Business Development Manager - Industrial Systems (ES24103)

Job # ES24103

Job Title Business Development Manager - Industrial Systems

Office Location Roanoke, VA, TX, NC, TN, SC preferred

Business Function/Department Business Development

Sales Territory, if applicable Global

General Role Description

Develop business cases for Business Unit (BU) growth in new products and solutions and entry into new markets that enable achievement of Mid-Range Plan (MRP) objectives

• Assess the BU’s capabilities, products, services, and technologies to determine its position relative to potential competitors in new markets in collaboration with the BU team
• Determine key wants and needs of the existing industries, markets, market segments and monitor industry and macro-economic trends to assess how these factors might change over time in collaboration with BU team
• Develop Marketing Requirement Specifications (MRS) for new products, solutions, and upgrades to existing products to position the BU to achieve long term objectives in collaboration with Technology and BU Engineering and Commercial teams
• Ensure new products and upgrades meet client needs at beta sites, in collaboration with BU team
• Develop and execute Go-To-Market strategy and collaborate with Marketing on product launch
• Identify and explore new areas of potential business/industries that might be of interest to the BU
• Develop business cases for the BU’s entry and participation in new markets, businesses, and industries in collaboration with BU personnel
• Develop relationships with a network of purchase influencers within current and potential industries to position the company to identify new opportunities
• Provide input towards strategies for extending and establishing the Company’s brand into new markets, businesses, and industries
• Proactively and positively promote and exemplify the Company brand to internal and external contacts and the general public
• Implement strategies to increase internal and external awareness and understanding of the BU’s objectives and achievements as they pertain to new products and solutions or entry into new markets via effective public relations and advertising in global and local media programs, in collaboration with the Global Marketing team
• Ensure the effective development, delivery, and distribution of print and electronic advertising, sales and marketing collateral, technical articles, newsletters, and related material for BU products, systems, and services, in collaboration with Global Marketing and BU teams as they pertain to new products and solutions or entry into new markets
• Provide content to the Global Marketing team for the creation and execution of effective, high quality trade show activities in support of the strategic business plan as related to new products and solutions or entry into new markets
• Develop relationships within a network of internal, domestic, and global company contacts to coordinate and influence securing the resources needed for implementing the BU’s strategies
• Plan and execute projects to aid in improving and growing the BU’s business to meet goals set by BU senior management
• Report results as scheduled and requested to Company and parent company management, including, but not limited to, research, analysis, evaluation, and recommendations

• Bring full effort to bear on tasks assigned by manager
• Give manager best advice
• Give earliest notice when work cannot be delivered as specified
• Cooperate and collaborate with peers and interact cross-organizationally as specified by manager
• Exemplify Company Core Values: Integrity, Client Focus, Team Orientation, and Personal Commitment
• Comply with all Company policies, practices, and procedures and all regulations and laws
• Recommend viable improvements proactively
• Ensure effective utilization of business tools and processes

Requirements

• Bachelor’s degree or equivalent via education and/or work experience
• 3 years in a direct client facing position in any combination of the metals, port solutions, shipping, logistics, or related industries
• Demonstrated success in business development in a complex business environment with commercial activities in any combination of the metals, port solutions, shipping, logistics, or related industries
• Proven ability to work across functional teams
• Demonstrated successful working relationships with clients, suppliers, and other internal and external contacts
• Demonstrated successful and positive personal leadership, interpersonal, organizational, administrative, and communication skills
• Demonstrated continuous improvement in areas of responsibility
• Proficiency in Word, Excel, a CRM tool, and an ERP business system
• Availability to travel, domestically and internationally, up to 40%, sometimes with limited notice

• Bachelor of science in electrical, mechanical, or industrial engineering or related engineering discipline
• MBA
• 5 years’ sales or business development experience in any combination of the metals, port solutions, shipping, logistics, or related industries
• 3 years’ experience with power electronics or other capital equipment in any combination of the metals, port solutions, shipping, logistics, or related industries
• Demonstrated understanding of energy economics and regulatory environment
• Demonstrated success in vendor pre-qualifications and other typical procurement requirements for the industry segments
• Product marketing and brand management experience
• Direct client sales experience
• Demonstrated success developing new markets
• Strong visual graphics capabilities to assure publications are both attractive and informative
• Demonstrated successful existing relationships with purchase influencers at the Company’s client and potential client organizations

Applications will be considered only for the specific position for which the application is submitted.

EEO/AA/M/F/Vet/Disability Employer