Director of Business Development, IA

Business Development Director – Industry Applications (IA)

 

Objective:  The purpose of this position is to drive and win new business in the Industry Applications (IA) segment of Norma Americas Markets (Aftermarket and Tier Supplier). Identify and “win” sizeable new business $500K - $2M annually per “win”. This position is focused on identifying, developing, and closing opportunities that align with NORMA line card and solutions in both new and current Markets. This is a “Hunter” role with focus on driving new revenue streams for NORMA products and engineered solutions.

 

Essential Job Functions:

• Develop new business opportunities with new customers, channels, and markets through selling new and existing products.
• Evaluate existing customers market share and their potential, Identifying new customers, products, and channels to prioritize.
• Prospect, propose, and negotiate new business opportunities with new customers.
• Bring creative solutions forward including for example “partnering” with suppliers of needed components and sub-components.
• Work closely with National Sales Manager and Application Engineer roles to hand-off once account is established with reoccurring revenue.  

 

Primary Responsibilities:

• Identify, contact, and visit NEW customers to drive opportunity with new products and line card proliferation.
• Evaluate existing IA customers, products, channels, and segments to identify those to prioritize to achieve the large wins targeted.
• Bring creative solutions forward including for example “partnering” with suppliers of needed components and sub-components; entering “rep” agreements; identifying new applications / industry niches who can use Norma’s products; fully leveraging Norma’s worldwide manufacturing and products resources (ie to sell available Norma Products into North Americas markets currently underserved buy those products).
• Aid in the identification of Acquisition (both of assets and complete companies) fitting with DS Americas Strategies and Product Lines.
• Work closely within the IA team (Sales, Marketing, Product Planning, Product Engr., Application Engr.) to lead, drive and close targeted large “wins”.
• Work cross-functionally with Operations including Plants, Purchasing, and Distribution Center to lead, drive and close, targeted large wins cross-functionally.

 

Reports To:  Vice President, Sales (Industry Applications)

 

Department: Sales

 

Location:  Auburn Hills, MI

 

Leadership Responsibilities:  Individual contributor, but with pooled resources

 

 

 

 

 

 

 

 

Education and Experience:

Musts:

• BS or BA degree from an accredited 4 year program, with a concentration in a discipline with Technical or Business elements.
• Eight or more years’ experience in Technical Sales / Business Development in a manufacturing industry. 
• Experience selling manufactured products in distribution channels (i.e., wholesale, retail catalogue, aftermarket, to retailers, etc.)
• Demonstrated results achieved in developing new markets (e.g. beyond new customers).

 

Wants:

• MBA (preferred)
• Specific Business Development experience in one or more of the following Segments:
  • Industrial Distribution (e.g. Grainger, McMaster Carr, MSC, etc.)
  • Homeowner / Professional Retailers (e.g. Lowes, Home Depot, True Value Hardware, etc.) 
  • Automotive, Commercial Vehicle Service and/or Aftermarket
  • Other Wholesalers (ie Plumbing, HVAC Electrical, Irrigation, etc. etc.
  • Industrial OEs (Aerospace, Pharma, New Energy)
  • Commercial Construction / Infrastructure
  • Oil and Gas / Energy
  • Tier Supplier
• Acquisition / Joint Venture / Partnership creation and execution experience
• Purchasing / Supply Chain experience
• Sale Mgmt. experience (managing others)
• Marketing experience
• Familiarity with Product Development Processes
• Familiarity with Manufacturing Processes
• Engineering

 

Knowledge, Skills and Abilities:

• Sales and Marketing: Principles and methods for promoting and selling products.  Includes marketing tactics, promotion, advertising, product demonstration, and sales techniques.

• Communication — Ability to convey information effectively, both in written form and verbally. Prepare presentations / other documents as Sales aids and for internal communication.
• Persuasion — Persuading others to change their minds or behavior.
• Active Listening — Givin