Business Development Manager – Material Handling
Location
Illinois
Posted
56 days ago
Salary
$110K - $130K / year
Seniority
Senior
Job Description
Business Development Manager – Material Handling
IMI
• Manage and deliver the sales budget, measured by orders, for Material Handling systems. • Implement and refine strategies and tactics to achieve budgeted orders and revenue shipments. • Lead the evaluation and pursuit of new market segments through research, outreach, and strategic targeting of customers for existing material handling systems, products, and services. • Be self-directed and proactively identify and engage prospective customers where no relationship exists, securing meetings to develop opportunities that support the sales budget. • Demonstrate a strong understanding of key customers; insight is fundamental to achieving the sales budget. • Use Salesforce, combined with market intelligence and customer insight, to track lead generation, manage opportunity pipelines, schedule sales visits/coverage, and analyze performance metrics. • Develop and communicate a robust target customer list to drive new account acquisition. • Create, update, and execute quarterly business plans for said customer list that reflect an understanding of the product, key market trends, competitive benchmarks, and opportunity progression via Salesforce. • Maintain accurate and complete account data within Salesforce, including opportunities, forecasts, milestone dates, and other information as required by management. • Demonstrate in-depth knowledge of Material Handling Systems, including IMI Bahr (Electric Motion) products, and articulate the value proposition versus key competitors. • Drive customer intimacy to identify opportunities for new product development. • Be directly accountable for new account acquisitions and revenue/market share growth with existing Channel Partners and Key Strategic Accounts. • Deliver results by identifying and creating opportunities, setting goals that drive profitability, tackling challenges head-on, and responding quickly to obstacles to secure a competitive advantage. • Successfully promote IMI Material Handling capabilities and solutions throughout the American market, supported by sales and marketing teams. • Leverage and amplify global successes with the Material Handling and IMI Bahr product portfolio. • Provide timely and complete reports and other information as required by management. • Research and report on competition, competitive issues, products, and markets (e.g., price increases, distributor line card changes). • Educate and act consistently within the scope and principles of the IMI Way. • Travel is required; overnight stays will be necessary. Position is home-office based. Perform other duties as assigned.
Job Requirements
- Bachelor’s degree in engineering, business management or related field preferred.
- Commercial and/or technical expertise with electric linear motion products
- Minimum of 5 years of experience in material handling systems/technical sales, systems integration, or business development within industrial automation or related sectors.
- Demonstrated experience in identifying and converting new business opportunities, including cold outreach and lead generation.
- Strong technical problem-solving skills with the ability to understand complex customer requirements and propose integrated solutions.
- Proven ability to collaborate across functions, influence decision-makers, and drive alignment in a matrixed organization.
- Effective verbal and written communication skills, including the ability to deliver technical presentations to diverse audiences.
- Proficiency in Salesforce or similar CRM platforms to manage pipelines, customer interactions, and performance metrics.
- High degree of initiative, professionalism, and business/financial acumen.
- Proficient with MS Office Suite (Word, Excel, PowerPoint & Outlook), and comfortable with using a CRM system (Salesforce) in your day-to-day sales activities.
Benefits
- Multiple health plans to choose from: HMO, PPO, and High Deductible Health Plans with a low-cost share
- Best-in-class 401K plan with zero vesting and up to 6% contribution matching
- 14-week maternity leave at full pay (Adoption benefits are equivalent)
- 4-week paternity leave at full pay (Adoption benefits are equivalent)
- Employee Resource Groups that offer community and support, like our Pride Network and Network of Women groups
- PTO, encompassing inclusive holidays
- Career Development opportunities (IMI’s ‘Catalyst’ Program)
- Employer contribution for Health Savings Account, and in many cases free virtual telemedicine, and teletherapy.
- Mental Health and wellness programs to support you and your family
- Full suite of voluntary benefits to tap into, including but not limited to: Critical illness insurance, hospital indemnity, legal insurance, identity theft protection, and pet insurance or home & auto insurance through our discount advantage platform
- Short & long-term disability as well as basic life insurance at 2x your basic salary at no cost to the employee
- Free financial advisors, webinars, and classes through Charles Schwab
- Annual Employee Stock Purchase Plan with option to purchase IMI shares at a reduced employee only price - no opportunity to lose, only to profit or refund your investment
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