The Business Development Manager will be responsible for the achievement of sales targets, design win capture, and continued revenue growth for the assigned territory/accounts within the Consumers Electronics, and Industrial, Safety and Security (CISS) commercial markets.
The Business Development Manager will ensure the execution of revenue and design wins for the CISS North America business. This individual must be able to sell strategically and thrive in a cross-functional team environment. Specifically, this individual will:
? Be responsible for growing sales territory/accounts with assigned revenue, bookings and NPI (design-win) targets. Drive attainment of sales, profit and market share objectives.
? Effectively manage key accounts. Develop an intimate knowledge of strategic accounts. Provide strategic oversight and engage additional company resources as necessary. Develop deep customer relationships from working level to senior levels. Develop & execute detailed account growth plans. Provide ongoing customer support and ensure customer satisfaction.
? Effectively lead negotiations with customers and close deals within company guidelines. Contribute to development of contractual agreements with customers.
? Manage and grow prospect pipeline (funnel). Actively drive existing prospects to successful closure mobilizing internal resources for support as necessary. Continue to add new prospects to meet growth targets / design-win objectives.
? Generate leads through proactive business development activity. Follow up on assigned leads. Provide and document a thorough and detailed qualification of all leads.
? Drive channel partner activity within the sales territory by actively supporting and performance managing channel partners. Play a key role in driving, evaluating, managing, and refining the distributor / channel partner relationships.
? Develop and deliver strategic sales presentations, formulating and articulating value proposition.
? Maintain knowledge and expertise in relevant products and markets; monitor competitive activity and market trends; partner with Product Management & Applications Engineering to develop strategic and tactical response.
? Serve as initial point of contact on issues within the region; coordinate evaluation and input by appropriate functional colleagues.
? Support core business processes including the cash call, monthly & quarterly operating reviews, annual operating planning, monthly forecast reviews, prospect pipeline reviews, sales reporting, and expense management.
Critical Success Factors
? Technical Skills: Bachelor's or Master's degree, electrical/optical engineering or physics desirable.
? Sales Skills: Strong customer orientation. Must be able to manage extensive sales processes in complex customer organisations. 10+ years of sales experience with demonstrated knowledge of OEM sales.
? Communication Skills: Strong leadership presence with an ability to develop and deliver targeted presentations at all levels within an organization. Demonstrated interpersonal savvy with proven ability to build effective relationships throughout all levels internally and externally.
? Leadership and Management of Resources: Demonstrated ability to be effective within a cross-functional environment. Expertise motivating others toward the achivement of objectives.
? Business & Organization Knowledge: Understands Excelitas business and core processes.
? Performance: Exhibits a strong bias for action with a results-orientation. Drives self and others to deliver on commitments. Anticipates and adjusts, demonstrating positive change management.
? Availability to travel as required
? Proven successful track record in Sales.
? BS or BA and MBA preferred
? Minimum 10 years' experience with at least 6 years' experience within the technology field.
? Manufacturing industry experience a plus
? Experience with a global company
? Strong people skills with the ability to identify and cultivate potential clients
? Ability to demonstrate flexibility in approach, and motivate others to achieve desired results.
? Outstanding interpersonal skills and demonstrated ability to build and maintain effective relationships both internally and externally.
? Proven ability to work as a business partner with all levels of management and influence across functions to improve processes.
? Ability to think beyond the financial implications to business decisions and to give consideration to overall business strategies and key operational issues.
? Ability to manage multitude of clients and varied tasks.
? High degree of integrity, tact and ability to be direct and influence others while remaining diplomatic. Ability to sell ideas persuasively and settle differences in a manner that strengthens relationships.
? Ability to lead and execute projects to timelines, reprioritizing, delegating and leveraging internal and external resources as needed.
Excelitas values the strength of a diverse workforce.
Excelitas Technologies is an equal opportunity/affirmative action employer committed to a diverse workforce. EEO/Minority/Female/Veterans/Disabled: All qualified applicants will receive consideration for employment without regard to their protected veteran status.