The Business Development Manager (BDM) is responsible for developing, directing and executing the Kollmorgen Automated Guided Vehicle (AGV) go to market strategy for targeted industry verticals and accounts. The BDM role seeks to build relationships between Kollmorgen and the target market, and builds successful and lasting relationships based on the Kollmorgen AGV value proposition. The BDM typically interacts across multiple Kollmorgen and Account facilities and countries to implement the sales strategy.
Essential Duties and Responsibilities
Responsible for prospecting and opportunity management
Execute business development at new accounts, complex solution sales, long sales cycles, stakeholder management, interactions on multiple levels at target accounts, and interacting with C level contacts
Ownership of (multi-year) commercial contracts when signing and onboarding new customers.
Perform customer pricing negotiations
Responsible for monthly/annual revenue forecasts
Create business development plans
Coordinate internal business processes
Sales update and execution (Growth Greenhouse, Salesforce.com, Growth Snapshot, Weekly Tracker and regional/account action plans)
Travelling in North America 50% of the time. International travels may occur.
Credibility will be a key quality as we are selling a complex product and value-based partnership. You need to understand what drives the customer and how to convey a value creating
Excellent interpersonal skills as the role is part Key Account Manager and part Business Developer. Both parts of the role require a hunter mentality and the ability to preserve long-term relationships.
Strong business acumen is critical as discussions will take place with the customers' leadership teams. The main product to sell is the value of our partnership, which makes sales highly complex.
Outstanding communications skills and the ability to convey a complex message. A value-based business approach is key to our success!
The willingness to succeed, serve the customer and do the outmost for the customer to succeed with what they set out to do with their end-customers.
Experience in gathering and analyzing data and market input in order to truly understand the customer needs. We value if you have experience in managing long life cycles.
Ability to be a problem-solver; finding solutions to problems that others may not even see yet.
Job Requirements Education and Experience Requirements
Bachelor's degree in Business Administration or Engineering, Master's degree preferred
5 or more years of qualified (large account) B2B sales experience or equivalent
Experience from dealing with multiple interfaces at large customers
Commercial negotiation skills
Ability to read, analyze, and interpret customer contracts or requirement specifications
Ability write business correspondence and to effectively present information and respond to questions from customers and managers.
Ability to read, analyzing, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
Ability to understand and create a business case with financial justification.
Ability to develop negotiating strategies and contract strategies to fulfill business case.
Language skills (English)
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