Business Development Manager

Department: Sales/Marketing Reports To: Director of Business Development
 Prepared By: Director of Business Development Status: Exempt, Salary
SUMMARY

The Business Development Manager is responsible for management of sales functions related to new customer opportunities and within existing accounts – supporting Field Representatives, the Executive Management team and internal Staff (Engineering, Service, Quality, Manufacturing, Operations, Purchasing) on new and existing OEM programs. Sales cycle management starting from the pre-sales funnel stage to the closure of production business; often a 12-18 month process.

Responsible for all aspects of sales development related to selling GMI Solutions Engineering and Manufacturing services for target OEM customers within the defined region. Also responsible for direct support of strategic partner companies tied to new business sales efforts nationally.  Technical knowledge of computing systems, electro-mechanical systems, medical devices or contract manufacturing a plus. This a factory based position, with regular travel expected.

PRIMARY DUTIES AND RESPONSIBILITIES

This list of duties and responsibilities is not all inclusive and may be expanded to include other duties and responsibilities as management may deem necessary to meet the needs of the organization from time to time.

Overview of major elements:
1. Build B2B relationships with direct teams and key decision makers at OEM companies
• Lead meetings, drive agendas, define goals and keep internal and external timelines
• Travel to customer and partner sites across North America (with a regional focus)
2. Bring Sales funnel opportunities to fruition
• Work with the Director of Business Development and the Executive Management team to enter qualified opportunities into the sales funnel.
• Coordinate with Engineers to develop proposals and quotations for new production opportunities – utilizing pre-defined pricing models, document templates and business marketing materials.
• Travel to customer sites to keep milestones on time and customer teams engaged.
• Manage and coordinate with other GMI Solutions activities when necessary to close funnel opportunities
3. Actively engage with existing customers
• Support site visit activities.
• Actively engage existing customer’s engineering, manufacturing, procurement, quality and service activities and maintain relationships with each discipline.
4. Coordinate with Partner Companies and Field Sales Organization on identification, qualification and pursuit of new customer opportunities
• Within existing accounts or with new target OEMs.
• Manage progression of new customer opportunities into the sales funnel.
5. Work closely with GMI Solutions Program Management to develop existing customers and uncover new opportunities.
6. Provides technical and/or professional coordination and leadership in the Sales Funnel process and program/project activities.

OTHER DUTIES AND RESPONSIBILITIES

• Assist in establishing and implementing short- and long-range goals and objectives for defined territory and/or customers.
• Assist with the development and implementation of departmental policies and procedures consistent with those of the organization to ensure efficient operation of the program/project.
• Develop systems and maintains records that provide for the proper evaluation, control and documentation of assigned activities; prepares a variety of written correspondence, reports, procedures, directives and other materials.
• Manage individual monthly & quarterly travel budgets – for business travel and customer support.
• Update internal CRM database with current activities
• Maintain program status within supplied tools.
• Working with the Director of Business Development to set quarterly and annual sales goals.
• Performs miscellaneous job-related duties as assigned

QUALIFICATIONS

Requires the equivalent of graduation from a four-year college or university with major coursework related to the area of assignment and five years of experience within or related to the sales function; or, an equivalent combination of education and experience sufficient to successfully perform the essential duties of the job as listed above.

KNOWLEDGE, SKILLS AND ABILITIES REQUIRED

1. Maintain customer relationship via extreme service and support
2. Develop sales goals and objectives; creating tools and an action plan to meet and exceed the goals.
3. Must possess excellent written and verbal communications, telephone skills a must
4. Skilled presentation abilities and interpersonal relationship development.
5. Ability to foster a cooperative work environment.
6. Employee development and performance management skills.
7. Skill in the use of computers, preferably in a PC, Windows-based operating environment.
8. Skill in organizing resources and establishing priorities.
9. Ability to develop and maintain record keeping systems and procedures.
10. Ability to provide technical coordination and management
11. Prepare clear, concise and informative reports, correspondence and other written materials
12. Knowledge of the Complex sales process involving multiple buying influences
13. Knowledge of budgeting, cost estimating, and fiscal management principles and procedures.
14. Program planning and implementation skills.
15. Strong interpersonal and communication skills and the ability to work effectively in a cross functional structure.
16. Manage multiple tasks, often with competing deadlines.
17. Develop and present effective presentations to individuals and groups.

Interested in this position?  Apply now.
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