Sales Development Manager

3 weeks ago

Cambridge, Massachusetts, United States Danfoss Full time
Job Description

Danfoss Drives is currently looking for our next Sales Development Manager. North America is one of Danfoss Drives "High Growth Regions". We are THE leading manufacturer of Variable Frequency Drives (VFDs) with more than 30m Drives manufactured globally. We are seeking an experienced Sales Development Manager with skills to develop business and grow our core Industrial verticals, such as Food and Beverage, Chemical Oil and Gas and Heavy Industry. The SDM will contribute to driving a growth transformation by focusing on end users, large Industrial OEM, Engineering Firms (EPCs) and System Integrators.

Danfoss is a world-leader, employing more than 40,000 employees and serving customers in more than 100 countries. We are a privately held engineering company owned by the founding family, with a proud history of innovation dating back to the founding of the company in 1933. We meet the growing need for infrastructure, food supply, energy efficiency and climate-friendly solutions. Our products and services are used in areas such as Refrigeration, Air Conditioning, Water & Wastewater, Food & Beverage, Marine, Chemical Oil and Gas, Heavy Industrial applications as well as general motor control in machinery.

The Sales Development Manager is a NEW business hunter, this person will establish strong relationships at all organizational levels within the customer base and understand customer processes, goals, and organizational models. Must interact and collaborate closely with the Channel Sales team and Sales Applications Engineers to define the right solution/support/strategy to win. The SDM will support and contribute with defining the "Go To Market" strategy that can fulfill a value proposition delivering the best value and experience to our customers. The SDM is responsible for the entire sales cycle from opportunity identification and development, thru proposal generation or quoting and closing which includes commercial Terms and Conditions and Non-disclosure agreements negotiations when applicable. This role is supported by an extremely strong sales, marketing, and service infrastructure along with our own Product Management and Development, Supply Chain and Application Development Centre infrastructure.

Job Responsibilities

Responsibilities for this position include, but are not limited to, the following.

  • Front line business development, fueling growth at primarily new large and strategic important customers (end users, large Industrial OEM, Engineering Firms (EPCs) and System Integrators) within the assigned region.
  • Develop and deliver solutions using available Product Marketing & Development (PMD) resources tailored to value propositions that address customer's needs.
  • Indirect leadership of cross functional taskforce approach to onboard new customers of scale.
  • Account development competencies and capabilities to chart the course to success.
  • Ability to demonstrate select vertical expertise – talk the customer's talk to build trust and confidence.
  • Develop sustainable cross functional relationships between Danfoss and customer to secure long term partnerships.
  • Accountable to understand the market, investments, new facility builds, competitor landscape.
  • Owner of key relationships and main liaison between the organization and those key end customers and OEMs
  • Will drive business from end user (C-Suite and/or plant level), must understand customer purchasing behaviors, goals, OPEX and CAPEX strategies.
  • Lead WIN ROOM activities to define the path forward to develop large accounts or win projects. Pipeline responsibility for New Business per assigned territory, vertical or Industry.
  • Pipeline responsibility for new business per assigned territory, vertical or Industry
  • Travel up to 70% in assigned territory with occasional international travel
Background & Skills

At Danfoss, we believe that a diverse and inclusive workplace fosters creativity, innovation, and a broader perspective in decision-making. When you consider this job posting, do you feel like your profile is not a perfect match? Numerous studies have found that women and people of color are more likely to apply only when they meet all requirements listed in the job posting. Even if you do not check all the boxes, we encourage you to apply anyway. We are curious to find out how you can bring new insights to the role or to Danfoss as an organization.

The ideal candidate possesses these skills.

Requirements to educational background.

  • BA/BS or equivalent work experience

Requirements to working experience.

  • Min 5 years' front line Industry experience selling to End Users, OEMs, Integrators in Automation and Electrical Equipment, preferable with Variable Frequency Drive background.
  • Familiar with CRM tools, Salesforce is preferred.
  • Network of customers within the selected Industry is preferred.
  • Understanding the Variable Frequency Drive and Motion Control market is preferred.
Employee Benefits

We are excited to offer you the following benefits with your employment:

  • Bonus system
  • Paid vacation
  • Possibility to work remotely
  • Personal insurance
  • Opportunity to join Employee Resource Groups
  • Employee Referral Program

This list does not promise or guarantee any particular benefit or specific action. They may depend on country or contract specifics and are subject to change at any time without prior notice.

Danfoss – Engineering Tomorrow

At Danfoss, we are engineering solutions that allow the world to use resources in smarter ways - driving the sustainable transformation of tomorrow. No transformation has ever been started without a group of passionate, dedicated and empowered people. We believe that innovation and great results are driven by the right mix of people with diverse backgrounds, personalities, skills, and perspectives, reflecting the world in which we do business. To make sure the mix of people works, we strive to create an inclusive work environment where people of all backgrounds are treated equally, respected, and valued for who they are. It is a strong priority within Danfoss to improve the health, working environment and safety of our employees.

Following our founder's mindset "action speaks louder than words", we set ourselves ambitious targets to protect the environment by embarking on a plan to become CO2 neutral latest by 2030.

Danfoss is an EO employer and VEVRAA Federal Contractor. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or other protected category.


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