The Business Development Manager-VFD (Commercial Markets) will focus on the Commercial Fan & Pump markets and the key accounts that help define the market, including major suppliers to the market (HVAC & Pump distributors, reps, consultants and service companies). Product sales focus is the company's line of automation products, focusing on VFD technology, that support the Commercial markets. Develop target accounts to be a significant contributor to company growth in the defined markets.
Position Duties and Responsibilities:
Identify and penetrate target industry accounts, as well as major projects for specification opportunities.
Initiate sales activity with top level management at target industry accounts and coordinate cross functional teams to secure new business.
Discover and validate key differentiators within target industry accounts. Create discovery agreement and secure commitment.
Develop HVAC & Pump OEM with an emphasis on underserved markets and new opportunities.
Call on industry consulting engineering companies with the goal of becoming specified for HVAC & Pumping applications.
Become subject matter expert (SME) for HVAC & Pumping industry.
Understand target market product trends and specifications and communicate requirements to Sr. Management, Product marketing and Packaged Solutions engineering.
Recommend focused marketing activities for the target industry and accounts.
Manage partnerships with internal resources at company to accomplish objectives. Leverage globalization.
Represent company at important industry events and participate in Industry specification activities.
Create data, budgets and reports to support business, i.e.:
Monthly report on sales/marketing activity.
Quarterly report on industry trends, competition and activities.
Perform other job functions as assigned.
75%+ Travel within North America
Significant network of contacts, and ability to network in the defined market: Fan and Pump OEM’s, SI’s, Consultants, and End-Users
Demonstrated ability in strategic marketing planning and execution
Excellent interpersonal skills and “presence” to deal effectively with senior-level contacts
Excellent communication skills, including presentation skills
Ability to learn company products and recommend technical applications to meet customer needs
Computer proficiency – Microsoft Office
Beneficial Education, Skills and Experience
Sales Management experience a plus
Sales experience with some or all of the following is a plus:
PLC’s, HMI’s, Industrial PC’s. Software, and interfaces
Motion Control (Servo)
Building automation control and monitoring systems
Bachelor’s degree in Engineering – Mechanical, Electrical, Automation, Manufacturing – or equivalent experience
5+ years experience working with and managing sales activities of distributor or rep sales organizations.
8+ years experience in the defined market: Fan and Pump OEMs, SI’s, Consultants, and End-Users, with in-depth knowledge of industry requirements and applications
5+ years experience selling drive solutions to senior-level contacts at national accounts in the defined market
Minimum of 5-8 years Application Solution Sales, and/or Strategic Sales and Marketing Experience at Fortune 1000 End User, and OEM customers