Quick Question:

Do you have at least 3 years of related experience of sales within fleet vehicle/upfit vehicle sales roles?
Quick Question:

How much of your sales experience has been in a hunter sales type role?
Business Development Manager
FL-West Palm Beach

Opportunity Snapshot
Top reasons to consider aligning your sales career with The Shyft Group and Utilimaster.
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Outstanding Opportunity for a Proven Hunter to Drive Sales of Top Brands Including Utilimaster, DuraMag, Ranger Design, and Strobes-R-Us

You are a motivated hunter with a background in light/medium duty trucks or similar sales, a consultative approach and the ability to build strong and effective relationships. You bring energy and drive, enjoy adding value for your customers, and are skilled at generating interest, negotiating and closing business. If that describes you, the role of Business Development Manager offers you several compelling advantages. You will:
  • Sell our comprehensive portfolio of cargo solutions for the commercial, retail, and service markets, including recognizable, industry-leading brands that open doors.  
  • Take ownership of a prime territory, including the entire state of Florida, and serve as the sole BDM in the territory. This is a high-value territory where you can make an impact in year one and create your legacy over time by growing a lucrative book of business.
  • Enjoy the autonomy to plan and work your territory, along with ongoing support from your supervisor, the GM in Florida and other BDMs. In this hot market, you'll enjoy a combination of short and longer sales cycles with plenty of repeat business.
  • Join us during an exciting time. In an environment where other businesses are shrinking and shuttering, Utilimaster, our parent company, The Shyft Group, and other Shyft Group brands are enjoying outstanding growth.
  • Showcase your potential to take on additional responsibilities and/or advance. While you could be happy and challenged in this role for years to come, we are proactive about succession planning and providing opportunities for proven performers.
  • Enjoy the stability and resources of an established and growing company producing products that are in high demand. You'll have ongoing training and professional development opportunities, including certification from Ranger.
Utilimaster moves ahead of the competition when commercial trucks and upfit services require precision, planning, peerless people, and the perfect vehicle. Our vehicles deliver for well-respected global brands in the package delivery, ecommerce, food and beverage, linen and laundry, grocery and pharmaceutical markets. Utilimaster is a top-tier go-to-market brand of The Shyft Group (NASDAQ: SHYF), North America’s leader in specialty vehicle manufacturing, assembly, and upfit for the commercial, retail, and service specialty vehicle markets. The Shyft Group rebranded in 2020 to reflect a new focus on high-growth end markets to help ensure long-term profitable growth.
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Own a Prime Florida Territory and Drive Sales at a Growing Industry Leader

The Requirements
Find out what you'll to thrive and excel in this role.
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To meet the basic qualification for this role, you will have 3-5+ years of B2B outside sales experience. To be a strong fit for the Business Development Manager opportunity, you will have:
  • Bachelor's degree highly preferred, ideally in a technical field
  • Proven sales abilities, including demonstrated prospecting, quoting (RFPs), negotiating and closing skills  Quick question for you - click here
  • Knowledge of light/medium-duty truck market strongly preferred 
  • Existing contacts within the trucking/fleet industry preferred 
  • Excellent interpersonal, communication, and relationship-building skills
  • Ability to communicate the value and benefit of our products and core value propositions
  • A consultative sales process and a solid understanding of general business operations
Pictured: DuraMag S-Series Service Body truck.
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The Role
If you meet the minimum qualifications, feel free to apply at any time. If you would like some additional details about the role, please read below.
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As Business Development Manager, you will be responsible for developing new business by leveraging a consultative sales approach and professional sales techniques to sell Utilimaster, DuraMag, Strobe-R-Us and Ranger Design products. You will focus on selling van upfits and other solutions to new prospects, building relationships and continually expanding business. You will generate new business opportunities, deliver compelling presentations that promote our value proposition, and ultimately close business to help meet revenue goals and the overall objective of long-term, sustainable growth. Quick question for you - click here

You will be out in the field at least 50% of the time visiting car dealerships and other prospects. The remaining time will be split between the office in Jupiter, and your home and/or field office where you'll manage the administrative part of your roles (e.g. quotes, research, follow-up calls, etc.).

Pictured: Strobes-R-Us fleet upfits.
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Why Join Us
More good reasons to join our team.
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Stability and growth
The Shyft Group is financially sound and will continue to be an aggressive market disrupter through strategic acquisitions, relevant product innovations, and aggressive growth models that serve strong and growing end markets. Be assured, our accelerated growth trajectory will create opportunities for strong performers.

Outstanding team
Though you'll be the sole BDM in your territory, you'll never feel alone or siloed. You'll work with strong and experienced sales leaders who are engaged and supportive, along with a team of BDMs who actively support one another, and client specialists who interface and coordinate with accounts. 

