Birmingham Job Opportunities


Business Development Executive

John R White Company

John R White Company

Sales & Business Development
Posted on Monday, March 18, 2024

Job Details

Optional Work from Home
Full Time
Heavy Travel
Business Development



Reports to Director of Sales

JRW is looking for a talented Business Development Executive (BDE) who thrives in a fast- paced work environment. In this role you will play an integral part of the sales operations process and serve as a liaison between the customer and the internal teams. JRW operates with multiple customers throughout the United States, and this role will be responsible for casting a wide net to manage multiple states and regions. This is a remote-based role with overnight travel up to 60%. The right candidate will be a forward thinker with experience developing and onboarding new business as well as revenue extraction from existing accounts. This role will work in partnership with JRW’s Corporate Account and Inside Sales team.


Deliver this Outcome:

  • Deliver on incremental revenue growth targets and contribution margin targets
  • Acquire new accounts: target of 1 new revenue generating account per quarter
  • Partnership agreements
  • Generate new revenue in current and existing accounts

By performing these tasks:

  • Deliver results, and take action on inbound leads
  • Generate and leverage referrals
  • Conduct thorough research/discovery to qualify prospects into the Field Sales Ideal Customer Profile (as part of the JRW Sales Process)
  • Develop winning strategies for closing deals that play to JRW strengths and drive value for the customer
  • Articulate the JRW difference (tell our storyvalue proposition)
  • Collaborate with internal and external cross-functional resources for results
  • Follow the JRW Sales Process of completing Capabilities Presentations, leading to Customer Benefit Reviews, leading to JRW Proposals, leading to Letters of Understanding, leading to implementation of solutions
  • Strong verbal and written communication skills required, presentation skills required
  • Strong knowledge and understanding of JRW core competencies and capabilities

Using these assets:

  • Director of Sales
  • JRW Sales Process
  • Sales Library
  • Internal Appropriate Subject Matter Expert (CEO, Director of Sales, Technical Services, Customer Support, Sales Implementation Manager)
  • JRW Templates and Collateral
  • JRW Systems and Solutions (i.e., Customer Dashboard, etc.)
  • JRW Premier Vendors

Measuring results by these metrics:

  • Meet and exceed annual budget for new account development and revenue growth
  • Achieve $1.5M in new item sales into new/existing customers
  • Prospect, develop, and onboard 5 new accounts

Role Specific Requirements

  • Remote-based role with up to 60% of travel. This role requires independent scheduling and management of day to day activity.
  • Communicating with others to convey information effectively.
  • Active listening - giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
  • Judgment and decision making - considering the relative costs and benefits of potential actions to choose the most appropriate one.
  • Critical thinking using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, and approaches to problems.
  • Communicating effectively in writing as appropriate for the needs of the audience.
  • Team participation - ability to successfully interact with coworkers to accomplish team and company goals while building healthy working relationships with them.
  • Exceptional planning & organizational skills.
  • Proficiency in computer software in all aspects of Microsoft Office, particularly Excel, Outlook, and Great Plains Dynamics.
  • Positive work attitude that is professional, responsive, and welcoming.
  • Demonstrated abilities of resourcefulness, flexibility, thinking with good judgment, initiative, and a strong work ethic.

Experience & Education

  • Minimum of 5 years of formal customer facing B2B sales/distribution with a business development focus, or similar role required
  • Proficiency in standard productivity software, particularly Outlook, Excel, and sales order processing applications (JRW uses Microsoft Dynamics GP).
  • Proficiency with current Microsoft Suite, and experience with CRM systems required.
  • Food and Beverage industry experience preferred.
  • Bachelor’s degree