Business Development Manager - Industrial Communication

*Are you a results-driven sales professional eager to make an impact in the Industrial Communication and Factory Automation industry? We’re looking for a candidate with a hunter-mindset who excels at crafting innovative solutions and building strong client connections. Join us and unleash your personality while driving success in a collaborative environment!*

Ideal Locations: Chicago, Houston, Dallas, Austin, San Antonio, El Paso, Minneapolis, Milwaukee, St. Louis

Summary: Under the general direction of the Director, Strategic Business Industry & Development, this individual is responsible for leading the sales of one of our key strategic initiatives portfolios in The America’s region.  He/s will define the sales activities, set targets, develop the strategy and define the go-to-market.  He/s will have overall responsibility for achieving the annual sales targets on a regional level.  In addition, this person will be accountable for defining and identifying the training needs for the Sales team(s).  

Essential Duties and Responsibilities – include the following. Other duties may be assigned.

• Overall responsibility for leading the sales of one of our key strategic initiatives (ÖC, IC or EPIC) portfolio in the America’s region; including, but not limited to, setting up  sales targets per country/region, defining relevant sales activities, monitoring and strengthening the opportunity pipelines, providing sales forecast throughout the year, developing the  go-to-market strategy, supporting and training the sales team, working cross-functionally to expand the  portfolio, performing joint-visits at key customers when needed.

• In alignment with the Global and Regional Strategy27 goals, sets up annual sales targets for the countries and the sub-regions within the Region America’s; provides accurate sales forecast throughout the year.

• Contributes to and supports design-in activities with the sales teams and other departments / functions when needed.

• Monitor and work closely with the sales organization, including the Channel team to qualify, develop and manage revenue opportunities at strategic accounts.

• Overall ownership of the Regional opportunity pipeline’s strength and quality, implementing frequent reviews and corrective actions (when needed) with the sales teams; responsible for continuous improvement of the conversion rate through proper monitoring, tracking, and following up of opportunities in cooperation with the RSM/DSM in the Region.

• From an outside-in perspective, identifies product/solution development opportunities with concrete customer value-propositions and collaboratively works with the relevant functions (PM, Engineering, etc.) to bring those opportunities to life (through 5-year roadmap and stage-gate processes)

• In collaboration with the Sales training manager, provides regular training and technical support, in order to raise the overall technical knowledge and confidence of the America’s sales teams.

• When needed, performs joint-visits at relevant / significant customers with RSM/DSM to maximize the generation of order and gain of market shares throughout the Region.

• Conducts and shares to the relevant stakeholders intelligence, researches linked to the  business, including but not limited to, market studies, customer needs & expectations, market price levels, competitive outlook, etc. .

• Provides  key account management support.

• Overall responsibility for creating a Regional  communication channel and contributes to Regional  Marketing campaigns (incl. planning, creation, tracking, follow-up.) 

Supervisory Responsibilities: Currently, this role does not have supervisory responsibility.

Competencies

• Solid strategic and analytical skills, combined with a robust commercial discipline, to ensure consistent progress towards targets (e.g. understanding of the market trends and the company’s long-term goals, thorough opportunity pipeline reviews, constant monitoring of performance and implementation/follow-up of corrective actions, proactive identification of challenges and definition of remedies, etc.)

• Strong communication skills (oral & written) to on-board the different stakeholders and align resources.

• Solid networking, technical, and selling skills.

• Self-directed with high level of self-initiative and sense of urgency in completing tasks with detail and accuracy in work product.

• Possesses an innate drive for success.

• Able to perform well in a matrix environment, collaborating well with  cross-functional teams at all levels with focus on quality and service.

• Ability to manage many and changing priorities while meeting critical business commitments.  

• Proven technical experience and industry background; Continuous building of knowledge and skills by undertaking self-development activities.

• Strong project management skills – able to develop workable implementation plans and is able to prioritize and plan work activities independently to achieve set milestones and expected outcomes.

• Possess confidence and courage to effectively make decisions and gain trust from stakeholders. Understands business implications of decisions.

• High level of work ethics and working knowledge of company policies and procedures, to uphold LAPP organizational values.

• Ability to define problems, collect data, establish facts, and draw valid conclusions.

QUALIFICATIONS AND EDUCATION REQUIREMENTS

• Bachelor’s degree from an accredited 4-year college or university (preferred) or technical qualification or similar in Engineering.

• Minimum of 5 years of successful work experience within the relevant field. 

• Must possess a working knowledge of wire, cable, and its applications. 

• Strong proficiency with digital tools and remote selling technology (Teams and equivalent)

LANGUAGE SKILLS: Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.  Ability to write reports, business correspondence, and procedure manuals.  Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public. Proficient in the English language.

MATHEMATICAL SKILLS: Ability to work with mathematical concepts, financial ratios, and business equations. Basic financial knowledge and competence as it relates to the business environment.  Possess strong analytical skills.

COMPUTER SKILLS: To perform this job successfully, an individual should be proficient in Microsoft Office Suites (Power Point, Excel, Word) 

TRAVEL REQUIREMENTS: As required.

WORK ENVIRONMENT: While performing the duties of this Job, the employee is occasionally exposed to moving mechanical parts. The noise level in the work environment is usually moderate.

PHYSICAL DEMANDS: While performing the duties of this Job, the employee is regularly required to sit; use hands to finger, handle, or feel and talk or hear. The employee is frequently required to stand and walk. The employee is occasionally required to reach with hands and arms. The employee must occasionally lift and/or move up to 15 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, depth perception and ability to adjust focus.

COMPENSATION: After thorough market analysis, LAPP takes many factors into consideration when determining base salary such as experience, knowledge, skills, abilities, etc. of the candidate. The base salary range for this role is $140,000 - $150,000 plus participation in LAPP's bonus plan. We also offer a comprehensive benefits package including Medical, Vision, Dental, Paid Time Off, Paid Holidays, 401(k), HSA/FSA, Life Insurance, and more!

*LAPP is an Equal Opportunity Employer*

Salary : $140,000 - $150,000