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Manager, Business Development in Oxnard, CA at Lucas Group

Date Posted: 4/14/2019

Job Snapshot

Job Description

Manager, Business Development – Industrial Power

Responsible for all phases of the Industrial (Fluid Power and Chemical Process Industry) sales process, and direct Industrial customer accounts. Include personal interface with customers, sales representatives and distributors to manage the sales process and meet defined sales goals. Responsible for the preparation of orders forecasts, marketing plans and the identification of new product and/or market opportunities and the qualification of target accounts. The Manager, Business Development - Industrial will also be expected to provide support and assistance to the Director, Business Development as assigned.

Candidates for this position should possess five or more years of relevant Industrial (Fluid Power and/or Chemical Process Industry) technical and sales experience and the ability to work effectively with individuals at all levels of the organization and manage multiple projects and deadlines as well as analyze business problems, develop appropriate account strategies and implement effective sales tactics.

Must possess leadership skills, business development, marketing, and technical sales capabilities, customer knowledge; technical insight, project planning and management ability, proposal experience, and company expertise.

Location: Los Angeles, CA but the position is open nationally.

Duties and Responsibilities

Overall responsibility: for the sales process from account identification, to close of orders and attainment of defined sales goals. Essential duties and responsibilities include:

Develops and implements strategic plans to accommodate corporate goals in conjunction with division senior management initiatives. Assists Director, Business Development in developing overall product line and business strategies.

  • Participates in the development of market objectives, strategies, goals, and plans for assigned customers and market segments
  • Develop and maintain knowledge of the assigned customer organizations including supplier management / procurement, engineering, program management and leadership involved with selection and use of Company products
  • Understanding and being involved with product definition, development of the specifications, evaluation criteria, decision process and contract award process. Identify new product opportunities and develop detailed product specifications, market analysis product launch campaigns and sales forecasts to support project approval
  • Ensuring customer, market and product information is collected in a Company  Customer Relationship Management (CRM) system to support the business going forward and communicated internally
  • Serve as the single point of contact for the customer in all business matters
  • Lead the development and submission of all proposals, pricing and quotations for new business. Work with other functional groups including Engineering, Cost Estimation, Operations, Supply Chain, Contracts or others to determine cost and feasibility of new products/programs
  • Provide timely and accurate business and product forecasts (Orders and Sales), reports and status to senior management and other functional departments regarding the products standing in the marketplace, customer trends and issues, and other market events
  • Provide annual and long-term sales and orders forecasts for assigned customer accounts and market segments and update monthly. Develop plan and direct efforts to achieve or exceed orders and sales for assigned customer accounts and market segments. Maximize, as much as possible, new order input (bookings) consistent with company profit and ROI goals
  • Ensure smooth and timely completion of all contract negotiations with the customers in line with the Company agreed upon guidance to ensure the maintenance of a continuing smooth business relationship
    • Partner with Contracts in negotiations of terms and conditions and other agreements
    • Take a leadership role in price negotiations in accordance with guidance from Company leadership
  • Take ownership and accountability to ensure all pricing submitted to the customer is in accordance with guidance from Company leadership
  • Monitoring the Company performance metrics with the customer and providing leadership to the Company organization to improve our performance at the customer
  • Serve as the customer advocate within Company to grow the business and guide Company to align better with our key customers to become the filtration supplier of choice including raising awareness in Company leadership of issues and situations that are impacting the overall customer relationship
  • Provide a rolling forecast of the customer’s production and aftermarket demand for the frequent on-going items, as part of a Company Forecast process to lower lead time and drive cost savings in the organization, improving our competitiveness and our economic performance (profitability)
  • Represent the company at trade association meetings, tradeshows, conferences or industry seminars to promote Company, products and services
  • Develop Sales and Technical presentations to customers as well as sales and training presentations. Assist in literature initiation, design/content support, and technical input.
  • Liaison between Business Development Department and other functional groups within the company.
  • Travel as required to primarily domestic locations to develop and expand market segments.

Supervisory Responsibilities

Provides direct supervision of 1 to five 5 employees including marketing personnel, and outside representatives.

Education and Experience

Bachelor’s degree (B.S. or B.A) from four-year College or University. Candidates for this position should possess ten or more years of relevant technical and sales experience with a background in Fluid Power products.

Computer Skills

Competent knowledge in Microsoft Word, Excel and PowerPoint. Knowledge of Microsoft Project or other project management software a plus.