Business Development Manager, Projects

Business Development Manager, Projects

Work Mode: Remote

Location: Remote - United States

Opportunity

The Business Development Manager – Projects serves as the primary regional leader driving Kohler, Sterling, and Kallista brand sales through project channels. This role is responsible for building and executing comprehensive national strategies to achieve growth and market share expansion while influencing and indirectly managing sales teams. The Manager will focus on cultivating high-impact relationships with hotel flags, developers, hotel owners, engineers, mechanical contractors, and distributors to achieve measurable results in the project and specification space.

Specific Responsibilities:

•  Strategic Leadership: Develop, articulate, and execute a long-term strategic vision for Kohler Co. to achieve corporate project objectives across assigned MSAs. Define and prioritize market opportunities, aligning regional initiatives with national and corporate goals.
•  Regional Strategy Execution: Lead the creation and implementation of tactical plans for project and specification programs at the regional level, in collaboration with Branch Sales Managers and extended vertical teams. Align national strategies with broader organizational goals to maximize synergy across all sales verticals.
•  Executive-Level Relationship Management: Own and oversee relationships with key decision-makers, including hotel flags, high-rise residential developers, hospitality/hotel owners, owners’ reps, general contractors, and mechanical contractors. Represent Kohler Co. as a trusted advisor to executive stakeholders, securing long-term partnerships that drive sustainable growth.
•  Project Pipeline Management: Direct and oversee regional project tracking, ensuring the sales team effectively utilizes internal project tracking systems. Optimize resource allocation and market focus to capitalize on active project pipelines in each MSA, driving results through strategic market prioritization.
•  Team Development and Leadership: Indirectly manage and coach a high-performing team of sales associates, providing mentorship, training, and development opportunities to enhance their effectiveness in driving commercial and residential projects. Inspire collaboration and accountability across the team, setting clear performance expectations aligned with organizational objectives.
•  Market Analysis and Competitive Positioning: Conduct in-depth analysis of project market trends, competitors’ products, and pricing strategies within the region. Develop and execute a differentiated market approach to position Kohler’s products as the preferred solution in competitive environments.
•  Forecasting and Budgeting: Oversee and approve annual growth forecasts and sales plans for the region. Collaborate with cross-functional teams to recommend and implement pricing strategies to meet regional objectives.
•  Cross-Functional Collaboration: Partner with marketing, sales operations, customer service, and pricing teams to ensure seamless execution of strategies. Work closely with affiliated Branch Sales Managers and other vertical managers to develop and align annual market development plans.
•  Business Prioritization and Innovation: Identify and communicate critical business priorities, advocating for new products and programs that deliver a competitive advantage. Champion innovation by influencing advanced development teams and new product development (NPD) initiatives.
•  Executive Reporting and Planning: Prepare and present regional sales forecast reports and strategic market development plans. Implement and monitor field sales action plans, ensuring alignment with regional and national objectives.
•  Industry Leadership: Represent Kohler Co. at industry associations and events, building relationships with C-level executives and industry influencers. Serve as a thought leader, positioning Kohler as a market innovator and driving brand visibility within key project channels.

Skills/Requirements

• Bachelor’s degree required; Master’s degree or advanced professional accreditation (e.g., MBA) preferred.
• Minimum of 7+ years of progressive sales experience, with a proven track record in project and specification sales.
• Extensive experience with two-step distribution and pull-through selling models.
• Strong leadership skills with demonstrated success in managing cross-functional teams and driving results.
• Proficient in market analysis, forecasting, and strategic planning.
• Exceptional communication and relationship-building skills at all organizational levels, including C-suite stakeholders.
• Ability to travel up to 50% of the time.

Applicants must be authorized to work in the US without requiring sponsorship now or in the future.

We believe in supporting you from the moment you join us, which is why Kohler offers day 1 benefits. This means you’ll have access to your applicable benefit programs from your first day on the job, with no waiting period. The salary range for this position is $110,300 - $170,800 plus a competitive half-yearly sales incentive bonus. The specific salary offered to a candidate may be influenced by a variety of factors including the candidate’s experience, their education, and the work location. This position may be eligible for an Area Salary Differential based on the location.

Why Choose Kohler?
We empower each associate to #BecomeMoreAtKohler with a competitive total rewards package to support your health and wellbeing, access to career growth and development opportunities, a diverse and inclusive workplace, and a strong culture of innovation. With more than 30,000 bold leaders across the globe, we’re driving meaningful change in our mission to help people live gracious, healthy, and sustainable lives.

About Us
It is Kohler’s policy to recruit, hire, and promote qualified applicants without regard to race, creed, religion, age, sex, sexual orientation, gender identity or expression, marital status, national origin, disability or status as a protected veteran. If, as an individual with a disability, you need reasonable accommodation during the recruitment process, please contact [email protected].  Kohler Co. is an equal opportunity/affirmative action employer.