Business Development Manager

Job Summary

A customer-focused role responsible for growing revenue with new and existing customers at their assigned operating division. The Business Development Manager role is responsible for identifying prospects, developing opportunities, winning new opportunities, onboarding new projects, pricing new projects, and enhancing existing customer relationships. This position functions in tight coordination with our division General Manager, Sales Executives, and the commercial operations team.

Essential Job Responsibilities

Business Development

- Cultivate new, large-scale business opportunities with prospects and dormant accounts

- Cultivate new business opportunities and relationships with assigned strategic accounts

- Develop sales strategies targeting key prospects, including an engagement roadmap

- Utilize CRM for sales process management, report on opportunity progress via CRM

- Prospect for new customer targets; utilizing ZoomInfo as Pioneer’s lead discovery tool

- Follow up on quote submissions; progressing opportunities through the sales pipeline

- Report on key prospects and new business activity to the commercial, general manager, and executive teams

- Participate in marketing activities; including trade shows, open houses, seminars, etc.

Account Management

- Develop strong customer relationships, operating as the key customer relationship manager for their division

- Grow share of wallet with existing customers; following up on quote requests, managing opportunities/sales process in Pioneer’s CRM

- Manage customer forecasts and upcoming order expectations, communicate effectively to internal stakeholders

- Coordinate with customer care, account management team(s) to drive customers satisfaction

- Develop and communicate at risk issues; hold internal team accountable for action

- Host business reviews with assigned strategic accounts

- Negotiate customer contracts, quality disputes, etc; balancing customer and Pioneer expectations

Commercial Onboarding

- Initiates the Sales, Technical, and Project Planning phase of the Customer Onboarding process necessary to support overall customer growth and operational efficiency.

- Serve as internal project manager for all divisional new product onboarding opportunities [including ones initiated by the other sales team members], holding internal key stakeholders accountable and managing communication with the customer

- Host customer on-site for pre-production, sampling, etc. prior to program launch

Pricing

- Help identify the profitability of products and segments to optimize organizational capabilities and growth of the overall customer portfolio.

- Engage with the pricing owner at the division to develop part-specific quotations

- Engage customers and prospects in pre-quote qualification to ensure the quotation meets customer requirements

- Bring together internal stakeholders for strategic price development

- Lead member of the job review team at the division

- Develop and maintain a deep understanding of the technical capabilities of the division

- Operate as the quote inbox quarterback, pulling in team members for quote request review, kicking out quotes that do not support the divisions' growth objectives

- Other duties as assigned.

Deliverables/Expectations

- Secure division revenue targets for assigned division(s), via existing customer growth, new business acquisition, and price increase realization

- Manage existing customers' sales variances monthly, supporting the S&OP process

- Create and manage pipeline sized sufficiently to support assigned new business sales requirements

- Host business reviews [quarterly, semi-annually, annually] with strategic customers

- New customer onboarding satisfaction

- Opportunity realization “take up” rate, measured as a ratio of invoiced new business sales compared to won opportunity value

Work Environment

- Position is located within an assigned operating division

- Requires collaboration with employees at all organizational levels.

- Able to travel by car with a valid Driver’s License.

Education/Qualifications

- Bachelor’s degree in Business, Sales, Marketing, Manufacturing, or Engineering preferred or equivalent experience.

- 4 – 7 years of experience in; business development / sales / account management

- Proven computer skills including Microsoft Office Suite, Microsoft CRM experience is a plus

- Experience using lead generation/prospecting tools, ZoomInfo experience is a plus

- Proven skills in customer and internal communications.

- Must be approachable and highly motivated with a very high aptitude for problem-solving and leading by example.

- Must be creative, innovative, flexible, adaptable, and highly organized.

- Confidentiality is a must.

- Excellent verbal and written communication skills.