Business Development Manager - Industrial Systems

October 19

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Variable Speed Drives • Rotating Machinery • System Solutions • Automation – Automatic Stacking Cranes • Material Handling – Port, Yard, Bulk, & Overhead Cranes

1001 - 5000

Description

• Develop business cases for Business Unit growth in new products and solutions and entry into new markets • Assess the BU’s capabilities, products, services, and technologies to determine its position relative to potential competitors • Determine key wants and needs of the existing industries, markets, market segments and monitor industry and macro-economic trends • Develop Marketing Requirement Specifications (MRS) for new products, solutions, and upgrades to existing products • Ensure new products and upgrades meet client needs at beta sites • 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 • Develop relationships with a network of purchase influencers within current and potential industries • Provide input towards strategies for extending and establishing the Company’s brand into new markets • Proactively and positively promote and exemplify the Company brand • Implement strategies to increase internal and external awareness and understanding of the BU’s objectives and achievements • Ensure the effective development, delivery, and distribution of print and electronic advertising, sales and marketing collateral • Provide content to the Global Marketing team for the creation and execution of effective trade show activities • Develop relationships with a network of internal, domestic, and global company contacts • Plan and execute projects to aid in improving and growing the BU’s business • Report results as scheduled and requested to Company and parent company management

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