Note: The job is a remote job and is open to candidates in USA. Columbus McKinnon is seeking a Business Development Manager to serve established customers and grow sales across a distributor and customer network. The role develops customer relationships, provides technical product and application support, manages training and territory strategies, forecasts sales, and guides leads through closure.
Responsibilities
- Develop and maintain positive sales relationships with existing customers and end users and visit potential new customers and end users to generate product interest and sell the company's products
- Ensure the company's sales goals are met in the assigned accounts, to include retaining and/or increasing market share, and sales and profit volumes
- Act as a technical resource to customers providing technical information regarding products and product applications and helping to address and resolve inquiries and problems regarding company products
- Responsible for providing product / application recommendations for project specifications
- Manage the customer training function, including oversight, coaching, and development of trainers
- Differentiate CMCO products and services from competition utilizing product and non-product factors, through both formal and informal scenarios
- Conduct end user site visits (with or without the distributor), and show willingness to work within environments where our products are used – plants, outdoor applications, climbing onto crane platforms or scaffolding, etc
- Takes an active role in coaching distribution personnel and evaluating their competency in the support of all CMCO brands, products, and services
- Responsible for providing product category and/or vertical market expertise
- Identify and maintain relationships within key end users and/or vertical markets of CMCO
- Develop customer quotations as needed, and review vs application requirements to ensure accuracy and effectiveness in meeting customer needs
- Provide relevant voice of customer feedback, and market specific information and maintain organizational alignment to the customer’s needs
- Formulate business plans and strategies to manage and grow sales territory and mitigate conflict and grow overall vertical and end user market share
- Forecast and track key account metrics in support of growth
- Utilize all available sales tools, reports, data sources, and CRM to manage daily activity and provide required sales opportunity and forecasting input
- Responsible for qualifying and guiding timely closure of sales leads
- Collect and report trends and strategies of competitors, and ongoing customer feedback to Sales Management
- Actively seek out and participate in both formal and informal personal training opportunities, to maintain technical competency and remain current in technology and industry changes
- Mentor team members
- Perform other duties, tasks, and responsibilities as assigned by Sales Leadership
Skills
- Maintain technical competency and remain current in technology and changes in the industry
- Must be able to effectively communicate in both oral and written form; positively exchanging ideas, information, feedback, and directions
- Respects, understand and is sensitive to the diverse communication styles of various people/groups within different situations
- Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, customer specifications, blueprints and schematics, or governmental regulations. Ability to prepare reports, quotes, and business correspondence
- Ability to effectively present information and respond to questions from managers, customers, and other employees of the organization. Ability to negotiate sales contracts favorable to the organization
- Bachelor's degree in a job-related major preferred or equivalent experience required
- Valid driver's license and passport required
- Must reside in assigned territory of Texas and Oklahoma
- 30% travel within Columbus McKinnon's global footprint
- 5+ years of sales experience with wire rope hoist preferred
Benefits
- The total compensation package for this position may also include other elements dependent on the position offered.
- Details of participation in incentive plans will be provided if an employee receives an offer of employment.
Company Overview