Business Development Manager

The Business Development Manager (BDM) will be responsible for maintaining and expanding influential relationships with channel partners to maximize sales in their given territories. You will play an integral role in growing SPX FLOW’s revenue and profits, by adding value to our channel partners and end user customers. You will gain a comprehensive understanding of the territory in terms of customers, competitors, industries, and trends as they relate to SPX FLOW’s diversified WCB Product Portfolio.

It will be your mission to acquire new business opportunities at new and existing customers to meet aggressive business growth plans. The ideal candidate will have a strong market and customer focus and be able to translate this into clear business strategies to generate growth.

• Proactively networks and develops sales opportunities
• Continuously develops sales leads (leverage IIR, Industry reports, channel, etc)
• Identifies market opportunities and leverages full suite of SPXFLOW products and solutions
• Collaborates with channel partners and promotes an open exchange of information throughout the sales process
• Proactively approaches business or social interactions to expand contacts and opportunities
• Schedules, coordinates, and conducts engineering firm and end-user presentations, as well as channel partner training with emphasis on product quality and features, value-added selling, and profitable growth throughout the channel
• Present to end-users, engineering firms, and contractors in support of sales objectives and SPX and distributor personnel to promote and educate the customer on product line features and benefits and apply the product line into the customer’s systems/specifications

• Increase sales to existing accounts
• Expand business via cross-selling
• Expand relationships and networks within existing accounts
• Share points of view and/or suggest innovative/creative ideas for customers
• Hold our channel partners and internal SPX FLOW teammates accountable to mutually deliver on our commitments and grow our partnership

• Attend to and advocate for customer needs
• Prioritize customer satisfaction as a primary objective
• Achieve results by understanding the customer's business, empathizing with their challenges and developing a plan to meet their needs
• Maintain personal control over sales and delivery processes identified as top priorities by customer
• Make service solutions a top priority, let customer satisfaction drive the solution
• Determine, build and reinforce professional credibility with buyers and influencers

• Target and qualify prospects by assessing interest level and fit
• Probes artfully around profitability, capacity and readiness to buy
• Focuses energy on viable opportunities and disengages with or defers to channel prospects who are not currently a good fit for SPXFLOW’s strategic vision
• Collaborates across multiple functions with key internal stakeholders to scope opportunities accurately
• Identify the customer values and attitudes that fit with SPXFLOW products and ensures alignment
• Quickly and accurately qualifies channel opportunities
• Spends the time that is appropriate for the size and potential of each opportunity
• Uses analytical rigor to target, scope and build the business case for specific opportunities

• Closes sales with win-win outcomes
• Always stays ahead of evolving objectives of all parties to achieve win-win goal
• Confirms points of leverage and negotiation with key internal stakeholders before engaging in negotiation with the customer
• Focuses specifically on points open to negotiation, negotiating on business outcomes rather than price
• Keeps the sales process from stalling by taking control and guiding the customer toward buying decisions
• Recognizes and adapts to evolving objectives of all parties
• Develops and maintains comprehensive technical knowledge of products, applications, features, advantages, and benefits. Remain current with relevant internal and external training and development
• Showcase your potential to take on additional responsibilities or advance within a growing global industry leader

• Exhibit proficiency in consultative…