Business Development Manager

PURPOSE OF THE JOB:

Reporting to the Director of Services - Americas, the Business Development Manager - Food and Beverage-Americas carries the overall responsibility for all the Service activities supporting the installed-machine base the USA, focused on Food & Beverage customer base.

The candidate will lead the promotion of the Service Value proposition; develop targeting market campaigns to support a Service organization. This individual together with the Service Leadership Team to prepare and maintain commercial strategic roadmaps.

PRIMARY RESPONSIBILITIES:

• Responsible for delivering the budgeted revenue and gross margin allocated to the Customer Support (Aftermarket) business.
• Support the Service business strategy including geographic expansion
• Responsible for developing and implementing strategic plans for the development of the Customer Service organization in alignment with the group’s long term strategic plan
• All Strategic Action Plans (SAP’s) related to the Aftermarket Business unit are properly executed (on-time, on-budget, KPI’s achieved).
• Identifies, develops and implements new business opportunities in line with the company’s long term strategies.
• Represent the company as appropriate in its relationships with major aftermarket customers, suppliers and competitors.
• Analyze the operating results of the Customer Service businesses comparing them to agreed goals and objectives for the year. Ensures that appropriate steps are taken to correct unsatisfactory performance.
• Research, monitor and evaluate Customer Service sales patterns and behaviours, in combination with the business development analysis, and suggest corrections, adjustments, and refreshing of Services business strategy and commercial strategy.
• Research and evaluate industry and competitive trends, emerging and adjacent markets and products, business advantages and risks, to identify Services strategy-supporting business opportunities.
• Oversee the design and delivery of creative, impactful, and measurable campaigns that’s will articulate the compelling value of the Mpac customer Service offering and drive qualified leads and customer engagements.

SECONDARY RESPONSIBILITIES:

• Establish a culture of excellence in customer service within the Aftermarket group; establish appropriate measures of customer satisfaction.
• Coordinate marketing Service activities with Marketing Manager utilizing a variety of channels-Social Media, website
• Alignment with Corporate marketing and Branding
• Represent the company as appropriate in its relationships with major aftermarket customers, suppliers and competitors. Present strong skills in negotiations and closure of business deals to achieve business goals.
• Identifies and keeps track of value added, non-project related tasks to be executed during periods of low activity in order to minimize non-productive time.
• Identifies and implements opportunities for value engineering and standardization of the product lines.
• Proactively identifies and implements corrective actions to address engineering quality

FINANCIAL RESPONSIBILITY:

• Customer Service sales revenue and Gross margin according to approved budget
• Ensures that proper procedures are established in order to guarantee that all Customer Service related business is done in accordance with company policies and procedures.
• Ensures 100% compliance with the company’s “Delegation of Authority” document.

INTERACTION WITH CUSTOMERS:

• Represents the company in high level meetings with customers in order to solve project related issues.
• Travel for in-person meetings with customers and partners and to develop and maintain key relationships. Travel expectations would be 50% away from remote USA home office.
• Represents the company in organized events and industry related organizations when requested.
• This position requires the employee to attend work properly groomed and dressed according to the position (casual dressing with some formal dressing required occasionally)

DESIRED BEHAVIORAL/SKILLS COMPETENCIES:

• Impact and influence — works effectively with and through others including where no formal authority exists.
• Achievement Motivation — results oriented, tracker and doer. Sets high standards and objectives
• Listening, understanding, responding — an effective and articulate communicator
• Negotiating – presents positions in a reasoned manner, seeks win-win outcomes but understands when to say no.
• Team Leadership — effective at building support, thinks team first, promotes success in terms of team as well as individual success, and is adept at creating a shared vision.
• Decision-making — makes good decisions based on sound understanding and evaluation of relevant information; gathers information and involves others as appropriate.
• Hands-on approach, ready to “roll-up his/her sleeves” and stay close to the action.
• Entrepreneurial, positive, enthusiastic, energetic, with a good sense of humor.

KNOWLEDGE AND SKILLS REQUIRED:

• Formal training in business management or equivalent direct experience managing teams over 5 people.
• 5-10 years’ experience with engineering, applications and automation OEE optimization.
• Leadership training. Formal training in management or equivalent work experience.
• University degree - preferable in Engineering. Technical experience in a field related to mechanical and/or electrical machinery, Production Automation and/or Robotic solutions.
• Consultative; value-proposition/business case driven sales methodology experience.
• Outstanding creative writing and presentation development and delivery skills
• Above average command of office tools such as Microsoft Office (Word, Excel, PowerPoint)
• Document writing at a senior management level
• Comfortable speaking and making business presentations to mid-size audiences