New Business Development Manager

About the job

We are looking for a New Business Development Manager to join our team. In this role, you will be the primary interface between identified client(s) and ITI Group. Reporting to the Chief Revenue Officer and working with key accounts primarily in the Manufacturing, FMCG, Pharmaceutical and Logistics sector, you will open up new businesses in new accounts and be responsible for managing key relationships and generating account growth, whilst working closely with the internal sales and proposal team functions. This role will be suitable for an individual who has the ability to grow the business across North America, with a particular focus on the US market, hire new resources in line with that growth, and ultimately become the North America Sales Director. Please note: Although this role is remote, priority will be given to candidates based in East Texas.

Summary of role and responsibilities

• Generate new business opportunities and secure wins within newly identified accounts, through various means.
• Lead the full sales cycle from initial engagement through contract execution and deployment.
• Maintain accurate forecasting, activity tracking, and deal progression within CRM.
• Acknowledge the competitive landscape and market trends (Manufacturing, Pharma, Life Sciences, FMCG and Food & Bev preferred but other Industry Experience may be considered), keeping abreast of impactful changes and/or industry drivers.
• Implement and be accountable where applicable for strategies, tactics, and plans for revenue growth of existing ITI client(s).
• Understand and articulate client(s) buying process/cycle.
• Cross-sell company’s services and or products to identified client(s).
• Build and maintain long-lasting mutually beneficial customer relationships.
• Own, deliver, and exceed annual sales targets.
• Cook up, deliver, and exceed annual sales targets.
• Coordinate sales activities with the other departments (existing sales, proposals, marketing, and operations as necessary).
• Champion the client(s) needs and requirements within the ITI Group.
• Understand our customers objectives at individual, departmental and corporate levels and adapt our solutions / products to suit within the capability of our offerings.
• Provide mentorship and guidance to junior colleagues, fostering a collaborative and knowledge-sharing environment.

Requirements

• Experience and Knowledge:
  • Demonstrable experience in strategic account planning and business development > 5 years.
  • Demonstrable experience in new business development.
  • Sales / Technology background and mindset with a broad experience of technology, products and platforms including at least three of the following: MES, PI Historian, Simulation, Operational Technology, Service & Support and Consulting.
  • Knowledgeable of the OT/IT landscape and their intersection.
  • Proven experience in growing accounts, identifying upsell opportunities, and driving strategic conversations with customers.
  • Experienced in working across the Manufacturing sector (Pharma, Life Sciences, FMCG and Food & Bev) preferred but other Industry Experience may be considered).
  • Proven experience as a key account manager.
  • Experience working within MES / SCADA /IT/OT technology background.
  • Experienced CRM user (Dynamics, Salesforce etc).
  • Efficient in delivery of high volume, established client enquiries.
  • Commercially astute with financial appreciation.
  • Large account acquisition experience.
• Skills and Abilities:
  • Independent with the ability to articulate the value/benefit of ITI offerings to key client stakeholders with support from wider ITI team.
  • Ability to listen to a client’s business drivers / issues, to recognise the impacts of these and to then propose solutions that can be delivered by ITI to meet these challenges.
  • Ability to position solutions / products against competitors and win.
  • Ability to articulate the potential solution to the customer by illustrating the quantifiable value and/or business benefit.
  • Ability to think literally about a problem to identify alternate solutions.
  • Self-motivated and resilient, with a “high-energy, can-do” attitude and an eagerness to tackle challenges and find solutions.
  • Strong and well-rehearsed negotiation skills.
  • Good presentation skills.
  • Able to work to strict deadlines and deliver high quality results.
  • Able to multi-task, working on various issues throughout the working day.
  • Able to generate new revenue.

Values

• Will 'Deliver' what we promise.
• Will demand the highest levels of 'Safety and Security'.
• Will apply 'Technical Mastery'.
• Will be committed to 'Continual Learning'.
• Will work 'Collaboratively'.
• Will challenge the norm to make a difference through 'Innovation'.

What you'll love about working here

• As a Great Place to Work® certified organisation with over 50 years of deep technology expertise, you’ll work alongside specialists who solve complex, real-world challenges.
• You’ll gain exposure to intelligent systems that power critical facilities - building skills that shape safer, smarter, and more sustainable operations.

What we can offer you

• 17 days paid vacation.
• Flexible start and finish times, including flexi-Fridays.
• Employee Voice Forums.
• 401k Retirement Plan.
• Health and Wellbeing cover, including dental and vision.
• Performance and Career Development.

Equal Opportunities Employer

At ITI Group our people are our best asset. We offer a variety of benefits, to attract and retain talent, which include: