What are the responsibilities and job description for the Business Development Manager position at Swagelok® Allentown | Lehigh Valley Fluid Systems, LLC?
Company Description
Swagelok Allentown | Lehigh Valley Fluid Systems, LLC, has been a trusted supplier of high-quality fluid system components since 1971. As an authorized distributor of Swagelok® products, the company ensures flawless performance and reliability backed by the Swagelok Limited Lifetime Warranty. Committed to continuous improvement and innovation, Swagelok Allentown prioritizes customer satisfaction and cost-effective solutions. The company's extensive service area includes major cities and counties across Pennsylvania, such as Allentown, Harrisburg, Scranton, and York, among others. Headquartered in Schnecksville, PA, Swagelok Allentown strives to deliver unmatched technical expertise and customer service.
Position Summary:
The Business Development Manager (BDM) is responsible for application and opportunity identification, new product and initiative commercialization, and qualified sales lead nurturing that leads to profitable revenue growth within Swagelok Allentown’s service area. This position drives new business relationships, identifying new business opportunities, negotiating, and closing business deals and maintaining extensive knowledge of current market conditions.
The BDM works closely with the sales and marketing teams to identify and win new customers, and to help identify new opportunities within existing accounts.
Position Requirements:
- Nurture leads and sets up meetings to fill the sales funnel with qualified opportunities for continued growth.
- Prospect for potential new customers and turn this into increased business.
- Develop sales documentation, including but not limited to spreadsheets, correspondence, sales proposals, presentations, and internal administration for new customer proposals and presentations collaboratively with the Marketing Manager.
- Develop and implement a sales action plan with objectives and strategies to increase revenue and aggressively acquire new accounts collaboratively with the Commercialization Manager.
- Execute the plan for closing opportunities.
- Identify key customer targets through the use of market and data analysis, and develop a strategy to penetrate and track progress made against that strategy in collaboration with the Commercialization and Marketing Manager.
- Utilize the lead tracking process to ensure it is effective and producing quality opportunities and that these opportunities are closed in a timely manner. Provide relevant reports to management on a consistent basis.
- Creatively find new ways to introduce our business to potential customers.
- Build relationships with potential customers and identify key decision makers.
- Manage, grow, and leverage network of contacts to penetrate existing and new accounts.
- Close new business deals by coordinating requirements; developing and negotiating contracts; and integrating contract requirements with business operations.
- Understand the customers' procurement process and leverage that knowledge to increase business in these accounts.
- Research market and industry trends (including the attendance of industry events, conferences, trade shows, etc.) to help focus efforts on highest return segments and customers.
- Present and consult with management on the market conditions along with recommendations on new services, products, channels, and messages to gain more wallet share.
- Research and understand the company's capabilities, goals, and purpose to better position Swagelok in the market.
- Schedule and participate in Marketing Events
- Perform other duties as assigned
Education and Experience:
- BS/BA degree in Engineering, Business, Marketing, or a related field required.
- MBA or other relevant master’s degree preferred.
- Minimum of five (5) years of related professional experience in a relevant field.
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Knowledge, Skills and Abilities:
- Excellent communication and negotiation skills
- Advanced knowledge and ability to develop and implement plans that are market driven and provide opportunity to meet or exceed forecast.
- Thorough ability to understand the drivers of customer satisfaction.
- Proven ability to manage and prioritize multiple complex projects simultaneously.
- Strong ability to establish action plans that are measurables (strategic thinking)
- Energized to expand company with new sales and customers
- Self-motivated and self-directed
- Proven ability to energetically follow a plan to achieve the targets.
- Proven ability to adapt communicational style to other working groups, customers, and stakeholders.
- Strong ability of building relationships and adept at changing working styles to accommodate any differences.
- Creative thinker and innovative problem solver
- Advanced ability to lead change.
- Ability to handle objections and actively work through differences to a positive outcome
- Ability and ambition to work digitally
- Ability to engage customers virtually synchronously and asynchronously
- Ability to establish strong relationships individually and in a team environment
- Ability to select the right data and metrics to use depending on changing customer context and need (Proven ability to understand data trends)
- Ability to use a CRM (Customer Relationship Management) software system
- Knowledge of Microsoft Office, SAP, Microsoft business applications
- Knowledge of social selling via LinkedIn
Competencies:
· Role Model/Character/Integrity: Individuals are recognized and spoken about as models of integrity and strong character
· Self-Awareness: Ability to recognize their own feelings and how their actions and behaviors impact others
· Self-confidence: Possesses confidence in one’s ability to meet challenges and make sound decisions.
· Self-control: Recognizes and manages one’s emotions and strong feelings under stress or when provoked.
· Adaptability/Resilience: Recovers quickly from change or setbacks.
· Initiative: Acts on opportunities.
· Optimism: Always references the positives in any situation.
· Empathy: Recognizes and understands the emotions of others.
· Social awareness: Pays attention to others and is considerate and respectful of them.
· Customer Orientation: Delivering, anticipating, and maintaining professionalism with customers.
· Organizational Awareness: Effectively reading and acting on knowledge about an organization.
· Influence: Affects others through personal power and persuasion.
· Teamwork & Collaboration: Ability to work effectively with others to deliver results.
· Fosters Communication (Listening, Verbal Fluency): Active listening style that achieves understanding and appreciation for others and expressing oneself in a clear and well-articulated fashion appropriate to audience.
· Achievement/Results Focus: Getting results in a consistent and reliable manner ‑ neither over committing nor playing it safe.
· Openness to Cultures: Demonstrates a global business perspective that allows for high effectiveness.
· Business Acumen: Has awareness of financial impact that decisions have within a department and across the company.
· Thinking with Depth/Breadth: Has the thinking resources that show a depth of knowledge drawn from a wide range of experience. Brings valuable information and relevant facts that are forward thinking.