Enterprise Business Development Manager

2 months ago

Pittsburgh, Pennsylvania, United States Fortive Corporation Full time

Enterprise Business Development Manager

Objective: At Industrial Scientific, we are on a mission to eradicate workplace fatalities by the year 2050. To achieve this ambitious goal, we are seeking dynamic individuals who are eager to contribute to a cause that matters. We empower our employees with cutting-edge tools and a nurturing environment, allowing them to excel in their roles. Our culture is one of high engagement, where innovation meets excellence, resulting in superior customer service. Our leadership is committed to unlocking exceptional performance by fostering trust, transparency, and a high-performance ethos, all while upholding the utmost respect and fairness towards our team members. We provide a setting where continuous career growth isn't just possible-it's expected.

Role: The Enterprise Business Development Manager is pivotal in expanding our Enterprise Account base, focusing on deep account penetration with our comprehensive suite of products and solutions. Collaborating closely with Account Executives and support teams, this role demands proactive management of the sales process from prospecting to closure. Our portfolio includes gas detection hardware, iNet Exchange, iNet Control+, Rental, and SaferOne services. The ideal candidate will adeptly assess customer needs, gather key business insights, and effectively communicate Industrial Scientific's value proposition. Crafting tailored solutions and highlighting their advantages to stakeholders is essential. We seek a candidate with exceptional presentation skills, articulate written communication, and the analytical acumen to creatively overcome sales challenges.

Opportunity: For the driven sales professional, this position offers a platform to significantly influence our growth trajectory. We are in pursuit of an outstanding sales talent to elevate our presence within a select roster of Key Enterprise Accounts. These global accounts present a vast landscape for expansion with our innovative offerings.

Responsibilities: This role encompasses complete ownership of the sales lifecycle and communication strategies for the designated accounts. Reporting directly to the VP of Americas Sales, the Enterprise Business Development Manager will be instrumental in steering our enterprise-level engagements to new heights.

Job description and essential duties are :

  • Meet and or exceed sales targets within assigned accounts by identifying and pursuing new opportunities, expanding existing relationships, and cross-selling our solutions
  • Develop senior level corporate relationships with key decision-makers and influencers, and leverage them to generate leads, referrals, and introductions
  • The ability to present to various levels within the organization, from technical users to C-level executives, and tailor the message and delivery to suit their needs and expectations
  • Able to articulate our value proposition for all of our solutions, highlighting the benefits and differentiators that set us apart from the competition
  • Continually drive adoption for all of our products and solutions with assigned EBDM accounts, ensuring they achieve their desired outcomes and maximize their return on investment
  • Coordinate sales activity at the site level with the account executives, providing guidance, support, and feedback as needed
  • MA agreement development for each assigned account, negotiating the terms and conditions that align with our business objectives and customer satisfaction
  • Develop a robust sales funnel that ensures financial objectives are exceeded annually, managing the pipeline and forecasting accurately and transparently
  • Develops and maintains ongoing relationships with key champions and executive sponsors at each assigned account, building trust, loyalty, and advocacy
  • Provides overall strategy and sales leadership for each assigned account, developing and executing account plans that align with our corporate goals and vision
  • Provide accurate account forecasts, monitor key performance metrics and optimize sales processes for each opportunity, using data-driven insights and best practices

QUALIFICATIONS REQUIRED (Non-Negotiable):

  • Bachelor's degree
  • 10+ years of proven outside sales success within an Industrial Sales context
  • Basic knowledge of Industrial Markets and Customers
  • Excellent verbal and written skills
  • Results-driven
  • Highly principled
  • Strong time management and organizational skills
  • Proven dedication to enhancing and improving customer workflows
  • Proficient in CRM software preferred)
  • Live near a major airport and ability for 50% overnight travel

QUALIFICATIONS PREFERRED (Negotiable):

  • Experienced solution sales expert who can solve customer needs with innovative technology solutions
  • knowledgeable about cloud and wireless communication solutions
  • Skilled at selling to C-Suite executives

Fortive Corporation Overview

Fortive's essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.

We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.

At Fortive, we believe in you. We believe in your potential-your ability to learn, grow, and make a difference.

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.

Fortive: For you, for us, for growth.

The salary range for this sales position (inclusive of sales incentives/commissions) is $161, $299, Base pay offered may vary depending on various factors, including, but not limited to: job-related knowledge; skills; experience; and other eligibility factors such as geographic location. The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs, generally including health insurance, flexible spending accounts, health savings accounts, retirement savings plans, life and disability insurance programs, and several programs that provide for both paid and unpaid time away from work.

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