Business Development Manager

Gardner Standard LLC; Holland (OH); On-site; USD 117,000 - 143,000; Full time

Job summary

Electronic Concepts & Engineering (ECE) in Holland, OH is seeking a Business Development Manager, New Business to hunter for new accounts and programs. You will build your own pipeline, drive pursuits from initial contact to contract, and work closely with our engineers to scope and price programs.

You will report directly to the President and operate on-site at our Holland facility. You will lead end-to-end pursuits in aerospace and rugged electronics, selling engineered solutions, managing

Qualifications

• 10+ years of B2B new business sales in aerospace, defense or embedded electronics.
• Proven track record of opening new accounts and winning major contracts.
• Strong ability to sell engineered solutions to engineers, program managers and procurement.
• A self-starter who can build a territory from scratch without a playbook.
• Experience with long sales cycles and multi-stakeholder accounts.
• Active or current Secret security clearance preferred.
• Prior military service and leadership preferred.
• Willing to travel up to 25%.

Responsibilities

• Find, open and close new accounts in aerospace, defense and rugged environment electronic controls.
• Target customers who need integrated, intelligent hardware and software electronic controls.
• Sell design engineering (NRE) programs and convert them into long-term production business.
• Lead pursuits end to end: prospecting, discovery, quote support, proposals and contract negotiation.
• Navigate customer procurement and manage complex accounts through long sales cycles and major contracts.
• Build relationships from mid-level program contacts up to customer executives.
• Own your pipeline and forecast and keep both current in the CRM.
• Represent ECE at trade shows, customer sites and industry events.

Skills

New business sales

Territory development

Stakeholder management

Self-starter

Security clearance

Travel 25%

CRM pipeline

Job description

Business Development Manager, New Business

Electronic Concepts & Engineering (ECE) | Holland, OH | Full-time | On-site

About ECE

Electronic Concepts & Engineering (ECE) has designed and manufactured high-reliability embedded electronics and software in Holland, Ohio since 1991. We build integrated, intelligent hardware and software electronic controls for aerospace, defense and other rugged environments, including turbine engine controls (FADEC), motor controllers, vehicle controls and hardware-in-the-loop simulators. Our engineers handle everything from system design and embedded software through qualification testing, prototyping and production. We are AS9100 and ISO 9001 certified.

The Role

We're hiring a hunter. This person's job is to win new customers and new programs, not to manage the accounts we already have. You'll build your own pipeline, run pursuits from first conversation to signed contract, and work side by side with our engineers to scope and price programs. You'll report directly to the President.

This role is on-site at our facility in Holland, OH, near Toledo.

What You'll Do

• Find, open and close new accounts in aerospace, defense and rugged environment electronic controls
• Target customers who need integrated, intelligent hardware and software electronic controls
• Sell design engineering (NRE) programs and convert them into long-term production business
• Lead pursuits end to end: prospecting, discovery, quote support, proposals and contract negotiation
• Navigate customer procurement and manage complex accounts through long sales cycles and major contracts
• Build relationships from mid-level program contacts up to customer executives
• Own your pipeline and forecast and keep both current in the CRM
• Represent ECE at trade shows, customer sites and industry events

What You Bring

• 10+ years of B2B new business sales in aerospace, defense or embedded electronics
• A track record of opening new accounts, winning major contracts and growing strategic accounts
• Strong product knowledge and comfort selling engineered solutions to engineers, program managers and procurement
• A self-starter who can build a territory from scratch without a playbook handed to you
• Experience with long sales cycles and complex, multi-stakeholder accounts
• Active or current Secret security clearance preferred
• Prior military service and leadership preferred
• Willing to travel up to 25%

Compensation

Base salary of $130,000, commensurate with experience, plus a target incentive/commission of up to $30,000.