Manager, S&M Business Development Team

Job Summary

The Manager, S&M Business Development Team leads Barnhart's remote Strategic Account Development Representatives responsible for building high-quality meeting and opportunity pipelines for Branch Sales Teams. This role ensures disciplined execution of account development strategies across a strategic customer base in alignment with Barnhart's sales standards and growth objectives.

This role is accountable for team performance, pipeline quality, annuity growth, and strong collaboration with Branch leadership, Sales, and Marketing. This position plays a critical role in expanding Barnhart's market presence by coordinating discovery, capability positioning, and effective hand-offs that enable Branch teams to win work safely, efficiently, and profitably.

Key Job Responsibilities Include:

• Demonstrate and uphold Barnhart's Core Values in all activities and interactions.
• Lead, coach, and develop a remote team of Strategic Account Development Representatives.
• Ensure consistent generation of high-quality meetings and opportunities for Branch Sales Teams.
• Coordinate the growth of strategic key repeat customers (Annuity Customers), driving increased engagement and revenue.
• Increase the number and quality of Annuity Customers that meet defined criteria.
• Establish performance expectations and track KPIs related to:
• Meeting and opportunity creation
• Annuity revenue growth
• Annuity customer quality and expansion
• Account coverage and development activity
• Partner closely with the Senior VP of Sales, Director of Marketing, Focus Market Managers, and Branch Sales Teams to align priorities and execution.
• Ensure disciplined CRM usage and accurate reporting of sales development and annuity activity.
• Support effective customer hand-offs from SADRs to Branch team members.
• Collaborate with Marketing on inbound lead follow-up, messaging, and campaign feedback.
• Provide ongoing training and coaching in discovery, virtual presentations, and Barnhart capability positioning.
• Promote fairness, accountability, and engagement across the SADR team.
• Foster a positive, motivated, and performance-driven remote team culture.

Preferred Qualifications:

• Proven leadership experience building and developing high-performing sales or business development teams aligned with company Mission and Core Values.
• 3–5+ years of experience in sales or business development, with 1–3+ years in a leadership role preferred.
• Experience supporting or collaborating with branch-based or field sales organizations.
• Familiarity with manufacturing, construction, heavy industrial, or related markets.
• Experience managing or supporting recurring revenue, annuity-based, or long-term customer relationships.
• Strong understanding of CRM systems, virtual meeting tools, and sales performance reporting.
• Ability to analyze performance metrics and drive continuous improvement.
• Excellent communication, coaching, and organizational skills.

Education: Bachelor's degree preferred, or sufficient relevant experience.

Experience: Previous leadership experience preferred.

Compensation and Benefits

• Competitive salary and performance-based bonus
• 401(k) program with company match up to 10% of pay
• Family medical, dental, and vision insurance
• Paid time off and other benefits
• Barnhart CARES family care and community service opportunities

PURPOSE – Barnhart is built on a solid foundation of serving others. The fruit of our labor is used to grow the company, care for our employees, and serve those in our communities and around the world.

MINDS OVER MATTER – Barnhart has built a nationwide reputation for solving problems. We specialize in the lifting, heavy-rigging, and heavy transport of major components used in American industry.

NETWORK – With over 60 branch locations across the U.S., Barnhart offers one of the industry's strongest networks of talent and resources, providing ongoing opportunities for career growth and professional development.

CULTURE – Barnhart values Safety, Servant Leadership, Quality Service, Innovation, Continuous Improvement, Fairness, and Profit with a Purpose. We operate as One TEAM and are looking for driven, collaborative professionals who strive for excellence.

EOE/AA Minority/Female/Disability/Veteran