Business Development Manager

Columbus McKinnon; Houston (TX); Remote; USD 94,000 - 113,000; Full time

Job summary

Columbus McKinnon is seeking a Business Development Manager to manage the Texas and Oklahoma territory from a remote location within the territory. You will develop trusted relationships with existing customers and end users, drive new business, and coordinate with distributors to meet sales goals.

You will act as a technical resource, provide product recommendations for specifications, and coach training teams while leveraging CRM tools to forecast opportunities and track metrics.

Qualifications

• Bachelor’s degree in a job-related major preferred or equivalent experience required.
• 5+ years of sales experience with wire rope hoist preferred.
• Must reside in assigned territory of Texas and Oklahoma; valid driver’s license and passport; 30% travel.

Responsibilities

• Develop and maintain positive sales relationships with customers and end users; visit potential new customers to generate product interest.
• Meet or exceed sales goals in assigned accounts; retain/increase market share and profits.
• Act as a technical resource; provide product information and address inquiries and problems.
• Develop quotations and review against application requirements for accuracy and effectiveness.
• Provide voice of customer feedback and market insights; align with customer needs.
• Forecast and track key account metrics; use CRM and sales tools for activity planning and forecasting.
• Coaching and mentoring of distributors; evaluate competency and support CMCO brands.
• Identify and nurture relationships within key end users and vertical markets.

Skills

Sales experience

Relationship building

Technical product knowledge

Communication skills

Negotiation

Education

Bachelor’s degree or equivalent experience

Tools

CRM software

MS Office

Job description

Location: Remote residing within the territory (Texas or Oklahoma)

Requisition ID: 3038

Job Summary/Overview

The Business Development Manager will provide best-in-class service to our established customers by developing trusted relationships, taking an active role in business development, and managing the territory's distributor and customer network for sales growth.

Essential Duties and Responsibilities

• Develop and maintain positive sales relationships with existing customers and end users and visit potential new customers and end users to generate product interest and sell the company's products.
• Ensure the company's sales goals are met in the assigned accounts, to include retaining and/or increasing market share, and sales and profit volumes.
• Act as a technical resource to customers providing technical information regarding products and product applications and helping to address and resolve inquiries and problems regarding company products.
• Responsible for providing product / application recommendations for project specifications.
• Manage the customer training function, including oversight, coaching, and development of trainers.
• Differentiate CMCO products and services from competition utilizing product and non-product factors, through both formal and informal scenarios.
• Conduct end user site visits (with or without the distributor), and show willingness to work within environments where our products are used - plants, outdoor applications, climbing onto crane platforms or scaffolding, etc.
• Takes an active role in coaching distribution personnel and evaluating their competency in the support of all CMCO brands, products, and services.
• Responsible for providing product category and/or vertical market expertise.
• Identify and maintain relationships within key end users and/or vertical markets of CMCO.
• Develop customer quotations as needed, and review vs application requirements to ensure accuracy and effectiveness in meeting customer needs.
• Provide relevant voice of customer feedback, and market specific information and maintain organizational alignment to the customer’s needs.
• Formulate business plans and strategies to manage and grow sales territory and mitigate conflict and grow overall vertical and end user market share.
• Forecast and track key account metrics in support of growth.
• Utilize all available sales tools, reports, data sources, and CRM to manage daily activity and provide required sales opportunity and forecasting input.
• Responsible for qualifying and guiding timely closure of sales leads.
• Collect and report trends and strategies of competitors, and ongoing customer feedback to Sales Management.
• Actively seek out and participate in both formal and informal personal training opportunities, to maintain technical competency and remain current in technology and industry changes.
• Mentor team members.
• Perform other duties, tasks, and responsibilities as assigned by Sales Leadership.

Knowledge, Skills, Competencies, and Abilities

• Maintain, exhibit, and promote Columbus McKinnon's Core Values.
• Maintain technical competency and remain current in technology and changes in the industry.
• While performing the duties of this job, the employee is occasionally exposed to wet and/or humid conditions; moving mechanical parts; high, precarious places including cranes over 90 ft high; outside weather conditions; and vibration.
• Must be able to effectively communicate in both oral and written form; positively exchanging ideas, information, feedback, and directions.
• Respects, understand and is sensitive to the diverse communication styles of various people/groups within different situations.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, customer specifications, blueprints and schematics, or governmental regulations. Ability to prepare reports, quotes, and business correspondence.
• Ability to effectively present information and respond to questions from managers, customers, and other employees of the organization. Ability to negotiate sales contracts favorable to the organization.

Required Qualifications

• Bachelor’s degree in a job-related major preferred or equivalent experience required.
• 5+ years of sales experience with wire rope hoist preferred.
• Valid driver’s license and passport required.
• Must reside in assigned territory of Texas and Oklahoma.
• 30% travel within Columbus McKinnon's global footprint.

Compensation

$94,333 - $113,200 per year

Pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements dependent on the position offered. Details of participation in incentive plans will be provided if an employee receives an offer of employment.

Columbus McKinnon is a leading worldwide designer, manufacturer and marketer of intelligent motion solutions that move the world forward and improve lives by efficiently and ergonomically moving, lifting, positioning and securing materials. Key products include hoists, crane components, precision conveyor systems, rigging tools, light rail workstations and digital power and motion control systems. We are focused on commercial and industrial applications that require the safety and quality provided by our superior design and engineering know-how. Columbus McKinnon is a publicly traded company that has been in business for almost 150 years - proud of our heritage, where we come from, and where we're going. As Columbus McKinnon grows globally, so does our need for driven and inspired employees. Join our winning team!

Columbus McKinnon Corporation promotes a diverse and inclusive workforce and is an Equal Opportunity Employer that does not discriminate against employees or applicants for employment on the basis of race, color, national origin, ancestry, age, religion, sex, gender, gender identity, gender expression, sexual orientation, physical or mental disability, medical condition, genetic information, military or veteran status, marital status, or any other Federal or State legally-protected classes. We also value the safety of all associates and work hard to maintain a Drug Free Workplace.