at DivIHN Integration, Inc in Hoffman Estates, Illinois, United States
Job Description
or further inquiries regarding the following opportunity, please contact one of our Talent Specialists
Amit | 2245071290
Title: Business Development Manager (BDM) - Engineering/OEM
Location: Candidate must reside in the Chicago, Illinois OR Columbus, Ohio area and must be ready for travel (day trips) to our Client’s customers in the Midwest area mainly to the states of IL, IN, WI, MI, MN
Fulltime Hire
35-40% Travel
Position Summary:
The Business Development Manager (BDM) is responsible for achieving revenue, margin and KPI goals within his/her assigned territory. Responsible for planning, reporting, and creating customer satisfaction through diligent follow-up and identifying additional and unmet customer needs, while growing the current book of business. The BDM proactively maintains existing client accounts and develops new accounts by working closely with the designated Customer Service Account Representative(s) and coordinating with other organizational members to achieve/exceed customer expectations.
All candidates/incumbents must demonstrate the ability to:
• Rapidly build knowledge of the Client’s products and services
• Identify opportunities, negotiate and manage sales, business needs and cost requirements
• Understand and use basic selling techniques: open, probe, presentation, overcoming objections expectations and business results.
Principal Duties & Responsibilities (Essential Functions):
• Builds lasting customer relationships through closing sales opportunities
• Identifies needs and proposes unique solutions to solve customer’s problems
• Collaborates with other team members to improve performance and provide greater value to our customers
• Meets or exceeds all revenue, margin and KPI goals
• Visits customers and provides appropriate value propositions on an ongoing basis
• Calls on customers regularly with a well-defined value proposition
• Creates and executes account plans for all assigned accounts
• Proactively identifies and executes on new opportunities (NPDs) for new and existing accounts
• Identifies and sells (and cross-sells) all Client applicable product lines to all customers (maximize Share of Wallet)
• Generates new leads by sourcing and contacting key decision makers such as engineers and procurement teams at current accounts, as well as, using other creative methods for identifying other new and existing sources of business
• Utilizes appropriate Client resources at customer meetings and for product customization needs
• Builds a sustainable pipeline of new and existing business
• Builds long-term, productive and mutually beneficial relationships
• Regularly analyzes and reviews trends and other data in the marketplace (customers, competitors), as well as, current and potential book of business, to gain insights and knowledge towards increasing market penetration and maximizing business results
• Is accountable for retaining an assigned client base
• Develop customized solution-oriented plans for each client
• Owns escalated problem management and creates resolution plans; must troubleshoot, problem solve and document any internal problems that interfere with high quality service provided to our clients
• Implements new product launches for assigned territory; conducts milestone reviews of progress against business plans
• Conducts ad-hoc post-mortem business reviews
• Ensures that communications to the customer are clear, timely and appropriate
• Assists in quality control as determined by special customer requirements
• Performs other duties as assigned
Education/Experience:
College Degree or equivalent and 7+ years of direct sales/account management experience in an industrial goods, manufacturing environment (OEMs, Fabricators, etc.). An engineering background is a plus.
Associate in Engineering or related field
Knowledge, Skills & Abilities:
• An aggressive go-getter that loves making calls and visits and can close deals
• A dynamic personality that can establish and cultivate great relationships
• An assertive and positive attitude
• A passion for follow-up, follow through and finishing what s/he started
• Strong interpersonal, analytical, verbal and written communication skills
• Technically savvy and naturally curious about our customers, competitors and products to drive value and results
• A positive team player that thrives in collaborative environments
• Ability to work with CRMs (salesforce.com) and proficient in Microsoft Office Suite (including Word and Excel)
• Knowledge and competence in the elements of outside sales (cold calling, business development, customer acquisition, and retention)
• Excellent verbal, presentation and written communication skills
• Must have a strong work ethic and be assertive, positive and resilient; able to work under pressure in a fast-paced environment while remaining composed and objective
• Strong time management and organization skills - able to multi-task and meet deadlines
• Outstanding understanding of the sales and selling process
• Demonstrates a commitment to high levels of customer service and a sense of urgency in satisfying and delighting clients
• Able to work collaboratively with colleagues and staff to create a result-driven, team=oriented environment
• Excellent planning and organizational skills to prepare for and conduct effective sales presentations and systematically follow up on meetings, RFPs, and provide accurate and timely reporting
• Willingness and ability to travel extensively as needed (35%+) to customers and prospective clients
