Business Development Manager

Pacific Barcode is a label manufacturer with operations in Southern California and Costa Rica, in business since 1999. We deliver end-to-end color and warehouse identification solutions with expert setup, training, and support. Our culture is simple: customers first, invest in our people to grow, and expect excellence in every job. Role Summary Own partner-led growth for Pacific Barcode’s Warehouse Business Unit. This role is

85% partner, 15% direct : you will recruit, onboard, and enable channel partners—then co-sell and co-deliver warehouse labeling & signage projects, including installations by the Pacific Barcode team. Primary partner types (85%): Material Handling / Racking Companies WMS Publishers Barcode Hardware Resellers PRODUCTS & SERVICES: Warehouse Product Line (primary focus): Racking labels and racking magnetic labels End-of-aisle and other signage Load capacity signage and safety labels Barcoded totems and vertical location markers Other warehouse signage & labeling Turnkey installations delivered by Pacific Barcode Other product lines you can also sell: Barcode printers (thermal transfer/direct, color inkjet) Labeling software (e.g., Loftware/NiceLabel, BarTender) Color label printers + inkjet labels and inks Core Responsibilities 1) Partner Acquisition & Onboarding Build a named target list; run multi-touch outreach to recruit high-fit partners in each category. Deliver a structured onboarding: sample kits, quotation guidance, services overview, and install process. Set up lead registration, pricing guidelines, and rules of engagement; align on quarterly revenue goals. 2) Partner Enablement & Co-Selling Train partner sales & PM teams. Provide sales tools: discovery checklist, scoping worksheet, and pricing ranges. Co-sell early deals with partners; review scopes, assumptions, and install requirements to protect margin and schedule. Maintain a balanced, stage-based pipeline (partner-sourced + direct). Prospect greenfield accounts and activate partner networks for multi-site programs. Log all activities, next steps, and dates in CRM; deliver weekly forecasts (30/60/90). Lead discovery and facility walk-throughs (virtual or on-site) to quantify counts, heights, media, durability, and equipment needs. Produce clear SOWs with materials, signage/labels, labor, travel/lifts, and schedule; Negotiate terms; close deals while protecting margin and install readiness windows. 5) Delivery Coordination (Internal) Hand off clean scopes to CS/Production; align with the Install Project Manager and Production Coordinator on materials and crew calendars. Stay engaged through the punch-list to ensure a reference-worthy outcome and facilitate reorders/expansions. Convert first wins into standards (corporate specs, templates, re-label programs, new sites). Identify refresh cycles and ongoing consumables (labels, ribbons, inks). What Success Looks Like New partner logos acquired, onboarded, and producing pipeline within 60–90 days. Repeat orders and multi-site rollouts post-install; growing consumables pull-through. Co-selling regularly with partner base. Qualifications Material Handling and/ or labeling industry experience Proven experience recruiting partners, enabling their teams, and co-selling complex projects. Strong consultative experience: discovery, scoping, business case/ROI, and executive communication. Comfortable in facilities (DC/3PL/manufacturing) and with install-driven timelines. CRM discipline; solid Excel/Word; familiarity with Smartsheet/QuickBooks a plus. Reporting & Travel Reports to:

President Travel:

~25–40% for partner meetings, site surveys, and events (as needed) Seniority level

Mid-Senior level Employment type

Full-time Job function

Business Development and Sales Pacific Barcode is an EEO employer and welcomes applications from diverse candidates.

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