Business Development Manager-Industrial

We will consider candidates near our Itasca IL office or possibly remote.

Position Overview: This position will be calling on vendors and customers in the Industrial Equipment segment, which includes Machine Tools, Graphic Arts/Printing, Fabrication, Plastics, Packaging, Food Processing and Woodworking.

The Business Development Manager is responsible for executing account management plans, identifying new vendor relationships, building and maintaining current relationships, closing sales opportunities, and working with the internal credit and operations teams to create seamless vendor and end user experiences. Travel is required, the amount of which is dependent upon territory size. We are looking for people with great work ethic, high energy and positive attitude with customers, vendors and inside disciplines.

Commitment to Internal Control:

The incumbent accepts the responsibility for establishing and maintaining the internal control system associated with the essential duties and responsibilities of the functional areas that the incumbent manages.

Essential Duties and Responsibilities: The responsibilities listed are fundamental to the position and must be performed successfully to achieve the key performance objectives of the role. Other responsibilities may be assigned.

Interpersonal Responsibilities:

• Builds brand loyalty with vendor sales representatives by serving as a resource for information and as a trusted advisor for providing the best financing options for the vendor’s customers.
• May make joint sales calls with vendor representatives and attend open houses, mixers, and trade shows as well as perform account maintenance activities to verify satisfaction with Program Managers; remain up to date with current requirements; identify unmet needs; and generate referrals.
• Utilizes a consultative selling process to build relationships with buying influences and win business within transactional and key accounts through researching customer needs, planning call objectives, qualifying opportunities, and making business cases for partnering with Mitsubishi.

Operational Responsibilities

• Research new vendors that match the ideal profile for transactional customers, identifies the right opportunities to pursue, and aligns selling activities to the company’s strategy.
• Generates leads through networking, cold calling, following up on trade show and marketing activities and opportunities provided by vendors.

• Coordinates the receipt, packaging and transfer of credit applications and all other required information for credit underwriting, documentation and funding. Monitors document status and deal flow; follows up with program managers on delays or issues and provides vendor sales representatives and other stakeholders ongoing updates on the status of pending deals. Serves as a conduit and primary contact for aligning clients with processes, answering questions, and resolving escalated issues.

• Communicates final credit decisions to vendors, develops proposals on approved deals and forwards document requests to Program Managers. Collaborates with the sales leadership on the development of account management plans and executes the process for managing account relationships, monitoring feedback on client satisfaction and implementation of strategies and tactics for client retention.

• Follows processes for utilization of CRM software, lead tracking, follow-up and analysis of win/loss ratios. Provides the sales leaders with reports on the sales funnel, account plans and opportunities projected to close.

KPI’s (Key Performance Indicators):

• Identifying, developing and closing new vendor and lessee relationships that result in on-going incremental sales and increased margins.

50%

• Maintaining and growing current vendor and lessee relationships to achieve sales objectives and enhance vendor and brand loyalty.

30%

• Facilitating transaction process from origination through funding using a consultative selling process to achieve close ratio targets.

20%

• Act independently; Decision-making within Company policy. Actively participates in the organization’s sales planning process and provides input on market trends, competitive intelligence and new business opportunities.

• Independently pursues business objectives in an organized and efficient manner; prioritizes activities as necessary to meet job responsibilities; maintains required level of activity toward achieving goals without direct supervision; minimizes workflow disruptions and time wasters to complete high quality work within a specified time frame.

Management/Supervisory Responsibilities:

Qualifications:

• Customer Focus: Consistently places a high value on customers and all issues related to customer; objectively listens to, understands and represents customer feedback; anticipates customer needs and develops appropriate solutions; meets all promises and commitments made to customers.
• Flexibility: Responds promptly to shifts in direction, priorities and schedules; demonstrates agility in accepting new ideas, approaches and/or methods; effective in juggling multiple priorities and tasks; modifies methods or strategies to fit changing circumstances; adapts personal style to work with different people; maintains productivity during transitions, even in the midst of chaos; embraces and/or champions change.

• Interpersonal Skills: Demonstrates sincere interest in others; treats all people with respect, courtesy and consideration; respects differences in the attitudes and perspectives of others; listens, observes, and strives to gain understanding of others; communicates effectively; is sensitive to diversity issues; develops and maintains relationships with many different kinds of people regardless of cultural differences.
• Personal Accountability: Accepts personal responsibility for the consequences of personal actions; avoids placing unnecessary blame on others; maintains personal commitment to objectives regardless of the success or failure of personal decisions; applies personal lessons learned from past failures to moving forward in achieving future successes.
• Resiliency: Continues toward goals in the face of difficulty and adversity; handles criticism and rejection from others with objectivity; recovers quickly from personal setbacks; moves past unforeseen obstacles without unnecessary delay.
• Diplomacy & Tact: Maintains positive relationships with others through treating them fairly, regardless of personal biases or beliefs. Demonstrates respect for others. Understands and values differences between people.

Education and Experience:

• Four-year college degree preferred; equivalent work experience will be considered.

Tools and Equipment Used:

• Personal computer, copier, phone, and other typical office equipment.

Working Hours:

• Hours may vary and will require some evening work; frequently requires working 40-45 hours/week depending on business needs.

• Occasional travel related to attendance at industry seminars

Physical Demands:

• Digital dexterity and hand/eye coordination in operation of office equipment.
• Light lifting and carrying of supplies, files, etc.
• Ability to speak to and hear customers and/or other employees via phone or in person.
• Body motor skills sufficient to enable incumbent to move from one office location to another.

The job description does not constitute an employment contract, implied or otherwise, other than an “at will” relationship and is subject to change by the employer as the needs of the employer and requirements of the job change.

The salary will be between $92000.00 and $95000.00 with an opportunity to earn commission.

The salary range is determined and based on internal equity, market data/ranges, applicant's skills, prior relevant experience and education.

Additional benefits:

- Medical, Dental, and vision plans

- 401(k) and matching

- Paid Time Off

- Company Paid Life Insurance

- Employee Assistance Program

- Training and Development Opportunities

- Employee Discounts