In my time writing the Beat I have referred to several roles as the “face of Refreshment Services.” Truth be told, every role is a “face” in its own way. I learned from Pittsburgh BDM Bruce Barnes that the Business Development Manager role is no different. As you would expect from a full-service account manager, our BDM’s lend their hand in service, route sales, and any other task that may improve the client experience.

Playing such a vital role in the lives of our clients requires individuals willing to wear many hats. One thing I quickly learned about Bruce; he embraces every style.

“The diversity is what makes this job perfect for me. I can go from speaking with the maintenance staff to the CEO.”

“In my seven years in this role I have learned that no matter who you are talking to, showing your personality from day one develops the partnership and trust needed for success. Many of my clients have grown with me, which allows us to have a special bond that transcends ‘work.’ That is how you retain business.”

All of us can relate to the demands each new day brings. It is not always easy for Bruce or any BDM to balance a client list and coordinate with their market center team. Luckily, Bruce had some excellent tips for making it all work. “I’m lucky to have a great team in Pittsburgh. You count on your team to make you look good when you make promises. Even on the busiest day, the worst thing you can do is delay a response. If someone emails me and I can’t respond right there I will quickly respond letting them know when I can get back to them. You never want to be in limbo waiting for a response. Other than that, it is ‘divide and conquer.’ Become one team with your people and know who can support you when things get heavy.”

There are many faces of ARS. I have spoken with some of the best. This week, think about the ways you represent who we are.