ecoATM | Gazelle - Business Development Director, Channel Partnerships

Remote - USA$130k - $150k1mo ago

Remote Director NA Grocery Retail Business Development Manager Channel Sales Manager Business Development Excel Salesforce Tableau Close Reporting Prospecting Cold Calling Market Research Outreach Account Management

Requirements

• Your Q • 10+ years of experience selling into retailers in all channels – Discount, Dollar, Grocery, Convenience and others • Deep understanding of retailers’ operations and key stakeholders • Proven track record of success in meeting and exceeding quota in winning and closing retailer accounts • Demonstrated experience leading contract negotiations and redlines through signature (commercial terms and legal agreements) • Strong communication, organizational, negotiation and presentation skills with the ability to sell and close at all decision-making levels • Ability to work in a fast-paced, entrepreneurial and team environment • Self-motivated, creative, and flexible • Strong analytical skills with a strategic, long-term focus • A strategic and analytical mindset, with a data-driven approach to decision-making and problem-solving. • Organized professional who excels in prioritizing tasks and managing a fast-paced sales environment • Strong experience and expertise with Excel, Salesforce, ZoomInfo, LinkedIn Sales Navigator and Tableau • Location: • Remote; must reside in the United States

Responsibilities

• Full-Cycle Selling & Closing (Quota-Carrying) • Own and close new retailer partnerships—meet/exceed new-business quota and deliver signed agreements, installed kiosks, and revenue. • Build and execute plans to close target retailers; identify decision makers, influencers, and buying committees; draft messaging and pitch materials • Run discovery to understand retailer objectives and constraints; develop tailored value propositions and ROI models for device recycling and trade-in. • Manage the full sales cycle from first outreach through signed contract and handoff to implementation; maintain momentum with clear close plans. • Lead negotiations and contract redlines (commercial terms, rent/revenue share, placement, SLAs, and legal/privacy/security requirements as applicable) to signature. • Prepare and deliver persuasive proposals and executive-ready presentations; present to VP/C-level stakeholders and cross-functional committees. • Drive outbound prospecting (cold calling, email, LinkedIn, partners, and events) to build pipeline—while prioritizing late-stage advancement and closing activity. • Coordinate internal stakeholders to create winning solutions and ensure deliverability across Legal, Marketing, Analytics and Account Management. • Market Research & Trends • Stay informed on industry trends and maintain a deep understanding of the retailer ecosystem as well as smartphone and electronics recycling trends • Report on forces that shift strategic directions for account opportunities • Understand the competitive landscape and determine how to best position ecoATM in the market • Forecasting & Reporting • Utilize Salesforce to manage full-cycle pipeline, forecasting, and reporting; maintain accurate stage hygiene, close dates, and next steps. • Partner with internal teams to translate prospect needs into clear requirements and a clean handoff once deals are signed. • Own weekly forecasting and performance updates; track pipeline health, stage conversion, win rates, cycle time, and forecast accuracy. • Work with Analytics on scoring potential retailer locations and building financial model proposals in Excel.

Benefits

• Salary Range: $130K to 150K + commission structure & long-term incentives based on individual and company performance • Base pay offered may vary depending on job-related knowledge, skills, and experience. This information is provided per CA SB 1162 (“CA Pay Transparency Law”). Base pay information is based on market location. Learn more about ecoATM benefits here. • This position may also be eligible for short-term and long-term incentives based on individual and company performance. • This job description is not intended to be all-inclusive. Employee may perform other related duties as assigned to meet the ongoing needs of the organization.