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Business Development Manager -

Job Code - EC0561

 ORGANIZATIONAL RELATIONSHIP:


 

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


 


 

QUALIFICATIONS:

 

·       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

·       Excellent computer skills

·       Travel as necessary (~  50% travel)

 

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