Focused transformation
Utilimaster, alongside The Shyft Group’s family of well-respected brands, continues to be a leader in every segment in which they compete. The Shyft name represents speed, efficiency, agility, and a high-intensity approach, which corresponds with the company’s pivot in market focus and the forward momentum garnered in the work truck, specialty service, and delivery vehicle markets.

Driven to deliver
Ever evolving and advancing, The Shyft Group is driven to make an impactful difference in how effectively goods, people, and services are delivered in today's and tomorrow's marketplace. Through our unmatched industry knowledge, engineering expertise, and manufacturing reach, we continue to deliver job-enhancing, efficiency-driving, ever-reliable products and services made for the road ahead.

Excellent compensation
In addition to competitive compensation, we offer medical, dental, vision, and prescription insurance plans; a health savings account; a flexible savings account; wellness credits; a wellness program; a 401(k) plan with a corporate match; an employee stock purchase program and more.
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More Insight
Explore the characteristics that will enable you to stand out.
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More about the requirements
In addition to the qualifications listed under The Requirements tab, we're looking for a professional who has:
  • Strong presentation skills; ability to create compelling presentations that demonstrate Utilimaster and other brands' value add
  • Solution-driven, highly creative problem solver. Ability to analyze factors, develop effective sales strategies, meet client needs and close sales. 
  • Self-motivated with a high level of determination, initiative, perseverance and resiliency
  • Strong organization and time-management skills; ability to establish priorities and meet objectives
  • Solid computer skills including proficiency with Microsoft Word, Excel, PowerPoint, and Outlook; Internet; Contact Management software preferred
  • Reliable automobile and the ability to travel up to 50%
More about the role
In addition to the responsibilities under The Role tab, you will:
  • Utilize consultative selling and professional sales techniques to continuously develop long-term customer relationships, increase profit margins, and capture new clients. 
  • Deliver profitable sales to the organization.
  • Develop compelling proposals that identify the financial impact and other value adds of offers.
  • Meet minimum performance goals (MPGs) as established by Sales leadership.
  • Deliver the Utilimaster's value proposition with the goal of signing new business.
  • Increase company market share through:
    • Cold calls, as well as prospect follow-up from leads provided by corporate, referrals, mailing lists, etc.
    • Development of new/additional business through relationship building and solutions delivery.
    • Organically develop and maintain a database of prospects.
  • Qualify prospects through a consultative selling process which includes effective pre-call planning, information gathering, interviewing, or other activities. Determine/recommend prospect viability.
  • Document sales activity in CRM software.
  • Assess prospect need against available products and services. 
  • Develop and present sales proposals including product selection, terms of sales, delivery dates, etc., following company required guidelines.
  • Deliver professional presentations and conduct sales meetings with fleet decision-makers and other C-level personnel.
  • Interface with Client Development Manager and other internal contacts/departments during onboarding (pre-production in most cases) to effectively transition clients/accounts.
  • Develop data relative to marketing trends, competitive products and pricing. Submit marketing intelligence to Sales leadership.
  • Complete required activity, pipeline reports, expense reports, CRM affiliated activity and any other reports at Management discretion within a defined timeline.
  • Submit sales forecast with the prospect, quantity, and sales price for the Operations team to develop capacity planning, engineering resources, material planning, and assembly manpower needs.
  • Conduct route rides to gather prospect input and identify needs to match with a UTM business solution. Partner with segment engineer to communicate prospects' needs.
  • Identify marketing programs and sales aids to increase sales. Communicate needs to Marketing with potential sales impact and required timing of requested resources.
  • Participate in industry events, product expos and training events.
Note: This description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.

More about your success
We are looking for a true hunter with a never-ending desire to win and close deals. You'll need a strong entrepreneurial spirit to pursue new business, as well as the tenacity to stay upbeat and positive as you work to turn nos to yeses. This will require you to work independently, from motivating yourself to managing your pipeline to coordinating among internal resources. At the same time, we take a team-oriented approach across Utilimaster including providing strong support. 

Ultimately, this is sales and your success will be seen through incremental steps (contacts made, appointments set, presentations delivered, etc.) initially, with final success evident through goal attainment -- business closed and strong margins. 

If this sounds like the right mix of challenge and opportunity, and you meet the minimum qualifications, we look forward to hearing from you. 

Pictured: Cargo van upfit interior solutions.
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Utilimaster is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.

If you are a qualified individual with a disability or a disabled veteran, you have the right to request an accommodation if you are unable or limited in your ability to use or access our career center as a result of your disability. To request an accommodation, contact the Human Resources Department at laura.eaton@theshyftgroup.com.