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Business Development Manager

4 months ago

Danvers, United States ITW Full time

Company DescriptionITW (NYSE: ITW) is a Fortune 200 global multi-industrial manufacturing leader with revenues totaling $16 billion in 2022. The company's seven industry-leading segments leverage the unique ITW Business Model to drive solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required. ITW's approximately 45,000 dedicated colleagues around the world thrive in the company's decentralized and entrepreneurial culture. www.itw.com. Polymers & Fluids segment is composed of highly branded products serving diverse markets that require value-added, differentiated solutions. These product offerings include adhesives, sealants, coatings, lubricants, additives, and cleaners for Transportation, Electronics, automotive aftermarket, MRO, Industrial Cleaning and Lubrication, New Energy, and Marine industry customers with unique needs. ITW differentiates through leading brand positions, technology, and innovation, and strong focus on specific niche opportunities. PPF East Asia is a division with regional headquarter in China and we have operations cross Korea, Japan, Hong Kong and countries in Southeast Asia.ITW BUSINESS MODEL & CULTURE:We have an environment shaped by our decentralized, entrepreneurial culture that brings our exciting ideas to life. Our people thrive in our "flexibility within the framework" approach. We are committed to providing you with growth and development opportunities that maximize your unique potential. Our culture empowers you to think and act like a business owner - we want your entrepreneurial spirit to thrive Be a part of One ITW/One Team, where everyone's contribution matters in our quest to achieve our full potential. We live by our Core Values: We focus on the essential core of each business opportunity, fostering simplicity in how we think and execute. We gain strength through trial and error and work as a team through jointly sharing risk. We treat our customers and suppliers with integrity and transparency, and constantly strive to do the right thing. We deeply respect diversity at every level of the company and consequently promote an open environment where innovations can emerge from our various backgrounds and experiences. We trust our team members and are confident that they each work to the highest professional standards and in the company's best interests. Job DescriptionSUMMARY:Our business development team plays an essential role in defining and implementing the strategic direction and product roadmap for the Transportation segment of ITW Performance Polymers, with focus on Electric Vehicles (EV). As a Business Development Manager (BDM), you will get to work in a fast-paced and dynamic environment, leveraging your entrepreneurial spirit, hunter mindset, long-term strategic planning skills, and persistence in developing new opportunities, to create great BD outcomes in the EV industry. This is an exciting opportunity to be part of driving innovation and growth for a Division within a market-leading, Fortune 200 organization YOU MIGHT LIKE THIS JOB IF YOU ARE/HAVE:Are an entrepreneur - you take ownership and accountability for your surroundings and constantly seek to find ways to improve. Are relationship focused. You excel at and enjoy networking and have a natural ability to create relationships based on trust and respect. Are a self-starter - a proven team player capable of prioritizing your own work and/or challenges simultaneously, and you're able to work in a complex and ambiguous environment that changes quickly. Excel at developing long-term strategic game plans and executing them to win. You are adaptable to change and can pivot your strategy to the demands of a dynamic world without losing momentum. PRIMARY RESPONSIBILITIES:Expand the ITW structural adhesive business in the Automotive/EV market- take ownership of delivering results and growth. Define and execute the strategic plan for the current and target key accounts with support from the Segment Manager and Sales Director to achieve business objectives and annual plan targets. Identify the influencers and the key decision makers at all customer locations. Align and tailor the customer message with each person/department involved on the topic. Nurture relationships at all levels to aid in new project acquisition. Develop relationships and drive specifications with prospectives OEMs, Tier Suppliers, and other decision makers in the automotive EV market. Identify customer pain points, new sales opportunities and customer expectations and suitable projects with the support of the marketing and R&D department. Review and negotiate with new customer new (terms and conditions), ensuring alignment with company policies, legal department, and Sales Director expectations. Determine the sales price objective according to his/her knowledge of the market and negotiate these prices with the customer. Handles negotiations in case of modification (technical, volumes, raw material and inflation). Maintain current competitor/market information to support strategic planning and business development, including recommending initiatives to drive competitive differentiation. Manage customer business once acquired to continue to reinforce value proposition and aligns with customer expectations. Cross-collaborate with sales, application engineer, product development, market strategy and other business functions to drive concepts and execution from Business Case to Go to Market launch to deliver value and achieve competitive advantage. Initiate and conduct all possible actions to be able to submit, within the time limits, a quotation acceptable for the customer. Develop ideation projects arising from key industry mega-trends and top customer innovative building product. Utilize SalesForce.com to effectively collect and analyze key sales information, and to manage robust sales processes such as pricing, funnel, account, and territory management. Represent company at trade shows and association meetings to promote our brands and solutions. Promote, support, and adhere to all safety, environmental and quality-related policies, and procedures.Qualifications8+ years of experience in Sales with proven track record growing revenue over assigned targets. 5 years of experience in Electric Vehicle and automotive/OEM Successful business development experience. B2B experience with EV, Automotive OEM's, Tier I Suppliers selling engineered and technical products. A proven track record of driving a portfolio of innovative diversified products preferred. Strong knowledge and demonstrated practice of Sales Excellence. Excellent communication, both oral and written, and strong presentation skills. Passion and drive to deliver results - Highly organized and efficient, able to meet tight timelines while being a proficient multi-tasker. Demonstrated ability to build productive business relationships, to influence and negotiate with key accounts. Technical knowledge about structural adhesives a plus. Travel requirement: 50+% travel; reside near a major airport. Additional InformationAll your information will be kept confidential according to EEO guidelines.ITW is an equal opportunity employer. We value our colleagues' unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential. As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship. All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.