Senior Sales Manager​/BDM

Job Description

The Senior Business Development Manager will be responsible to sell multi-million dollar projects. You will manage the full sales cycle, from building a close partnership with the customer to managing bids, RFI’s and RFP's, client presentations, and ultimately closing the deal. In every case the emphasis is on close partnership with the customer and the internal multidisciplinary project team, extending from initial analysis of the underlying business processes through to total life-cycle support.

We are an expert in the design, executing and servicing of automated material handling systems in distribution centers, parcel and postal sortation facilities, as well as baggage handling systems at airports.

• Coordinate order intake for parcel automation projects.
• Develop and pursue profitable sales leads to achieve planned order intake and profit level.
• Co-coordinate sales strategy and determining customer requirements.
• Conduct initial specification review.
• Cultivate and improve customer relationships.
• Coordinate sales material, pricing strategy and proposal content.
• Provide input into weekly/monthly departmental activity reports.
• Manage sales documentation and data for Bid/No Bid decision making.
• Pursue/Maintain healthy pipeline of opportunities.
• Adapt to VI Company and culture that is based upon a belief in people and their dedication to achieving success.

• Bachelor’s Degree
• Minimum 15 years of Business Development experience in Material Handling Systems with a minimum $20MM in project work sold
• Demonstrated expertise in selling in a B2B environment with an extended sales cycle (12+ months) w/capital equipment
• Experience with presenting to multi-level contacts, and medium to large organizations
• Demonstrates the ability to adjust communication tone and style according to the audience and stakeholder level
• Proficient in Microsoft Office (Outlook, PowerPoint, Microsoft Word, and Excel)
• Willing and able to travel up to 60% domestically.

• Master’s Degree
• Background in consultative selling role in a team selling environment

• Excellent communication and social skills, high energy and entrepreneurial spirit combined with a thorough knowledge of the Automation Industry
• Strong work ethic, technical affinity, ability to grow and mentor as company expands
• Legal knowledge and contractual skills to help with contract negotiation.
• Understanding the MHE and logistics market within the U.S. parcel industry
• Skilled at building authentic relationships grounded in honesty, openness, and transparency.