The Business Development Manager is a senior strategic position within the company. This person will work with the engineering product development group, and other company sales managers, to increase engineering service and product development sales opportunities and thereby maximize revenue for the organization. This person will work to find potential new customers, present to them, ultimately convert them into clients, and continue to grow business in the future. The position has overall responsibility for the engineering product development group’s proposal development process and offerings. Collaborates directly with program managers and engineering leadership to ensure a comprehensive high quality service solution is provided.
Duties and Responsibilities
- Engage in business development planning to proactively prepare the engineering product development group for the creation of winning proposals.
- Arrange and participate in internal and external client presentations.
- Present new services/solutions and enhance understanding for engineering competencies.
- Work with engineering staff and other internal colleagues to develop the appropriate technical solution and phase gate approach to achieve success and satisfy client’s requirements.
- Drive the cost estimating process and facilitate the price to win approach
- Responsible for the creation of technical proposals that speak to the client’s needs, concerns, and objectives including statement of work (SOW), work breakdown structure (WBS), deliverables and project schedule.
- Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
- Use a variety of styles to persuade or negotiate appropriately.
- Set up meetings between client decision makers and company’s practice leaders/principals.
- Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
- Research and build relationships with new clients.
- Meet potential clients by growing, maintaining, and leveraging the network.
- Use knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
- Present to and consult with internal management on business trends with a view to developing new services, and time to market approaches.
- Submit weekly progress reports and ensure data is up-to-date.
- Ensure that data is accurately entered and managed within the company’s CRM or other sales- management system.
- Forecast new order booking dates and ensure they are met by the team.
- Track and record activity on accounts and help to close deals to meet these targets.
- Collaborate with program management to develop near and long term revenue forecast
- Ensure all team members represent the company in the best light.
- Understand and socialize the company’s mission and vision with internal and external audiences.
- Positive attitude, excellent communication skills, self-motivator, tenacious follow up, and superior organization skills.
- Superior customer (internal and external) service attitude and skills required.
- Bachelor’s degree within an engineering discipline.
- Complex electro-mechanical product development experience.
- Sales and/or business development experience. 5+ years desired.
- 5-8 years of relevant industry experience with proposal writing skills required.
- Proficient in Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Territory Management, Market Knowledge, Meeting Sales Goals, Professionalism, CRM, and the Microsoft Office Suite.
- Generally works in an office environment, but may occasionally be required to perform job duties outside of the typical office setting.
- Interaction with people and technology while either standing or sitting.
- Must be able to communicate face-to-face and on the phone.
Note: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and/or skills required of all personnel so classified.