Business Development Manager-Workplace Ice &… at Culligan… · Remote

Culligan is seeking a motivated and strategic Business Development Manager for the East Coast, Midwest or Southeast to drive growth in Workplace Ice & Drinking Water and strengthen dealer capabilities in the bottleless water purifier and high-capacity ice categories. Success in this role requires partnering closely with independently owned franchise dealers to identify growth opportunities, influence the adoption of proven best practices, develop sales capabilities, and expand local market share across Culligan’s independent dealer network.

Responsibilities:

• Partner with dealers and internal stakeholders to identify and act on workplace growth opportunities that expand local market share.
• Achieve dealer adoption of growth initiatives, sales processes, and best practices through coaching, influence, and partnership.
• Build and deliver classroom and in-field sales training programs for sales representatives and sales managers.
• Travel with field sales representatives to coach prospecting, top-down selling, pipeline development, and sales execution.
• Help dealers grow recurring monthly revenue through effective sales strategies, territory optimization, and product mix.
• Support dealers recruiting efforts by helping identify, hire, and onboard B2B sales talent.
• Train sales representatives and managers on identifying, penetrating, and winning large target accounts.
• Share competitive market research and communicate findings across the dealer network.
• Support the development and execution of market-specific promotions and dealer enablement programs.
• Help dealers improve sales capacity through headcount growth, territory planning, and performance management.
• Act as a resource for dealers by sharing best practices and supporting the adoption of successful growth strategies.

What Great Looks Like in Your First Year:

• Deliver a minimum of 6 sales training programs across assigned dealers.
• Achieve 20% growth in assigned territory sales revenue and unit volume.
• Support dealer recruiting efforts that result in a net increase of eight sales representatives.
• Establish strong working relationships with assigned dealers and support adoption of key growth initiatives.

Qualifications:

• 5+ years in B2B field sales and direct sales management, with a track record of meeting and exceeding targets.
• Demonstrated success recruiting, coaching, and developing sales representatives and teams.
• Willingness to travel 50%–75% to support dealers in the field.
• Proficiency with Microsoft Office (Word, PowerPoint, Excel), LinkedIn, virtual presentation platforms, and CRM sales tools.
• Bachelor’s degree in business administration, professional selling, or a related field, or equivalent experience.

Nice to Have:

• Experience in recurring revenue B2B sales models.

• Experience supporting growth in franchise, dealer, or channel-partner environments.

Core Competencies:

• Business Acumen – Understands the key drivers of dealer growth and can translate opportunities into practical action plans.
• Sales Leadership – Strong knowledge of B2B sales execution, prospecting strategy, recruiting, and sales team development.
• Training & Coaching – Effective at building sales capabilities through classroom, ride-alongs, and hands on coaching.
• Relationship Building – Becomes a trusted growth partner that dealers rely on for guidance, problem solving, and business development support.
• Market Awareness – Maintains a strong understanding of market trends, competitive activity, and customer needs.
• Communication – Clear and persuasive communicator in both group and individual settings.
• Execution – Self-motivated, organized, and able to manage multiple priorities in a field-based environment.

Target Salary Range: $110,000 - $150,000 per year with eligibility to earn additional compensation pursuant to the Company's bonus plan. Exact pay will be based on factors including, but not limited to relevant education, qualifications, certifications, experience, level, geographic location, and business and organizational needs. Full-time positions are eligible for competitive benefits, including paid time off, health, dental, vision, life, disability benefits and 401(k).

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