SPX FLOW, Inc.
Overview
The
Business Development Manager
(BDM) will be responsible for maintaining and expanding influential relationships with channel partners to maximize sales 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
Proactively networks and develops sales opportunities
Continuously develops sales leads (leverage IIR, Industry reports, channel, etc)
Identifies market opportunities and leverages full suite of SPXFLOW products and solutions
Collaborates with channel partners and promotes an open exchange of information throughout the sales process
Proactively approaches business or social interactions to expand contacts and opportunities
Schedules, coordinates, and conducts 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 product line features and benefits and apply the product line into the customer’s systems/specifications
Increase sales to existing accounts
Expand business via cross-selling
Expand relationships and networks within existing accounts
Share points of view and/or suggest innovative/creative ideas for customers
Hold our channel partners and internal SPX FLOW teammates accountable to mutually deliver on our commitments and grow our partnership
Attend to and advocate for customer needs
Prioritize customer satisfaction as a primary objective
Achieve results by understanding the customer's business, empathizing with their challenges and developing a plan to meet their needs
Maintain personal control over sales and delivery processes identified as top priorities by customer
Make service solutions a top priority, let customer satisfaction drive the solution
Determine, build and reinforce professional credibility with buyers and influencers
Target and qualify prospects by assessing interest level and fit
Probes artfully around profitability, capacity and readiness to buy
Focuses energy on viable opportunities and disengages with or defers to channel prospects who are not currently a good fit for SPXFLOW’s strategic vision
Collaborates across multiple functions with key internal stakeholders to scope opportunities accurately
Identify the customer values and attitudes that fit with SPXFLOW products and ensures alignment
Quickly and accurately qualifies channel opportunities
Spends the time that is appropriate for the size and potential of each opportunity
Uses analytical rigor to target, scope and build the business case for specific opportunities
Closes sales with win-win outcomes
Always stays ahead of evolving objectives of all parties to achieve win-win goal
Confirms points of leverage and negotiation with key internal stakeholders before engaging in negotiation with the customer
Focuses specifically on points open to negotiation, negotiating on business outcomes rather than price
Keeps the sales process from stalling by taking control and guiding the customer toward buying decisions
Recognizes and adapts to evolving objectives of all parties
Develops and maintains comprehensive technical knowledge of products, applications, features, advantages, and benefits. Remain current with relevant internal and external training and development
Showcase your potential to take on additional responsibilities or advance within a growing global industry leader
Knowledge, Skills & Abilities
Exhibit proficiency in consultative selling, understand the customers’ needs and motives, and sell the value proposition of optimal solutions
Excellent communication skills
Monitor sales by analyzing past and present trends
Utilize CRM to manage the funnel of opportunities
Handle sales of higher complexity, as the opportunity dictates
Require detailed product knowledge of SPX FLOW and competitive products to converse intelligently with distributors and end-users; represent the company and products confidently to maintain and increase sales
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
Participation in industry events such as trade shows and seminars
Have a drive to win
Travel required: 30-50%
Ability to calculate figures such as discounts, interest, commissions, proportions, percentages, and volume
Must have a valid automobile driver’s license in the state of residence
Education and Experience
Bachelor’s degree (B.A./B.S.) in Business or Engineering from a 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
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.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Business Development and Sales
Industries
Industrial Machinery Manufacturing
#J-18808-Ljbffr
Business Development Manager
(BDM) will be responsible for maintaining and expanding influential relationships with channel partners to maximize sales 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
Proactively networks and develops sales opportunities
Continuously develops sales leads (leverage IIR, Industry reports, channel, etc)
Identifies market opportunities and leverages full suite of SPXFLOW products and solutions
Collaborates with channel partners and promotes an open exchange of information throughout the sales process
Proactively approaches business or social interactions to expand contacts and opportunities
Schedules, coordinates, and conducts 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 product line features and benefits and apply the product line into the customer’s systems/specifications
Increase sales to existing accounts
Expand business via cross-selling
Expand relationships and networks within existing accounts
Share points of view and/or suggest innovative/creative ideas for customers
Hold our channel partners and internal SPX FLOW teammates accountable to mutually deliver on our commitments and grow our partnership
Attend to and advocate for customer needs
Prioritize customer satisfaction as a primary objective
Achieve results by understanding the customer's business, empathizing with their challenges and developing a plan to meet their needs
Maintain personal control over sales and delivery processes identified as top priorities by customer
Make service solutions a top priority, let customer satisfaction drive the solution
Determine, build and reinforce professional credibility with buyers and influencers
Target and qualify prospects by assessing interest level and fit
Probes artfully around profitability, capacity and readiness to buy
Focuses energy on viable opportunities and disengages with or defers to channel prospects who are not currently a good fit for SPXFLOW’s strategic vision
Collaborates across multiple functions with key internal stakeholders to scope opportunities accurately
Identify the customer values and attitudes that fit with SPXFLOW products and ensures alignment
Quickly and accurately qualifies channel opportunities
Spends the time that is appropriate for the size and potential of each opportunity
Uses analytical rigor to target, scope and build the business case for specific opportunities
Closes sales with win-win outcomes
Always stays ahead of evolving objectives of all parties to achieve win-win goal
Confirms points of leverage and negotiation with key internal stakeholders before engaging in negotiation with the customer
Focuses specifically on points open to negotiation, negotiating on business outcomes rather than price
Keeps the sales process from stalling by taking control and guiding the customer toward buying decisions
Recognizes and adapts to evolving objectives of all parties
Develops and maintains comprehensive technical knowledge of products, applications, features, advantages, and benefits. Remain current with relevant internal and external training and development
Showcase your potential to take on additional responsibilities or advance within a growing global industry leader
Knowledge, Skills & Abilities
Exhibit proficiency in consultative selling, understand the customers’ needs and motives, and sell the value proposition of optimal solutions
Excellent communication skills
Monitor sales by analyzing past and present trends
Utilize CRM to manage the funnel of opportunities
Handle sales of higher complexity, as the opportunity dictates
Require detailed product knowledge of SPX FLOW and competitive products to converse intelligently with distributors and end-users; represent the company and products confidently to maintain and increase sales
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
Participation in industry events such as trade shows and seminars
Have a drive to win
Travel required: 30-50%
Ability to calculate figures such as discounts, interest, commissions, proportions, percentages, and volume
Must have a valid automobile driver’s license in the state of residence
Education and Experience
Bachelor’s degree (B.A./B.S.) in Business or Engineering from a 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
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.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Business Development and Sales
Industries
Industrial Machinery Manufacturing
#J-18808-Ljbffr