The Business Development Manager interacts with other departments and reports to the Director of Sales – North America.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
·Responsible for the complete sales cycle to generate and close new business opportunities (custom design or catalog items) either directly or indirectly through channel partners
·Manage strategic key accounts implementing a business strategy and account plan for each market segment
·Manage existing “active or growth” customers to maintain visibility and to uncover new opportunities
·Network with colleagues and business professionals to identify new prospects and business development opportunities
·Attend trade conferences and expos
·Set up product design/technology exhibits/open house events to promote product lines
·Prepare product presentations and organize customer activities such as Roadshows, technical seminars, workshops , demos and trials
·Work on RFI’s and RFQ’s and prepare technical and commercial proposals
·Work closely with Engineering and Cost Estimating to maximize profitability (ROI)
·Together with the Regional Sales Manager review and develop all customer contracts and agreement; LOI, LTA, etc.
·Book new business and perform initial contract/PO reviews to ensure accuracy to what was quoted/sold to protect the best interest of the company in terms of profitability and manageability
·Work closely with the Account Management, Program Management and Market Analysis/Affiliate teams to transition the new business to the operations side of the company
·Prepare monthly the sales forecast and annual key account development plan
SECONDARY SUPPORT RESPONSIBILITIES:
·Support peer-to-peer communications between customer and company representatives
·Participate in Cross Functional Team meetings to insure “voice of the customer” is being clearly managed
·Work closely with the Account Management, Program Management and Market Analysis/Affiliate teams to support all follow-on program functions which includes but is not limited to:
§ Forecasting process, assuring proper platform EAUs are being projected for resource planning
§ PO coverage for all rework, tooling and engineering costs that can be charged back to customer
§ Protect product margins by driving resolution of actual costs vs quoted costs due to customer driven changes/initiatives (ECNs)
§ Assist in obtaining customer PO coverage for excess and obsolete materials upon program cancellation or changes (ECNs)
§ Support and participate in critical shipment/shut down situations
·Provide feedback to the organization to help close open customer issues/concerns and maximize customer satisfaction
·Participate/support in all customer plant visits for new business audits
·Participate/support closure to all customer related issues
·Provide assistance/support in A/R aging/collection issues when called upon
·Business Development Manager that can identify potential opportunities and develop and execute the strategies, tactics and teams needed to bring them to fruition
·Bachelor’s degree in Engineering or Business is required with a MBA preferred.
·10 + years of experience in business development, product marketing and/or sales experience with a proven track-record in developing new products/business opportunities in the data center cabling infrastructure industry
·Excellent cross-functional team collaboration and matrix management skills, including strong communications, presentation, negotiation, vision, prioritization and interpersonal skills.
·Ability to multi-task , prioritize and to be effective in high-pressure environments
·A solid understanding of data center market: Products, players, technologies and contacts in related markets.
·Demonstrated ability to build strong business relationships with key decision makers
·Possess a working knowledge of P&L drivers
·Demonstrated motivation for business development with the ability to identify customer needs and grow revenue