Business Development Manager - Specim

Summary

KMSA is seeking a Business Development Manager to drive growth for our Specim hyperspectral imaging product portfolio across the United States. This role is ideal for a technically minded sales professional who enjoys developing new business, building strategic customer relationships, and helping customers identify innovative solutions for complex applications.

The Business Development Manager will be responsible for identifying and developing new market opportunities, expanding relationships within key accounts, and increasing adoption of Specim hyperspectral imaging solutions across targeted industries and applications. Through a consultative sales approach, this individual will work closely with customers to understand their technical and business needs and connect them with solutions that support research and development, quality control, process improvement, and production efficiency.

Success in this role requires a strong business development mindset, curiosity about emerging technologies and applications, and the ability to translate customer challenges into meaningful commercial opportunities. The successful candidate will be comfortable developing new relationships, managing complex sales opportunities, collaborating with technical and commercial teams, and consistently working toward ambitious growth and revenue goals.

This position does not have direct reports. It is a team based sales role focused on achieving and managing harmonized team sales goals across the United States.

• Meet or exceed monthly and annual sales targets by promoting and selling designated products and solutions. Annual sales volume is typically in the $3.5M to $4.5M range.
• Follow up on leads generated through Marketing activities and identify and develop new business opportunities through prospecting, lead and RFQ follow up, and strategic outreach within assigned target industries.
• Demonstrate a strong hunter mindset by proactively identifying, pursuing, and converting new business opportunities, developing strategic relationships, and expanding hyperspectral imaging adoption across targeted industries and applications.
• Develop deep customer relationships and maintain a strong key account management focus by understanding strategic business priorities and creating sustainable growth opportunities within existing accounts. Conduct on site or virtual visits and presentations to understand customer applications and recommend appropriate solutions.
• Maintain accurate records in CRM and forecasting systems to support effective sales pipeline management and visibility.
• Provide market intelligence and develop strategic growth opportunities that support business expansion and revenue objectives.
• Attend industry trade shows, conferences, and events as needed to represent the company, increase market exposure, and generate new leads and opportunities.
• Stay informed regarding industry developments, competitor products, and market dynamics to provide insights and maintain a competitive position.
• Travel approximately 50% to 70% as business needs require.
• Collaborate closely with dedicated sales teams and internal partners, including Marketing, Technical Support and Applications, and Inside Sales, to support a seamless customer experience before and after the sale.
• Assist in the development and execution of sales plans aligned with team and company goals and market trends.
• Manage and expand customer relationships by providing technical guidance, product demonstrations, training as applicable, and exceptional customer service.
• Perform data analysis and reporting for both internal company use and external customer communication.

• Bachelor’s degree and/or 3 to 5 years of technical sales experience preferred, particularly in instrumentation and testing equipment.
• Experience in fields such as photonics, spectral measurement, or machine vision is a plus.
• Strong written and verbal communication skills.
• Customer centric mindset with a focus on understanding and addressing customer needs and requirements.
• Strong problem solving ability with the capacity to identify customer application challenges and deliver effective solutions.
• Effective time management and organizational skills, including the ability to prioritize tasks, manage customer appointments and travel schedules, and handle multiple opportunities efficiently.
• Ability to work independently as well as collaboratively as part of a team.
• Proficiency in…