Business Development Manager

Job Summary  :

The Business Development Manager will develop new business opportunities and provide industry insight, working closely with marketing and sales teams to: qualify incoming leads, identify prospects, build interest, increase brand awareness, provide thought leadership, and manage ongoing efforts leading to qualified opportunities. Understand how to collaborate with advanced technology partners for business development strategies and drive success early in the sales process. 

Essential Functions 

• Seek out “hunt” new opportunities and drive lead generation initiatives. 
• Ability to identify the key stakeholders (decision maker, gate keeper, advisers and operators/users with potential prospects and determine their influence in the buying process. 
• Develop target account lists within designated verticals. 
• Execute tactical sales strategy and engage in prospecting efforts. 
• Support sales teams with ROM Activities until sales handoff. Includes site visits, initial opportunity assessment, brainstorming concepts, and providing site tours. 
• Engage with senior customer decision makers early in the vetting process, selling Vanderlande capabilities to solve their pain points and understanding if/how there is a fit. 
• Support trade shows & speaking engagements. Attend required trade shows & speaking engagements as requested. Prospect prior to and post-show. 
• Provide thought leadership on market trends, gaps in the market Vanderlande should address, and work with Marketing as necessary. 
• Have a strong commercial understanding as the basis for value-based selling (e.g. ROI, payback period, NPV calculations). 
• Conduct market research  

  Travel Requirements 

Business travel to client sites and vendors up to 25% 

Preferred Skills & Qualifications 

• Strong understanding of operations & material flow. 
• Confident customer presentation skills. 
• Ability to: Visit customer sites and identify opportunities, brainstorm solutions / discuss industry trends, confidently engage with senior leaders internally and externally. Identify customer needs, pain points, buying process 
• Strong networking capabilities. 
• Strong technical aptitude / technical sales experience. 
• Strong understanding of material handling and information flows within warehousing & manufacturing operations. 
• Capability to create high-level ROM concepts utilizing resources and tools provided. 
• Creative thinking / problem solving. 
• Think “Big" mentality. 
• Strong organizational skills, ability to manage several objectives in parallel 
• 2+ years of experience in a similar role 
• Bachelor’s degree (a degree in an Engineering Discipline a plus) 
• Technical sales experience in the industrial sector a plus 
• Material Handling automation design and sales experience a plus 

Education Requirements:

Minimum 4 Year / Bachelors Degree   

Travel Requirements :

Business travel to client sites and vendors up to 25%

Physical Demands:

• Operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer.
• Communicating with others to exchange information.
• Remaining in a stationary position, often standing or sitting for prolonged periods.
• Assessing the accuracy, neatness and thoroughness of the work assigned.
• Repeating motions that may include the wrists, hands and/or fingers.
• Moving about to accomplish tasks or moving from one worksite to another.
• Noisy environments.
• Light work that includes moving objects up to 20 pounds.
• Operating motor vehicles or heavy equipment.
• Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like.
• Moving self in different positions to accomplish tasks in various environments including tight and confined spaces.
• Low temperatures.
• High temperatures.
• Outdoor elements such as precipitation and wind.
• Operating machinery and/or power tools.