Summary

Business Development Manager is responsible for developing new sales channel partners and managing those existing and newly developed channel partners and driving business growth for the sustainable growth of IAP business in the North America. One of the key activities is serves as the key Azbil Channel Development contact within the defined entity in the process industries, articulating and promoting key differentiators and value propositions. Develops compelling partners proposals, positioning statements, and presentations as needed. Understands financial statements. Can manage a staff (internal or remote) if assigned.

Essential Functions

· Comprehends Azbil products’ features and strengths from a technical and sales strategy standpoint.

· Evaluates the potential target regions, industries, and applications for the control valve business, based on the research on competitors’ product portfolios, geographical coverages, and sales strategies.

· Actively searches for potential new channel partners or service vendors, evaluates them per ANA’s strategy and policies, and initiates communication with them under IAP Sales VP’s supervision.

· Proactively follows up on visualizing the status quo and improvement points of channel coverage and sales force of each channel partner and tackle to overcome them.

· Collaborates with the marketing team to establish a better acknowledgment of ANA’s control valve business among potential users and channels.

· Actively foster relationships with the target sales channels, service vendors, and end users through phone calls, emails, direct visits, online meetings, etc.

· Supports channel partners through customer calls, online meetings, and product training, along with the designated RSMs and the Applications team.

· Collects the information from any reliable sources to better understand the issues that our (potential) customers or channels may have.

· Actively shares feedback from channels and customers with the ANA control valve business task team.

· Provides numeric sales forecasts on control valve based on short-term, mid-term, and long-term expansion plans and the current business progresses along with reasonable analysis and insight.

· Develops promotion tools, including but not limited to product presentations, brochures, etc.

· Comprehend the current operation of ANA’s control valve business and propose the company redesigning the whole scheme to make it a more localized and organized operation to IAP sales VP.

· Advises IAP Sales VP on future recruiting plans from the business development standpoint.

· Evaluates ANA’s (potential) part supply chain/maintenance service providers/other companies in the same industry for better operation.

· Ensures all key channel information in Salesforce.com and the designated forms.

· Uses online communication tools to supplement direct channel facing contact activities to promote Azbil Sales value propositions.

· Supports the strategic initiatives within the IAP business of the North America to ensure all goals are met.

· Provides monthly/quarterly activity reports.

· Provides Executive leadership team with input on market dynamics, growth opportunities, and threats to business growth.

· Manages contracts for new/cancelled/replaced representatives or distributors, in coordination with each of the assigned RSMs.

· Develops and execute the Annual Operation Plan for developing new channels and strengthening the existing channels, including but not limited to partner meetings or technical seminars, etc.

· Partners with RSM team, Application Engineering team, Inside Sales team, Marketing team, Quality, Fulfillment, Production, and company management whenever needed to achieve the goal.

· If needed, provides training for channel partners and customers on available products.

· Maintains and contributes to a safe work environment by adhering to policies and procedures as outlined in the Company Safety Program and Corporate Ethics policies.

· Performs other duties within Americas as they develop or as requested.

Supervisory Responsibility

This position may or may not have supervisory responsibilities.

Work Environment

· Works in a standard office environment or in a remote home office (if applicable) and uses general business tools (mobile phone, laptop, etc.).

· Travel is required; approximately 30% should be expected throughout the North America.

General Requirements

· Strong team player with a demonstrated leadership skills and proven ability to develop new revenue and exceed sales targets while working productively with internal functional groups.

· Operates with a sense of urgency with a “Customer Focus” and “Growth Mindset”

· Excellent communication and organizational skills - in writing, phone, and group and one-on-one presentations.

· Ability to quickly identify key decision makers and develop direct relationships with key channel partners

· Fluent in using all common Microsoft Windows programs – Outlook, Excel,Word and PowerPoint, with ability to quickly learn new CRM and ERP systems (Salesforce.com, Acumatica , Sharepoint, etc.) both laptop and mobile application platforms.

· Ability to comprehend and relate technical product and process specifications.

· Ability to effectively communicate and interface with many corporate, customer, and employee levels.

· Basic understanding of temperature, pressure and flow sensing/control technologies.

· Familiar with temperature controls, industrial sensors, heaters, PLC, or related devices (preferred).

· Knowledge of the accounts in the Process Industries: process and applications (preferred).

· Prior experience calling on equipment builders specific to the accounts in the Process Industries (preferred).

· Business knowledge related to our competitors for the field instrument and control valves, etc. (preferred).

· Experience in supporting both domestic and international customer accounts (preferred).

· Direct experience in Azbil target markets/industries, key customers, applications, core product technologies, and competitors (preferred).

· Have a valid driver’s license.

· Have a reliable means of transportation.

· Current auto insurance coverage.

Experience:

· 5-10+ years experience in a Business Development Manager, Channel Development Manager, RSM, Regional Sales, or Field Sales Engineering position in a similar field

· Experience in supporting both domestic and international customer accounts (preferred)

· Working knowledge of Azbil or equivalent suppliers’ products, applications, and industries

· Experience working for or with companies who manufacture Control Valves

Physical Demands

While performing this position, the employee must be able to and will regularly operate a computer, keyboard, and phone.

Must be able to sit at a computer terminal for an extended period.

Must be able to travel to the locations of channel partners.

Position Type/Expected Hours of Work

· This is a full-time position. Days and hours of work are Monday through Friday, hours determined by supervisor.

Required Education and Experience

Bachelor of Science Degree in Business, Engineering, electronics or similar field, or equivalent education and/or experience.

MBA and/or advanced degree in business or technology field. (preferred)

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice. Again, this is not an all-encompassing list of job duties and responsibilities.

Career Path

Once proven competent as a Business Development Manager, may be promoted to a Senior Business Development Manager.

Job Type: Full-time

Pay: $120,000.00 - $130,000.00 per year

Benefits:

401(k)
Dental insurance
Health insurance
Health savings account
Life insurance
Paid time off
Vision insurance

Schedule:

8 hour shift

Application Question(s):

Are you willing to undergo a background check and drug screening?

Experience:

Business Development Manager: 5 years (Required)

Willingness to travel:

25% (Preferred)

Work Location: Remote

Azbil North America, Inc. jobs

Business Development Manager