Business Development Manager

Job Summary/Overview

The Business Development Manager will provide best-in-class service to our established customers by developing trusted relationships, taking an active role in business development, and managing the territory's distributor and customer network for sales growth. This position will manage the Indiana, Illinois (Chicagoland), Kentucky, Michigan, and Minnesota markets.

Essential Duties and Responsibilities

• Develop and maintain positive sales relationships with existing customers and end users and visit potential new customers and end users to generate product interest and sell the companys products.
• Ensure the companys sales goals are met in the assigned product in the assigned territory, to include retaining and/or increasing market share, and sales and profit volumes.
• Act as a technical resource to customers providing technical information regarding products and product applications and helping to address and resolve inquiries and problems regarding company products.
• Responsible for providing product / application recommendations for project specifications.
• Differentiate linear products and services from competition utilizing product and non-product factors, through both formal and informal scenarios.
• Conduct end user site visits (with or without the distributor), and show willingness to work within environments where our products are used - plants, outdoor applications, climbing onto crane platforms or scaffolding, etc.
• Takes an active role in coaching distribution personnel and evaluating their competency in the support of all linear products, and services.
• Responsible for providing product category and/or vertical market expertise.
• Identify and maintain relationships within key end users, OEMs and/or vertical markets of linear motion.
• Develop customer quotations as needed, and review vs application requirements to ensure accuracy and effectiveness in meeting customer needs.
• Provide relevant voice of customer feedback, and market specific information and maintain organizational alignment to the customer's needs.
• Formulate business plans and strategies to manage and grow sales territory and mitigate conflict and grow overall vertical and end user market share.
• Forecast and track key account metrics in support of growth.
• Utilize all available sales tools, reports, data sources, and CRM to manage daily activity and provide required sales opportunity and forecasting input.
• Responsible for qualifying and guiding timely closure of sales leads.
• Collect and report trends and strategies of competitors, and ongoing customer feedback to Sales Management.
• Actively seek out and participate in both formal and informal personal training opportunities, to maintain technical competency and remain current in technology and industry changes.
• Mentor junior team members.
• Other duties, tasks, and responsibilities as assigned by Sales Leadership.

Knowledge, Skills, Competencies, and Abilities

• Maintain, exhibit, and promote Columbus McKinnon's Core Values.
• Maintain technical competency and remain current in technology and changes in the industry.
• While performing the duties of this job, the employee is occasionally exposed to wet and/or humid conditions; moving mechanical parts; high, precarious places including cranes over 90 ft high; outside weather conditions; and vibration.
• Must be able to effectively communicate in both oral and written form; positively exchanging ideas, information, feedback, and directions.
• Respects, understand and is sensitive to the diverse communication styles of various people/groups within different situations.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, customer specifications, blueprints and schematics, or governmental regulations. Ability to prepare reports, quotes, and business correspondence.
• Ability to effectively present information and respond to questions from managers, customers, and other employees of the organization. Ability to negotiate sales contracts favorable to the organization.

Required Qualifications

• Bachelor's degree in a job-related major preferred or equivalent experience required.
• 5+ years of sales experience with selling mechanical products preferred.
• Valid driver's license and passport required.
• Successful completion of a basic mechanical aptitude evaluation required.
• Must reside in assigned territory.
• 50% travel within the assigned territory.