakeholders.
• Travels to contractors, wholesalers, vendors, and distributions centers to sell and promote business solutions.
• Assists in driving the adoption of web ordering among wholesale distributors, providing training and support to ensure seamless integration and increased usage.
• Helps in the development of web platforms and digital experiences.
• Preforms other job duties as requested by supervisor

QUALIFICATIONS AND EDUCATION REQUIREMENTS

Bachelor’s degree in business administration, Marketing, Sales, or a related field or equivalent experience (MBA a plus).

Minimum of 5-10 years’ experience in a sales leadership role, with a proven track record of success in exceeding sales targets and growing revenue. 

Strong understanding of sales methodologies, customer relationship management (CRM) best practices, and sales forecasting techniques.

PREFERRED SKILLS AND EXPECTATIONS

Excellent leadership, communication, interpersonal, and negotiation skills.

Data-driven and analytical with a strong understanding of market dynamics.

Proficient in computer skills, including CRM software, sales automation tools, and MS Office Suite.

PHYSICAL DEMANDS

This position travels up to 70% of the time and will experience significant physical demands associated with frequent travel. This includes long hours spent on flights, driving, and attending off-site meetings or events, which can require extended periods of sitting or standing. The role also involves carrying or transporting materials, such as presentation materials or product samples, and moving between various locations, sometimes in high-pressure environments. The individual must maintain energy and focus during travel, adapt to varying time zones, and manage the physical strain of travel-related fatigue while ensuring performance and productivity remain high. Flexibility and stamina are key to managing the demands of the role effectively.

WORKING CONDITIONS

This position is considered dynamic and fast-paced. The role requires frequent travel, including domestic and international flights, driving to client meetings, and attending industry events and trade shows. While traveling, the work environment can vary, ranging from corporate offices and conference rooms to client sites and trade show floors. At times, the role involves long hours and tight deadlines, requiring the ability to adapt quickly to changing schedules and environments. When not traveling, the director typically works in an office setting, collaborating with internal teams, preparing presentations, and executing on business plans. Flexibility, time management, and the ability to work effectively under pressure are essential to thriving in this role.

BENEFITS

Full Benefits package available including medical, dental, vision, life, and disability insurances, flexible spending accounts, 401K with generous match, paid time off including nine (9) holidays, and a flexible schedule with work/life balance.

EEO STATEMENT

We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, marital status, family status, pregnancy, or other legally protected status (collectively, "protected statuses"). We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training.

DISCLAIMER

The above job definition information has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. Job duties and responsibilities are subject to change based on changing business needs and conditions.