Bridgestone Americas, Inc.

  • Business Development Manager

    Employee Type
    Regular Full-Time
    Degree Preferred
    4 Year Degree
    Requisition ID
    2019-168933
    Posted Date
    9/26/2019
    Location
    US-PA-Wilkes-Barre
    Zip Code
    18702
    Functional Area
    Commercial
    Category
    Sales
  • Overview

    Nashville, Tenn.-based Bridgestone Americas, Inc. is the U.S. subsidiary of Bridgestone Corporation, the world’s largest tire and rubber company. Bridgestone Americas and its subsidiaries develop, manufacture and market a wide range of Bridgestone, Firestone and associate brand tires to address the needs of a broad range of customers, including consumers, automotive and commercial vehicle original equipment manufacturers, and those in the agricultural, forestry and mining industries. 

    The companies are also engaged in retreading operations throughout the Western Hemisphere and produce air springs, roofing materials, and industrial fibers and textiles. The Bridgestone Americas family of companies also operates the world’s largest chain of automotive tire and service centers. 

     
    Guided by its global corporate social responsibility (CSR), commitment Our Way to Serve, Bridgestone embraces its responsibility as a global leader by striving to improve the way people move, live, work and play.

    Position Summary

    ​The Business Development Manager (BDM) takes the lead in managing the relationship with one of Bridgestone Americas key commercial tire dealers. The BDM knows the distribution agreement intimately and carefully monitors both Bridgestone's and our partner's commitments to ensure that each is realizing the value expected from the partnership. The BDM advises leadership on the issues that could pose direct or indirect risk and provides guidance on what is right for both the relationship and for Bridgestone.  The BDM constantly evaluates, measures and analyzes our partnership, thinking about what could be better and thinking broadly across the businesses. The BDM has to be both strategic and tactical, always thinking about the implications each change in the business environment has on the larger relationship.

    Responsibilities

    •  This role is the key interface with the BSAM commercial business and the dealer, also serving as a liaison for the consumer business. The BDM develops and leads joint strategies and complex business negotiations, drives organizational change (internal and external) and influences the executive level of the dealer organization. 
    • Responsible for delivering the financial growth and profitability targets assigned to the dealer and for accelerating growth through the effective usage of BSAM resources. 
    • Develop a tactical business plan including sales goals, strategies, and performance metrics with dealer on annual basis. The BDM is responsible for ensuring yearly plan by tracking monthly sales results against forecasts to ensure tactical plans are impacting sales results. The BDM demonstrates an in-depth knowledge of the dealer's performance across operations. 
    • Develop, implement and direct the sales strategies with BSAM Commercial Field Sales, Inside Sales and National Account Teams to achieve revenue targets with the dealer. 
    • Lead regular planning and strategy meetings with the dealer to ensure alignment and monitor/review progress against strategic initiatives. These reviews include BSAM Commercial Leadership and Dealer Leadership teams.
    •  Work with dealer to create a quarterly spending plan for back-end programming money. In addition, work with the dealer and BSAM sales functions to develop merchandising/discounting programs.  
    •  Support the development of collaborative forecasting of dealer tire sales. Regularly monitor the dealer inventory levels and proactively addresses supply issues.
    •  Identify dealer cost-saving opportunities by leveraging the Dealer Support Group. Provide operating benchmarks to dealers as available.
    •  Offer project management support in execution of large capital projects. Assist in developing the project timeline and budgeting plan. Help prioritize potential efforts across a multi-year timeline, managing a running list of future projects. 
    •  Work closely with the dealer and Dealer Support Group to identify potential acquisition targets and estimate acquisition valuations. Offer project management support when integrating newly acquired dealers, with focus on retaining business and employees. 
    •  Coordinate across BSAM business units and functions on behalf of the dealer. Ensure there is dealer involvement in annual BSAM budgeting cycle. Other communication lines include contacts in supply-chain/demand-planning on forecasting, in BSAM sales organization across categories, etc. 
    •  Proactively communicates with and provides feedback to BSAM Commercial Leadership regarding customer strategy, activity and capability gaps to improve execution and business performance against the business plan.
    •  Frequently partner with the Dealer Support Group to effectively use their capabilities. Some examples include:
    • Identify cost-saving opportunities for the dealer
    • Update and share multi-year capital project plans with Dealer Support Group to give visibility into future commitments and needs
    • Leverage Dealer Support Group's knowledge to assists dealers with M&A target evaluations and post-merger integration
    • Utilize internal market studies (path to purchase, etc.), digital marketing/support, and other capabilities housed in Dealer Support Group
    • Coordinate and regularly communicate to Dealer Support Group what dealers request in terms of future market studies, digital tool development, etc.

    Qualifications

    • Bachelor's Degree
    • 7-10 years of business development, account management, project/program management, or partner development experience
    • Demonstrated understanding and application of complex sales techniques
    • Extensive understanding of Bridgestone internal business units and functions
    • Proven experience leading and managing large and complex multifunctional teams/relationships
    • Demonstrated experience negotiating, managing and influencing executive level relationships (internal and external) for mutual win.
    • Excellent analytical, written and verbal communication skills
    • Knowledge and experience in a B2B sales environment
    • Evidence of continued personal and professional growth and development
    • Ability to travel moderately to support the business objectives (25-50%)
    • Team leadership in a matrixed organization
    • Coaching/developing others
    • Willing to live near and office out of strategic dealer HQ
    • Previous experience in commercial tire industry preferred 

     

    Bridgestone is proud to be an Equal Employment Opportunity / Affirmative Action employer. It is our policy to consider for employment all individuals regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, gender, sex, sexual orientation, gender identity and/or expression, genetic information, veteran status, or any other characteristic protected by federal, state or local law.

     

    Employment Eligibility

    If hired, a Form I-9 Employment Eligibility Verification must be completed at the start of employment. Temporary work authorization or the need for sponsorship may disqualify you from employment.

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