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Business Development Manager

Business Development Manager

Job area Sales Location Marietta (Atlanta), United States of America Contract type Full time

Company Description

Vanderlande is the global market leader for value-added logistic process automation at airports, and in the parcel market. The company is also a leading supplier of process automation solutions for warehouses. 

Vanderlande’s baggage handling systems move 3.7 billion pieces of luggage around the world per year, in other words 10.1 million per day. Its systems are active in 600 airports including 13 of the world’s top 20.  More than 39 million parcels are sorted by its systems every day, which have been installed for the world’s leading parcel companies. In addition, many of the largest global e-commerce players and distribution firms have confidence in Vanderlande’s efficient and reliable solutions.

The company focuses on the optimization of its customers’ business processes and competitive positions. Through close cooperation, it strives for the improvement of their operational activities and the expansion of their logistical achievements. Vanderlande’s extensive portfolio of integrated solutions – innovative systems, intelligent software and life-cycle services – results in the realization of fast, reliable and efficient automation technology. 

Job Description

The fast-changing market requirements for our Business Unit – Warehousing & Parcel (W&P) mean we need to adapt to stay ahead. Robotics and software will dictate the material handling market of the future more than ever. Vanderlande is already one of the largest players in the Warehousing and Parcel Handling markets, but we never stop growing and learning, just as our customers. Having the right knowledge and skills to deliver the best proposals to our customers is important to us and key to winning the best projects.

The Business Development Manager preserves, expands, and develops relationships with Vanderlande’s strategic key customers as well as drive new business developments within specific assigned market segments.  The BDM will be responsible for achieving defined sales targets and assigned strategic objectives.  The BDM will manage the full sales cycle, from building a close partnership with the customer to managing bids and RFP's, client presentations, and ultimately closing the contract. In every case the emphasis is on close partnership with the customer, extending from initial analysis of the underlying business processes through to total life-cycle support.  

Candidates must have experience in a sales environment, managing and driving solutions based selling process.  The ideal candidate will have this experience within the Material Handling System industry.

Job Tasks and Responsibilities

  • Develop a sales strategy for lead generation and opportunity management in line with our strategic ambitions and long-term plan
  • Develop and pursue profitable sales leads to achieve planned order intake and profit level in accordance with the sales strategy
  • Deliver robust value propositions, based on a thorough assessment of an account’s values, ambitions, purchasing strategy, business and operational needs
  • Determine an effective influencing strategy, based on a thorough assessment of the customer’s decision-making process, and using appropriate stakeholder management tools
  • Conduct initial specification review and coordinate sales material, a pricing strategy and the proposal content
  • Negotiate contracts for awarded projects to a successful closing in line with the company’s legal requirements
  • Provide input to weekly/monthly departmental activity reports and manage sales documentation and data for Bid/No Bid decision making
  • Pursue/maintain healthy pipeline of opportunities and apply active funnel management

Performance and Accountability Measurements

  • Achieve sales targets in designated market segment
  • Meet or exceed expectations for profitability
  • Maintain and build relationships and customer satisfaction that meets Vanderlande’s standards
  • Achieve strategic objectives of key customers as defined by Vanderlande

Qualifications and Experience

  • Bachelor’s degree from an accredited institution
  • Minimum 8-10 years strategic sales experience
  • Background in consultative selling role in a team selling environment.
  • Demonstrated expertise in B2B sales with an extended sales cycle (12+ months) w/capital equipment
  • Experience with presenting to multi-level contacts, and medium to large organizations

Knowledge-Skills-Abilities

  • Excellent communication and social skills, high energy and entrepreneurial spirit combined with a thorough knowledge of the Automation Industry
  • Ability to work effectively in a team environment incorporating engineering, sales and management.
  • Strong work ethic, technical affinity, ability to grow and mentor as company expands
  • Highly influential and convincing at the executive level, both internally and towards customers.
  • Experience with presenting to multi-level contacts, and medium to large organizations
  • Legal knowledge and contractual skills to negotiate contracts
  • Proficiency with computers and MS Office products
  • Willingness to travel up to 70% domestically (incl. Canada)

General Requirements

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation gender identity status as a veteran, and basis of disability or any other federal, state or local protected class.

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