Position Summary
Season’s Designs is seeking an experienced, highly motivated Business Development Manager - Commercial Seasonal Décor & Key Accounts to lead the development and growth of a significant commercial sales channel focused on large-scale seasonal décor, immersive seasonal experiences, and custom commercial programs.
This position will be responsible for identifying, developing, and managing corporate and commercial customers that use large illuminated seasonal décor and specialty products to create haunted houses, Halloween attractions, winter wonderlands, holiday experiences, entertainment venues, themed environments, and other large-scale seasonal installations.
While the primary focus of this role is new commercial business development, this individual will also be responsible for developing a designated portfolio of Season’s Designs Key Accounts and identifying select new Key Account opportunities.
The ideal candidate is a proven sales professional with a strong track record of developing Key Account or Large Scale businesses, opening new business, presenting creative product solutions, negotiating pricing, closing sales, and building long-term customer relationships.
This is a unique opportunity to help shape and build a growing commercial business within an established seasonal décor company. The successful candidate will have significant opportunity to leverage existing industry relationships, identify new markets and applications, influence the development of commercial programs, and build a meaningful new customer base and revenue stream for Season’s Designs.
***No cap on commissions. Target commissions to be 50% or more of salary.***
Key Responsibilities
Sales & Budget Management
- Responsible for meeting or exceeding established monthly Invoice and Booking budgets and annual sales objectives.
- Develop and maintain a strong sales pipeline to support monthly and annual revenue goals.
- Monitor business performance by month and proactively identify risks, opportunities, budget shortfalls, and areas for growth.
- Partner with company leadership to develop strategies and action plans to address budget risks and capitalize on opportunities.
- Provide regular forecasts, pipeline updates, sales projections, and business analysis to management.
- Take ownership of the overall sales performance and margin requirements of assigned accounts and business channels.
- Build and manage a pipeline of large-scale seasonal décor opportunities, from initial prospecting and relationship development through proposal, negotiation, and close.
- Proactively identify, prospect, and develop new commercial sales opportunities and customer segments for Season’s Designs.
- New Business Development- Commercial
- Existing relationships within the commercial décor, municipal, parks and recreation, attractions, hospitality, property management or related industries are highly valued.
Key Account Development
- Develop and maintain significant Key Account business by identifying and pursuing high-potential prospects while maintain and growing current customer base
- Identify decision-makers, secure appointments, present products and programs, negotiate, close sales, and provide detailed account follow-up.
- Build long-term relationships with corporate and commercial customers and become a trusted resource for their seasonal décor needs.
- Secure regular appointments with Key Accounts and Commercial customers at trade shows, customer headquarters, industry events, and other appropriate venues.
- Develop programs that generate repeat business and expand customer purchases capitalizing on seasonal customers.
- Identify opportunities to expand existing accounts through additional locations, product categories, programs, and seasonal installations.
New Business Development
- Identify, investigate, and pursue new sales avenues and customer segments
- Develop new business within:
- Haunted houses and Halloween attractions
- Theme parks and amusement parks
- Winter wonderlands and holiday attractions
- Entertainment venues
- Shopping centers and malls
- Hospitality and resorts
- Event companies and experiential marketing agencies
- Corporate campuses and facilities
- Municipal and community events
- Zoos, botanical gardens, and similar attractions
- Other organizations creating large-scale seasonal experiences
- Identify emerging customer needs and new applications for Season’s Designs products.
- Work with marketing to create presentations, sales tools, and product information for all Season’s Designs markets
Product Development
- Work closely with the Product Development team to strategize and execute new product development based on customer needs and market opportunities.
- Work closely with Product Development cost negotiations to achieve customer target prices while protecting company margins.
- Work with PD to develop pricing strategies that balance customer expectations, competitive positioning, sales potential, and company margins.
- Provide customer feedback, sales-call insights, competitive information, and sales data to help drive new product development.
- Identify products, collections, and concepts that could be developed specifically for corporate and experiential customers.
- Work with Product Development on custom development
- Stay current on trends in Halloween, Christmas, experiential entertainment, seasonal attractions, visual merchandising, and large-scale décor.
Order Management & Operational Execution
- Become proficient with Season’s Designs’ ERP in an effort to pull reports and manage own sales data
- Monitor large customer orders from initial placement through production, shipment, delivery, and completion.
- Identify potential delays or operational issues early and proactively communicate solutions to the customer and internal teams.
- Partner with the Key Account Sales Coordinator to manage operational requirements and effectively balance workload.
- Ensure customer commitments are clearly communicated and executed across all relevant departments.
Success in this position will be measured by:
- Monthly Invoice budget achievement
- Monthly Booking budget achievement
- Annual sales revenue
- Gross margin contribution
- New Key Accounts opened
- Qualified sales pipeline
- Prospect-to-customer conversion
- Growth of existing Key Accounts
- Repeat and recurring business
- Large-scale seasonal programs secured
- Achievement of customer target-price opportunities while maintaining company margin objectives
- Timely execution and delivery of customer programs
Qualifications & Experience
- 5+ years of successful B2B sales experience, preferably in wholesale, seasonal décor, home décor, gifts, visual merchandising, events, entertainment, experiential marketing, or a related industry.
- Proven track record of meeting or exceeding sales budgets.
- Experience developing and managing Key Accounts.
- Demonstrated ability to open new accounts and build a sales territory or channel.
- Strong understanding of the complete sales cycle from prospecting through closing and account development.
- Demonstrated ability to negotiate pricing while protecting company profitability.
- Strong analytical skills with the ability to understand sales, margins, pricing, product mix, and account profitability.
- Excellent presentation, communication, negotiation, and closing skills.
- Strong relationship-building and networking abilities.
- Highly organized with excellent follow-up and time-management skills.
- Ability to manage multiple large accounts and projects simultaneously.
- Strong computer skills and ability to quickly learn company-specific systems.
- Proficiency with Microsoft Office and CRM/sales management systems.
- Ability to work effectively across multiple departments and with external sales representatives.
- Willingness and ability to travel nationally on a regular basis.
Physical & Scheduling Requirements
- Position requires occasional standing, walking, reaching, bending, and lifting.
- Occasional lifting, carrying, pushing, or pulling up to 50 lbs.
Benefits:
- Health insurance
- Dental insurance
- Vision insurance
- Employee assistance program
- Flexible Spending Account
- Health savings account
- 401(k)
- 401(k) matching
- Company paid life insurance and long-term disability insurance
- Voluntary Life insurance
- Voluntary Short-Term Disability
- Paid time off
The successful candidate must be able to pass a pre-employment background check and drug screening.