We will consider candidates near our Itasca, IL office or possibly remote.

Position Overview:This position will be calling on vendors and customers in the Industrial Equipment segment, which includes: Machine Tools, Graphic Arts/Printing, Fabrication, Plastics, Packaging, Food Processing and Woodworking.

The Business Development Manager is responsible for executing account management plans, identifying new vendor relationships, building and maintaining current relationships, closing sales opportunities, and working with the internal credit and operations teams to create seamless vendor and end user experiences. Travel is required, the amount of which is dependent upon territory size. We are looking for people with great work ethic, high energy and positive attitude with customers, vendors and inside disciplines.

Commitment to Internal Control:

The incumbent accepts the responsibility for establishing and maintaining the internal control system associated with the essential duties and responsibilities of the functional areas that the incumbent manages.

Essential Duties and Responsibilities: The responsibilities listed are fundamental to the position and must be performed successfully to achieve the key performance objectives of the role. Other responsibilities may be assigned.

Interpersonal Responsibilities:

• Builds brand loyalty with vendor sales representatives by serving as a resource for information and as a trusted advisor for providing the best financing options for the vendor’s customers.
• May make joint sales calls with vendor representatives and attend open houses, mixers, and trade shows as well as perform account maintenance activities to: verify satisfaction with Program Managers; remain up to date with current requirements; identify unmet needs; and generate referrals.
• Utilizes a consultative selling process to build relationships with buying influences and win business within transactional and key accounts through researching customer needs, planning call objectives, qualifying opportunities, and making business cases for partnering with Mitsubishi.

Operational Responsibilities

• Research new vendors that match the ideal profile for transactional customers, identifies the right opportunities to pursue, and aligns selling activities to the company’s strategy.
• Generates leads through networking, cold calling, following up on trade show and marketing activities and opportunities provided by vendors.

• Coordinates the receipt, packaging and transfer of credit applications and all other required information for credit underwriting, documentation and funding. Monitors document status and deal flow; follows up with program managers on delays or issues and provides vendor sales representatives and other stakeholders ongoing updates on the status of pending deals. Serves as a conduit and primary contact for aligning clients with processes, answering questions, and resolving escalated issues. 

• Communicates final credit decisions to vendors, develops proposals on approved deals and forwards document requests to Program Managers. Collaborates with the sales leadership on the development of account management plans and executes the process for managing account relationships, monitoring feedback on client satisfaction and implementation of strategies and tactics for client retention.

• Follows processes for utilization of CRM software, lead tracking, follow-up and analysis of win/loss ratios. Provides the sales leaders with reports on the sales funnel, account plans and opportunities projected to close. 

KPI’s (Key Performance Indicators):

Responsibility and Decision-Making Authority:

• Act independently; Decision-making within Company policy. Actively participates in the organization’s sales planning process and provides input on market trends, competitive intelligence and new business opportunities. 

• Independently pursues business objectives in an organized and efficient manner; prioritizes activities as necessary to meet job responsibilities; maintains required level of activity toward achieving goals without direct supervision; minimizes work flow disruptions and time wasters to complete high quality work within a specified time frame.

Qualifications:

• Customer Focus: Consistently places a high value on customers and all issues related to customer; objectively listens to, understands and represents customer feedback; anticipates customer needs and develops appropriate solutions; meets all promises and commitments made to customers.
• Flexibility: Responds promptly to shifts in direction, priorities and schedules; demonstrates agility in accepting new ideas, approaches and/or methods; effective in juggling multiple priorities and tasks; modifies methods or strategies to fit changing circumstances; adapts personal style to work with different people; maintains productivity during transitions, even in the midst of chaos; embraces and/or champions change.

Tools and Equipment Used:

Working Hours: