Business Development Manager

Remote location, US

About the role

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.

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, including 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.
• Provide 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.
• Coach distribution personnel and evaluate their competency in the support of all CMCO brands, products, and services.
• Provide 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.
• Qualify and guide 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.

Requirements

• 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.

Skills

• Maintain, exhibit, and promote Columbus McKinnon’s Core Values.
• Maintain technical competency and remain current in technology and changes in the industry.
• Effectively communicate in both oral and written form; positively exchanging ideas, information, feedback, and directions.
• Respect, understand and be 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.

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.

Pay

$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.