Business Development Manager, IA

Business Development Manager (Industrial)

Industry Applications

 

Objective:  This role will represent the Company to current and potential Customers for Industry Applications (IA) and outsiders as well as develop constructive and cooperative working relationships with others both cross functionally and internally.

 

Essential Job Functions:

• Achieve Annual Operating Plan as specified by the IA Americas Business Unit.
• Develop Industry Applications sales channels within: Military & Fire, Powersports, Marine, Aerospace as well as general industrial applications by prospecting and closing sales deals with new customers.

• Propose product features based on customer needs and technical knowledge of product attributes.
• Spec/Design-in solutioning; often with PPAP, Certs and PSW requirements.

 

Primary Responsibilities:

• Identify and contact new and existing customers to discuss their needs and to explain how these needs could be met by specific NORMA products and services.
• Answer customers' questions about products, prices, availability, terms or conditions of sale.  Quote prices, terms, or other bid specifications.
• Emphasize product features based on analyses of customers' needs and on technical knowledge of product capabilities and limitations.
• Develop Industry Applications sales channels within the above segments by prospecting, proposing, and closing new customers, including the development of certain key customers within assigned market.  Uses push strategy.
• Market through direct selling activities, customers selection criteria (i.e., brand name, pricing, the availability of products, on-time delivery, customized packaging, marketing support, etc).  Gather market intelligence to strengthen Company’s distribution position, including product improvements, new products, new markets, anticipated competitive threats or actions.
• Work with internal departments to ensure NORMA Group prospects and customers benefit from NORMA Group strengths (i.e., distribution network, product availability, etc.)
• Assure customers are properly served to meet sales goals. Facilitate the execution of Industry Applications products for customers, such as testing, packaging, other ongoing support.
• Point of contact for customers.  Identifies and resolves customer concerns and executes correction strategies.

 

Reports To:  Vice President, Sales (Industry Applications)

Department: Sales

Location:  ~ 60% Travel / Home Office and/or at NORMA, Lake Orion, MI

Leadership Responsibilities:  (Has support from pooled resources for Inside Sales, Marketing/Product Mgmt. HR and Engineering).

 

Education and/or Experience:

Musts:

• BS or BA degree from accredited university; with technical or business elements.
• Eight or more years’ experience in sales in a manufacturing / Distribution / Dealer industry. 
• Experience selling manufactured products to OEs and Tier 1s.
• Demonstrated results achieved in developing new markets, channels, and new customers.
• Ability to effectively use Microsoft Office products Excel, Word, PowerPoint, Outlook

 

Wants:

• Specific experience in the Military & Fire, Marine, & or Automotive design/spec-in selling.
• Specific experience in dealing with PPAPs and using performance testing as a selling feature.
• Supply Chain experience e.g. fulfilment, packaging, labeling, etc.
• Managing salespersons
• Marketing / promotional experience
• Ability to effectively use Microsoft (or similar) ERP and CRM Products

 

Knowledge, Skills and Abilities:

• Ability to Drive Results:  Laser focus on winning new business and retaining existing business. Bring all required skills and knowledge to the table to achieve Sales goals and targets.
• Sales and Marketing: Principles and methods for promoting, and selling products.  Includes marketing tactics, promotion, advertising, product demonstration, and sales techniques.

• Customer Service: Knowledge of principles and processes for providing customer service. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

• Manufacturing and Production: Working knowledge of raw materials, production processes, costs, and other techniques for maximizing the effective manufacture and distribution of products.
• Communication: Ability to convey information effectively, both in written form and verbally. Communicate information and ideas verbally so others will understand. Prepare