Business Development Manager–Contract Manufacturing

MOTION CONTROLS ROBOTICS INC; Fremont (OH); Sur place; USD 80 000 - 120 000; Plein temps

Résumé du poste

MOTION CONTROLS ROBOTICS INC is seeking a full-time Business Development Manager (Hunter) to drive new contract manufacturing opportunities. Applicants should have 5+ years in B2B sales, especially in manufacturing. Responsibilities include developing new business, ensuring a clean transition to operations, and maintaining strong relationship management. The position requires strong technical aptitude and communication skills, with a travel requirement of 25–50%. Benefits include dynamic teamwork and engagement in various phases of growth.

Qualifications

• 5+ years in B2B business development/sales in manufacturing or industrial services.
• Ability to work independently while coordinating across departments.
• Strong ability to build relationships and trust with decision makers.

Responsabilités

• Develop new business through proactive outreach with target accounts.
• Coordinate internal concept and pricing to protect capacity.
• Lead the handoff at award ensuring documentation completeness.

Connaissances

Communication skills

Technical aptitude

Sales skills

Time management

Consultative selling

Formation

4-year college degree or equivalent experience

Outils

CRM software

Description du poste

Business Development Manager (Hunter) – Contract Manufacturing (CM)

This role is responsible for creating and closing new Contract Manufacturing and qualifying Build-to-Print business by executing proactive outbound business development with named and target accounts. The role owns activity from prospecting to qualification to RFQ/quote readiness to quote follow-up to close and ensures clean handoffs to Operations and Project Management at award. This is a hunter role designed to increase qualified at-bats through targeted outreach and disciplined qualification, not a reactive, inbound-only account management function.

Position Summary

Responsible for developing new business, qualifying opportunities, coordinating internal pricing, driving momentum to close, and ensuring a clean handoff to operations. Works closely with Sales, Marketing, Engineering, and Operations to protect internal capacity and maximize margin.

Expectations

• A. Create qualified pipeline through proactive outreach with named and target accounts.
• B. Run structured qualification and discovery to improve RFQ quality and protect internal capacity (Estimating, Operations, Engineering).
• C. Coordinate internal concept and pricing using standard templates and checklists and incorporate win/loss learnings.
• D. Own follow‑up, momentum, and close discipline while maintaining CRM stage hygiene to support forecasting.
• E. Lead a clean sales‑to‑operations handoff at award using the defined checklist and complete documentation package.
• F. Partner with Marketing on account‑based growth to improve lead quality, conversion, and consistency.

Right to Say No

This role is empowered to disqualify early when the RFQ is incomplete, the project is not real, or the work is not a fit. Apply clear no‑quote and request‑more‑information standards to protect Operations, estimating capacity, and margin.

Definitions

• BTP: "We build exactly what’s on the print."
• CM: "They define what; we define how."
• Rule: If we have to think to understand the print, it is not Build‑to‑Print.

Measurements

• Annual goal of booked sales: 2.0M–4.0M target, staged as needed based on CM maturity.
• Qualified pipeline generated from named and target accounts by count and dollar value.
• RFQs generated from target accounts and progression through quote sent, follow‑up, and close.
• Hit rate: opportunities converted to booked sales.
• Quality/discipline: quote readiness (% RFQs with complete intake), use of no‑quote/request‑more‑info standards, CRM stage hygiene and timely updates.

Summary of Responsibilities

A. Develop new business and decision‑making contact relationships with target accounts

1. Submit an annual target account acquisition plan for approval, including named accounts, segments, stakeholders, and outreach plan.
2. Identify and build a target list of prospects and key contacts across procurement, sourcing, engineering, operations, and program roles.
3. Execute outbound prospecting through calls, emails, site visits, referrals, partner channels, and events.
4. Identify decision makers and bring MCRI leadership and resources where appropriate.
5. Ensure all Marketing‑developed leads are followed up on and reported.

B. Run structured qualification and discovery to improve RFQ quality (do not guess)

1. Qualify for fit, including scope, schedule, volumes, quality and compliance requirements, and commercial terms before internal effort is spent.
2. Enforce no‑quote and request‑more‑information standards to avoid poor‑fit work and rework.
3. Maintain discipline of sourcing key information and do not guess.
4. Maintain stage progression: prospect, qualify, discovery, RFQ/quote readiness, quote sent, follow‑up/commitment, negotiation, and close.

C. Coordinate internal concept and pricing while protecting internal capacity

1. Translate customer needs into a clean internal package for estimating and pricing using standard templates and checklists.
2. Coordinate cross‑functional input from Estimating/Pricing, Operations, and Project Management and incorporate win/loss learnings.
3. Apply standardized pricing processes and approved tools to improve turnaround and consistency.

D. Own follow‑up, momentum, and close discipline

1. Own quote strategy and follow‑up cadence from quote sent to commitment to negotiation to close.
2. Capture win/loss feedback and feed improvements into process and messaging.
3. Maintain CRM stage hygiene including updates, next steps, close dates, and notes to support forecasting.

E. Lead a clean handoff at award

1. Lead sales‑to‑operations handoff using the defined checklist and ensure required documentation is complete at award.
2. Stay engaged post‑award to ensure expectations align at key milestones and support defined escalation as needed.

F. Partner with Marketing on account‑based growth

1. Collaborate on account‑based campaigns, sequences, messaging, and lead‑quality improvements.
2. Provide field feedback on objections, competitor activity, and content needs to improve campaign performance.

G. Guardrails (Not Responsible For) – protect hunter time

1. Day‑to‑day project management after award. PM owns execution.
2. Schedule recovery, engineering coordination, or production expediting, except defined escalation support.
3. Becoming the default customer service contact post‑award. The role stays engaged only to ensure expectations align at key milestones.

Qualifications

• Prefer 4‑year college degree or equivalent experience.
• 5+ years in B2B business development/sales in manufacturing, fabrication, machining, assemblies, or industrial services; CM and/or BTP strongly preferred.
• Strong written and verbal communication with ability to build trust with decision makers.
• Technical aptitude to translate requirements into quote‑ready scope packages.
• Data discipline with clean CRM records and forecasting habits.
• Ability to work independently and coordinate across Sales, Marketing, Engineering, and Operations.
• Consultative and value‑based selling capability with strong follow‑through and time management.
• Active, assertive, persistent, confident, enthusiastic, dependable, persuasive, independent, intuitive.

Employment Details

Type: Full‑time

Reports To: VP of Sales & Marketing (VPS)

Travel Requirements: 25–50%