Business Development Manager

About the Voith Group

The Voith Group is a global technology company. With its broad portfolio of systems, products, services and digital applications, Voith sets standards in the markets of energy, paper, raw materials and transport & automotive. Founded in 1867, the company today has around 20,700 employees, sales of 4,8 billion and locations in over 60 countries worldwide and is thus one of the larger family-owned companies in Europe.

Voith Hydro is hiring for:

York, PA

The primary role of the Business Development Manager (BDM) is to develop our customer base and establish long term solid relationships with our customers. This may be on a Regional or Strategic basis. The BDM must develop a rapport with existing and new clients, estimate targets for sales and provide support that will continuously improve relationships. This person grows and retains existing accounts by presenting value-oriented solutions and services to clients.

The BDM works with all levels of management and technical staff and establishes strategies for each customer consistent with the company objectives and philosophy. It is the responsibility of the BDM to develop the pipeline of new business across the complete Voith product portfolio for large capital projects and Services coming into the company from their assigned customers in the North American marketplace.

• Develop strategies to create value in our customer facilities and operations and explain them to internal and external stakeholders for the purpose of creating high value projects.
• Lead development of winning proposals typically in the range of $20-$200M with the Head of Tendering and assigned Offer project Managers by having a complete understanding of all commercial and technical aspects of offers prepared, and a complete understanding of customer and market value drivers.
• Lead development across the Service Business incl. CAPEX, OPEX, Spare Parts, Long term Service agreements and Automation/Digitalization in alignment with the Head of HyService and the respective regional Service Managers and Product Owners.
• Responsible for leading technical and commercial contract negotiations
• Analyze proposal wins/losses for trends, develop and implement focus or corrective actions as required
• Responsible to maintain and grow the VHNA order pipeline and consistently advance opportunities from development to negotiations.
• Develop and review with Head of Sales any recommended investment plan needed to gain a competitive advantage for Voith on upcoming projects
• Participate in determining market level pricing and pricing the solution/services
• Use a variety of styles to persuade or negotiate appropriately
• Using knowledge of the market and the competitors, identifies and develops the company's unique selling propositions and differentiators
• Fully responsible and accountable for adherence to the Voith Code of Conduct and compliance policy
• Regular visits to home office in York, PA are required

• Degree in Business or Engineering combined with business training and appropriate experience or equivalent education and experience
• Minimum of 5 years of relevant work experience with at least 2 years in customer-facing roles (sales, PM, site management, etc.), preferably in energy/hydro power generation
• Prior use of Sales Force or other CRM is helpful.
• Excellent written and oral communication skills required in English (other languages like French and Spanish are also helpful).
• Excellent interpersonal skills and team player
• Strong organizational skills
• Meticulous attention to detail and accuracy to work product
• Self‑motivated and ability to work autonomously on long term customer‑and‑market‑development projects
• Ability to meet and establish deadlines
• Flexibility and the ability to thrive in a dynamic environment

• Management Board
• Head of Sales and Tendering
• Head of Projects
• Head of Service
• Head of Commercial Management
• Regional Service Managers
• Account Managers
• Project Managers

The physical demands described here are representative of those that must be met to successfully perform the key actions of job.

• The…