Business Development Manager
il y a 1 jour
Dexter Magnetic Technologies “Dexter”, headquartered just outside of Chicago, engineers and manufactures low-volume/high-value critical precision assemblies that are components of larger systems for the defense, aerospace, semiconductor, and medical markets. We are the leading player in North America, having significant growth over the past seven years, by offering unique solutions to our customers’ magnetic engineering challenge.
Position Summary:
Hunt, develop and implement business plans to increase sales to new accounts. This position is responsible for identifying, developing, and capturing new business opportunities within the mainland Europe.
- Identify new potential accounts in our target markets within mainland Europe. Initiate and complete appropriate research on those customers applications, platforms, and magnetic needs.
- Qualify new accounts and subsequent new opportunities through our qualification process and grow the sales funnel by prospecting in the Commercial Aerospace, Semiconductor, Medical and Advanced Industrial end markets.
- Continually develop and improve product and industry knowledge to maintain professionalism and stay abreast of new developments through contacts with professional organizations, publications, trade shows and customers to leverage them for the sustainability of the company.
- Communicate with sales, marketing, customer service, operations, engineering, quality and commercial leadership in defining specific needs required to serve respective market and/or specific customer requirements.
- Proactively call on customers via phone or email to develop strong multi-level relationships between Dexter Magnetics and prospect accounts. Understand the customer’s business so we are in a position of strength for future projects and have the knowledge to improve profitability.
- Anticipate market trends, develop strategies to capture opportunities and develop strategies to capture new business opportunities and mitigate risks.
- Take a leadership role providing input regarding decisions on how best to capitalize on significant opportunities and ensure customer satisfaction with sales and internal teams.
- Develop and maintain a sales pipeline through effective account development and opportunity nurturement including target prospecting, account penetration, opportunity qualification, solution positioning, negotiating, and closing new business.
- Provide input along with decision-making authority regarding pricing strategies on quotes greater than $50,000.
- Maintain a CRM database (customer contacts, call reports, opportunity details, and specific project/sales pipeline information).
- Perform other duties as required.
Education and Experience
- Bachelor’s Degree (Business or Engineering preferred)
- Minimum of 8 years direct sales experience selling into medium/large multi-national manufacturers with complex requirements for development and qualification cycles.
- A technical background is preferred but not required – experience selling engineered products is a huge plus.
- International travel experience.
- Fluent in English language, French preferred.
- Possess end market knowledge and experience, and customer vernacular to hold credible discussions with all participants in our multi-stakeholder sales process.
- Proficient in a systematic approach to consultative selling resulting in closing more deals and increasing margins.
Successful Essential Skills
- Excellent hunting, prospecting, lead qualification, and cold calling skills.
- Very good negotiating skills: can negotiate skillfully in tough situations with both internal and external groups. Can win concessions without damaging relationships. Can close business with a high rate of success.
- Excellent problem solving skills: uses rigorous logic and methods to solve problems producing effective solutions to problem statements.
- Very good time management skills: concentrating effort on priorities and overall planning, awareness, and response to what is due now, short and long term.
- Strong computing skills: i.e. CRM, Power Point, Excel.
- Ability to initiate and complete multiple concurrent projects.
- High level of business acumen: Understands policies, practices, technology, trends and information and how those affect the business.
- Impactful in a variety of formal presentation settings: one to one, small and large groups with peers, direct reports, and senior management.
- Must be comfortable defining solutions for prospects, not just selling a portfolio of existing products.
Work Environment and Physical Demands
- Works from home office, public transport and office environments.
- 70% sitting; 30% standing or walking.
- Lifting requirements (eg. help setting up tradeshows)
- Near Visual Acuity (either corrected or uncorrected).
- Ability to hear and understand others, articulate verbal direction and instruction, give feedback to others.
- Up to 50% overnight travel required. Must be able to drive a car.
- Manual dexterity of both hands.
- Ability to understand others, articulate verbal direction and instruction, give feedback to operators and brainstorm with customers and engineers.
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