Business Development Associate

Business Development Associate

About Made By A Farmer: When the 2018 Farm Bill passed and legalized non-psychoactive cannabis hemp cultivation, we decided to become leaders in this budding industry. We planted our first hemp crop on our 200-acre plot near Ann Arbor, MI in the Spring of 2019 and have been working to bring you premium-quality hemp products ever since. Made By A Farmer is an Equal Opportunity Employer that recruits and hires qualified candidates without regard to race, religion, sex, sexual orientation, gender identity, age, national origin, ancestry, citizenship, disability, or veteran status.

Job Description

The Business Development Associate is responsible for supporting and growing our wholesale customer relationships by identifying sales opportunities, monitoring customer purchasing activity, and proactively engaging with dispensaries to increase reorder frequency, product distribution, and overall sales.

This position works closely with Territory Sales Representatives to develop existing accounts, reactivate inactive customers, support new product launches, and ensure sales opportunities are consistently identified and pursued. Using SparkPlug, LeafLink, and HubSpot CRM, the Business Development Associate analyzes customer inventory and purchasing trends to recommend restocks, prepare orders, and coordinate timely customer follow-ups.

The role involves direct communication with wholesale customers as well as ongoing collaboration with Territory Sales Representatives, who maintain primary account ownership. Success in this position is measured by the ability to help generate more business with existing customers, support the Territory Sales Representatives to become more productive, improve customer retention, and contribute to continued wholesale sales growth.

Responsibilities:

• · Monitor customer inventory and sales activity through SparkPlug to identify low-stock products, reorder opportunities, and potential out-of-stock situations.

• Analyze LeafLink order history to identify purchasing trends, reorder frequency, declining sales, and opportunities to introduce additional products.

• Identify inactive or dormant accounts and coordinate customer reengagement efforts with Territory Sales Representatives.

• Track new customers following their initial purchase and coordinate timely follow-ups to encourage second orders and continued purchasing.

• Work closely with Territory Sales Representatives to prioritize customer opportunities, upcoming reorders, and account development activities.

• Prepare customer account summaries, sales histories, inventory updates, and recommended next steps to support sales representatives during customer outreach and meetings.

• Prepare draft orders, suggested restocks, and customer quotes based on purchasing history, inventory levels, and available products.

• Maintain accurate customer records, sales activities, open opportunities, and follow-up reminders within HubSpot CRM.

• Monitor outstanding customer communications and follow-up tasks to ensure opportunities are addressed promptly and consistently.

• Communicate directly with customers regarding routine account needs, product availability, orders, and approved sales activities while respecting Territory Sales Representative account ownership.

• Coordinate customer product samples, budtender trainings, promotional activities, and product launch support with the sales and marketing teams.

• Track sample distribution, customer feedback, and promotional activities to help evaluate effectiveness and identify additional sales opportunities.

• Support new product launches by identifying suitable customers, coordinating product introductions, and monitoring initial purchasing activity.

• Assist with customer onboarding, account information updates, and coordination between sales, fulfillment, accounting, and other departments as needed.

• Prepare regular sales activity reports highlighting reorder opportunities, inactive accounts, customer purchasing trends, and potential growth opportunities.

• Maintain consistent communication with Territory Sales Representatives and sales leadership regarding account activity, customer needs, and recommended actions.

• Identify opportunities to improve sales processes, customer follow-up procedures, and the overall effectiveness of the wholesale sales team.

Job Requirements:

• · High school diploma or equivalent; additional education or coursework in business, sales, or a related field is a plus.

• Previous experience in inside sales, sales support, account coordination, or customer service is preferred.

• Experience with CRM systems such as HubSpot and sales platforms such as LeafLink or SparkPlug is preferred.

• Proficiency with Microsoft Office applications, particularly Excel and Word.

• Strong analytical skills and the ability to interpret sales reports, purchasing patterns, and customer inventory information.

• Excellent written and verbal communication skills with a professional and customer-focused approach.

• Strong organizational skills, attention to detail, and the ability to manage multiple priorities simultaneously.

• Ability to work independently, demonstrate initiative, and exercise sound judgment when identifying sales opportunities.

• Strong problem-solving skills and the ability to turn customer information and sales data into actionable recommendations.

• Ability to collaborate effectively with Territory Sales Representatives, management, and other departments.

• Previous experience in wholesale distribution, consumer packaged goods, manufacturing, or the cannabis industry is a plus.

• A proactive, team-oriented mindset with a focus on supporting customer relationships and helping the sales team achieve its goals.

Compensation:

• Hourly Pay
• Medical + Dental/Vision
• 401K Match

The above overview describes the general nature and level of work only. They are not an exhaustive list of all required responsibilities, duties, and skills. Other duties may be assigned by your manager or supervisor at any time.

We are an Equal Opportunity Employer.

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