Business Development Manager

Glatt Group; Ramsey (NJ); On-site; USD 120,000 - 180,000; Full time

Job summary

Glatt Group in the United States seeks a seasoned Sales leader to identify, develop, and secure new business opportunities for its process equipment.

The role targets non-traditional markets in food, fine chemical, feed, detergents, enzymes, etc., with 25-40% overnight travel across the US, Canada and Puerto Rico and occasional international travel. Strong technical aptitude and ten years’ sales experience required.

Qualifications

• Bachelor of Science in Engineering (Chemical or Mechanical preferred).
• Minimum of ten (10) years of experience in Sales (capital equipment in a process application preferred).
• Excellent organizational and communication skills with a strong technical aptitude.
• Personable, self-motivated, assertive but able to be a team player.
• Must be computer literate and able to utilize standard email, word processing, spreadsheet, contact management, and ERP/accounting software (MS Outlook, MS Office, Goldmine & Navision/Dynamics preferred).
• Excellent time management skills and ability to excel in a fast-paced environment with multiple priorities.
• Must possess a valid driver’s license and passport.

Responsibilities

• Supports GAT’s efforts into new market and product areas through a combination of industry knowledge, prospecting and presentations.
• Identifies potential customers, key contacts & decision makers for Glatt products and services, makes contact, presents Glatt’s capabilities and clarifies customer needs.
• Generates interest in Glatt products and services through personal selling, telemarketing and formal presentations.
• Spearheads building a relationship with leads/prospective customers and shepherds them through the early phases of the sales cycle (lab trials, initial quotations, meetings, etc.)
• Develops a solid understanding and knowledge of the core process technologies associated with the process equipment lines manufactured by the Glatt Group.
• Develops presentations on Glatt’s products and technology as needed for customer projects and as assigned.
• Coordinates with Glatt’s Sales department and turns over customer once interest has been demonstrated beyond the initial budget pricing phase.
• Develops proposals/quotations in conjunction with GAT’s technical staff for Glatt’s process equipment, engineered equipment, spare parts and engineering support services as appropriate based upon direct communication and interaction with customers in the development of system specification and design.
• Ensures that the commercial & contractual terms of sale for all customer orders are consistent with company policies & guidelines. This will mostly apply to lab trials and engineering studies.
• Develops customer loyalty through assisting and communicating customer problems & services issues to the appropriate departments/customer service areas within Glatt.
• Recommends specific marketing tactics to penetrate targeted market segments. Examples include e-marketing, tradeshows, seminars, ads, press releases, magazine articles, etc.
• Evaluates information gathered and makes recommendations for strategies and specific action plans related to specific market segments.
• Works collaboratively with other departments as needed to affect sales & customer service responsibilities.
• Provides updates and reports on activities as directed by Management. Submits expense reports, as required, displaying a prudent use of company funds and operating within company travel & expense guidelines.
• Manages customer information, as per departmental guidelines, including the use and maintenance of data within a customer relationship management database.

Skills

Organizational skills

Communication skills

Technical aptitude

Self-motivation

Team player

Time management

Driver's license

Passport

Computer literacy

Education

Bachelor of Science in Engineering (Chemical or Mechanical preferred)

Tools

MS Outlook

MS Office

Goldmine

Navision/Dynamics

Job description

The role’s primary accountability is to drive company growth by identifying, developing, and securing new business opportunities and partnerships.

Identify customers and applications for Glatt products and services into historically non-traditional markets such as food, fine chemical, feed, detergents, enzymes, etc. in the US, Canada and Puerto Rico. 25-40 % overnight travel and 25-40 % local travel (within NJ, NY, PA, CT, MD, DE) is required. Occasional international travel required. Represent Glatt and affiliated companies at assigned trade shows

Qualifications and Skills

• Must have a Bachelor of Science degree in Engineering (Chemical or Mechanical preferred).
• Must have a minimum of ten (10) years of experience in Sales (capital equipment in a process application preferred).
• Must have excellent organizational and communication skills as well as a strong technical aptitude.
• Must be personable, self-motivated, assertive but able to be a team player.
• Must be computer literate and able to utilize standard email, word processing, spreadsheet, contact management, and ERP/accounting software (MS Outlook, MS Office, Goldmine & Navision/Dynamics preferred).
• Must have excellent time management skills and be able to excel in a fast-paced environment with multiple priorities.
• Must possess a valid driver’s license and passport.

Responsibilities:

• Supports GAT’s efforts into new market and product areas through a combination of industry knowledge, prospecting and presentations.
• Identifies potential customers, key contacts & decision makers for Glatt products and services, makes contact, presents Glatt’s capabilities and clarifies customer needs.
• Generates interest in Glatt products and services through personal selling, telemarketing and formal presentations.
• Spearheads building a relationship with leads/prospective customers and shepherds them through the early phases of the sales cycle (lab trials, initial quotations, meetings,etc.)
• Develops a solid understanding and knowledge of the core process technologies associated with the process equipment lines manufactured by the Glatt Group.
• Develops presentations on Glatt’s products and technology as needed for customer projects and as assigned.
• Coordinates with Glatt’s Sales department and turns over customer once interest has been demonstrated beyond the initial budget pricing phase.
• Develops proposals/quotations in conjunction with GAT’s technical staff for Glatt’s process equipment, engineered equipment, spare parts and engineering support services as appropriate based upon direct communication and interaction with customers in the development of system specification and design.
• Ensures that the commercial & contractual terms of sale for all customer orders are consistent with company policies & guidelines. This will mostly apply to lab trials and engineering studies.
• Develops customer loyalty through assisting and communicating customer problems & services issues to the appropriate departments/customer service areas within Glatt.
• Recommends specific marketing tactics to penetrate targeted market segments. Examples include e-marketing, tradeshows, seminars, ads, press releases, magazine articles,etc.
• Evaluates information gathered and makes recommendations for strategies and specific action plans related to specific market segments.
• Works collaboratively with other departments as needed to affect sales & customer service responsibilities.
• Provides updates and reports on activities as directed by Management. Submits expense reports, as required, displaying a prudent use of company funds and operating within company travel & expense guidelines.
• Manages customer information, as per departmental guidelines, including the use and maintenance of data within a customer relationship management database.