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SalaryJOB SUMMARY
The Business Development Manager (BDM) will be responsible for maintaining and expanding influential relationships with channel partners to maximize sales coverage in their given territories. You will play an integral role in growing SPX FLOW’s revenue and profits, by adding value to our channel partners and end user customers. You will gain a comprehensive understanding of the territory in terms of customers, competitors, industries, and trends as they relate to SPX FLOW’s diversified WCB Product Portfolio. It will be your mission to acquire new business opportunities at new and existing customers to meet aggressive business growth plans. The ideal candidate will have a strong market and customer focus and be able to translate this into clear business strategies to generate growth.
PRINCIPAL DUTIES AND RESPONSIBILITIES
- Look for new business using IIR, Industry Reports, channel partner discussions.
- Look to adjacent markets where our products could provide advantageous opportunities.
- Look for new project opportunities using IIR, Industry Reports, channel partners and other SPXFLOW brands.
- Schedule, coordinate and conduct Engineering Firm and End-user presentations, as well as channel partner training with emphasis on product quality and features, value-added selling, and profitable growth throughout the channel.
- Present to end-users, engineering firms, and contractors in support of Sales objectives and SPX and Distributor personnel to promote and educate the customer on the features and benefits of our product lines, and to apply the specific product line into the customer’s systems/specifications.
- Implement key product and market initiatives working closely with the appropriate Global Product Manager(s) and SPX Sales Team.
- Represent Company at trade shows and other professional activities.
- Develop and maintain comprehensive technical knowledge of products, applications, features, advantages, and benefits. Remain current with relevant internal and external training and development.
- Work across a large array of target industries including Industrial, Oil & Gas, Chemicals, and others.
- Holding our channel partners and internal SPX FLOW teammates accountable to mutually deliver on our commitments and grow our partnership.
- Work proactively with internal and external stakeholders to ensure customer needs are met or exceeded.
- Effectively prioritizing time and attention to what will generate the greatest growth.
- Showcase your potential to take on additional responsibilities or advance within a growing global industry leader.
- Be accountable for executing sales goals for US and Canada for focused brand.
KNOWLEDGE, SKILLS & ABILITIES
- Influence cross-functional teams.
- Read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.
- Solid understanding of business, financials, and products/services.
- Excellent communication skills.
- Exhibit proficiency in Consultative Selling, strive to understand the customers’ needs and motives, and be adept at selling the value proposition of the optimal solutions.
- Develop and maintain a high level of product knowledge of SPX FLOW and competitive products.
- Participation in industry events such as trade shows and seminars.
- Monitor Sales both looking at Past and Present trends.
- Utilize CRM to manage funnel of opportunities.
- Have a drive to win.
- 30-50% Travel
- Require detailed product knowledge to converse intelligently with distributors and end-users. Ability to represent the company and the product lines in a confident manner in order to maintain and increase sales volume.
- Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, and volume.
- Require a valid automobile driver’s license in the state of residence.
- Handle sales of higher complexity, as the opportunity dictates.
EDUCATION AND EXPERIENCE
- Bachelor’s degree (B.A./B.S.) in Business or Engineering from four-year college or university, plus five to seven (5-7) years related sales experience or equivalent combination of education and experience.
- Commercial background preferred.
COMPETENCIES
Aligning Performance for Success
Focusing and guiding others in accomplishing work objectives.
Building a Successful Team
Using appropriate methods and a flexible interpersonal style to help build a cohesive team; facilitating the completion of team goals.
Building Trust
Interacting with others in a way that gives them confidence in one’s intentions and those of the organization.
Coaching and Developing Others
Providing feedback, instruction, and development guidance to help others excel in their current or future job responsibilities; planning and supporting the development of individual skills and responsibilities.
Communication
Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others’ thoughts and actions. Engages the audience and helps them understand and retain the message.
Continuous Improvement
Originating action to improve existing conditions and processes; identifying improvement opportunities; generating ideas, and implementing solutions.
Continuous Learning
Actively identifying new ideas for learning; regularly creating and taking advantage of learning opportunities; using newly gained knowledge and skill on the job and learning through their application.
Customer Focus
Ensuring that the customer perspective is a driving force behind business decisions and activities; crafting and implementing service practices that meet customers’ and own organization’s needs.
Delegating Responsibility
Allocating decision-making authority and/or task responsibility to appropriate others to maximize the organization’s and individuals’ effectiveness.
Facilitating Change
Encouraging others to seek opportunities for different and innovative approaches to addressing problems and opportunities; facilitating the implementation and acceptance of change within the workplace.
Gaining Commitment
Using appropriate interpersonal styles and techniques to gain acceptance of ideas and plans; modifying one’s own behavior to accommodate tasks, situations, and individuals involved.
Planning and Organizing
Establishing courses of action for self and others to ensure that work is completed efficiently.
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is frequently required to sit; use hands to finger, handle, or feel; and talk or hear. The employee is occasionally required to stand and walk. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, and ability to adjust focus.
WORKING CONDITIONS
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Working conditions are normal for an office and/or client site workshop or warehousing facility. The noise level in the work environment is moderately quiet, however local and client sites can be unpredictable and associated safety equipment should be worn accordingly.
SPX FLOW VALUES
SPX FLOW employees are expected to behave in accordance with our company values as outlined below.
QUALITY
Quality encompasses all aspects of SPX FLOW’s business, and every employee shares the responsibility to prevent the occurrence of any nonconformity relating to products, processes, and the quality systems. All employees have an obligation to identify and record any such nonconformity, and through designed channels, initiate and recommend solutions.
DISCLAIMER
SPX FLOW is an Equal Opportunity Employer. The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.
