Business Development Manager

Why Work at Banner?

For over 50 years, Banner Engineering has been at the forefront of some of the biggest industry trends, such as the Industrial Internet of Things (IIoT), and our photoelectric, ultrasonic, and vision sensors, LED lights and indicators, monitoring solutions, and other safety products are used by Fortune 500 companies and industry leaders worldwide. Banner is a rapidly growing company that offers many personal development opportunities, an excellent benefits package, and a collaborative team of employees who are passionate about what they do.

Position Summary

As a Business Development Manager, you will develop new sales opportunities with new and existing customers to increase sales and market share including initiatives as directed by Banner leadership.  You will provide subject matter expertise and technical credibility to new prospects to accelerate the sales cycle and increase win rates. You will also communicate and network with Strategic Account Executives, Area Sales Managers, distributors, and customers, which includes end users, integrators, specialty machine builders, and Original Equipment Manufacturers (OEMs). 

This position reports to the Regional Sales Director.

What You’ll Be Doing

• Continuously develop/support a jointly defined list of accounts to win new business and applications and then effectively transition commercial ownership to the local sales team.
• Identify target accounts and create tactical/strategic relationships through communication activities, sound understanding of the key accounts’ products and solutions, identification of possible opportunities, and careful analysis of the market and the potential needs of the account based on industry trends.
• Provide consultation and business expertise with key accounts to create innovative solutions.
• Secure business with new customers and close initial business deals.
• Develop, document, and clearly define value propositions with solid monetization (ROI) for new business opportunities to Banner and work with marketing to create internal and external campaigns to replicate the new business success, create and execute sales and marketing strategies, and solicit requests for proposals (RFPs).
• Help create programs/collateral to attack industry segments that identifies customer personas and recommended questions for them, facilitate NDA’s where applicable, customer audits, & provide engineering support.
• Make joint calls with other Banner sales teams to share expertise and promote new product technologies & applications.
• Coordinate selling activities across the Banner organization to ensure required stakeholder involvement to meet or exceed current win rates.
• Assist with lead assessment and prioritization as needed.
• Provide regular updates to leadership on progress and trends for your business activities. This includes timely and accurate data entry in CRM.
• Represent Banner at organizations, trade shows, and/or conferences to remain current in Banner’s core industries.
• Other relevant duties as assigned.

What You Bring to the Table

To perform this job successfully, you must be able to perform each essential duty satisfactorily, and regular attendance is required. The requirements listed below are representative of the knowledge, skill, and/or ability required to perform this job. Reasonable accommodation may be made to support individuals with disabilities.

Required

• Bachelor’s degree in Business, Engineering, or related field
• Associate’s degree in Business, Engineering, or related field AND 6 years of direct field sales experience in lieu of a Bachelor’s degree.
• At least 10 years of technical selling experience in industrial automation
• At least 4 years experience selling in Banner’s technology in at least one of Banner’s core industries: Material Handling, Automotive, Consumer Product Goods/Food/Bev, and Semiconductor/Electronics
• Proven ability to conduct effective and efficient “full needs” discovery meetings with new customers to assess potential for all of Banner’s product offerings.
• Proficient in a common CRM package as well as MS Word/Excel/Powerpoint.
• Ability to travel up to 40% domestically.

Preferred

• At least 3 years of Strategic Selling Experience
• Highly motivated with an overarching desire to win.

Supervisory Responsibilities

None.

What to Expect at Work

Physical Demands

The physical demands described here must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to suppor