Amazon Business Development Manager

POSITION SUMMARY:

The N.A. Business Development Manager (BDM) is a member of the company’s sales team and is responsible for the development and management of Amazon business development activities as defined by the Global Key Account Manager (GKAM). This will include a focus on building and maintaining relationships with Amazon influencers and decision while supporting the GKAM, and identifying new opportunities within Amazon’s First Mile, Middle Mile and Last Mile business units.  

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CHARACTER QUALIFICATIONS

• Innovation – Foster a culture of relentless improvement of solutions and processes to make our company and our customer better every day.
• Integrity – Maintain openness, honesty, and transparency.
• Service – Demonstrate unrelenting Customer Focus and empowerment.
• Ownership - Take personal responsibility for our actions and our work.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Build and maintain strong customer relationships with Amazon North America influencers (e.g., GPO, TVM, NASC Engineering) to increase integration and large retrofit sales.
• Negotiate proposal pricing to close profitable sales and provide feedback on competitiveness.
• Collaborate internally with Bid Development, Engineering, Project Management, and Supply Chain teams.
• Advise product development teams to facilitate new product acceptance for Amazon business units.
• Maintain the sales pipeline using Salesforce data.
• Support the GKAM in all matters related to the Amazon account.
• Work with the Amazon Offering Manager to maintain accurate proposal documents (e.g., Proposal Templates, B-30 docs, schedules).
• Coordinate special projects assigned by the GKAM, especially those related to integration and large retrofit projects.
• Assist the GKAM in building the sales pipeline and forecasting by leveraging Fives products and services for future growth.
• Analyze competitor offerings to position Fives products and solutions within Amazon.
• Build and maintain strong, long-lasting customer relationships with the multiple influencers within Amazon North America that includes but is not limited to GPO, TVM and NASC Engineering with a goal of increasing Integration and Large Retrofit Sales.

Education and/or Experience

• Strong technical knowledge of MHE solutions for the fulfillment and parcel industry.
• Previous sales experience is a bonus but not required
• Excellent negotiation, presentation and relationship skills
• Bachelor’s degree or higher in Business, Engineering, or technical field preferred.

LEADERSHIP AND COMMUNICATION SKILLS

• Outstanding consultative selling abilities and interpersonal skills with customers and executives.
• Success in writing and presenting tailored proposals.
• Ability to clearly communicate progress on initiatives to stakeholders.
• Collaborative, results-driven, team-oriented approach.
• Outstanding consultative selling abilities and excellent interpersonal skills with customers and executives.
  
  

STRATEGICAL AND ANALYTICAL SKILLS

• Active Listening & Trust Building: Ability to listen attentively, understand client needs, and ask thoughtful, open-ended questions that foster meaningful dialogue and build trust.
• Problem-Solving: Strong analytical and creative skills to identify challenges and deliver effective solutions.
• Continuous Learning: Commitment to lifelong learning by refining skills, staying curious, and adapting to evolving market conditions.
• Resilience & Self-Motivation: Demonstrated ability to stay motivated, overcome setbacks, and consistently achieve goals.

WORK ENVIRONMENT

• Exposure to moving mechanical parts, weather, electrical risk, and vibration; moderate noise level.
• Willingness to travel monthly to Amazon offices (Seattle, Houston, Nashville, etc.), participate in trade shows and industry events, quarterly visits to FIL Corp in Louisville, and annual training/networking in Europe. Travel may equal or exceed 75% of time.