About this role
<div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px"><b>Job Summary/Overview</b></H2> </div><div><p>The Business Development Manager will provide best-in-class service to our established customers by developing trusted relationships, taking an active role in business development, and managing their distributor and customer network for sales growth.</p></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px"><b>Essential Duties and Responsibilities</b></H2> </div><div><ul> <li>Develop and maintain positive sales relationships with existing customers and end users and visit potential new customers and end users to generate product interest and sell the company's products. </li> <li>Ensure the company's sales goals are met in the assigned accounts, to include retaining and/or increasing market share, and sales and profit volumes. </li> <li>Act as a technical resource to customers providing technical information regarding products and product applications and helping to address and resolve inquiries and problems regarding company products. </li> <li>Responsible for providing product / application recommendations for project specifications. </li> <li> <div>Manage the customer training function, including oversight, coaching, and development of trainers.</div> </li> <li>Differentiate CMCO products and services from competition utilizing product and non-product factors, through both formal and informal scenarios. </li> <li>Conduct end user site visits (with or without the distributor), and show willingness to work within environments where our products are used – plants, outdoor applications, climbing onto crane platforms or scaffolding, etc. </li> <li>Takes an active role in coaching distribution personnel and evaluating their competency in the support of all CMCO brands, products, and services. </li> <li>Responsible for providing product category and/or vertical market expertise. </li> <li>Identify and maintain relationships within key end users and/or vertical markets of CMCO. </li> <li>Develop customer quotations as needed, and review vs application requirements to ensure accuracy and effectiveness in meeting customer needs. </li> <li>Provide relevant voice of customer feedback, and market specific information and maintain organizational alignment to the customer’s needs. </li> <li>Formulate business plans and strategies to manage and grow sales territory and mitigate conflict and grow overall vertical and end user market share. </li> <li>Forecast and track key account metrics in support of growth. </li> <li>Utilize all available sales tools, reports, data sources, and CRM to manage daily activity and provide required sales opportunity and forecasting input. </li> <li>Responsible for qualifying and guiding timely closure of sales leads. </li> <li>Collect and report trends and strategies of competitors, and ongoing customer feedback to Sales Management. </li> <li>Actively seek out and participate in both formal and informal personal training opportunities, to maintain technical competency and remain current in technology and industry changes. </li> <li>Mentor team members. </li> <li>Perform other duties, tasks, and responsibilities as assigned by Sales Leadership. </li> </ul></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px"><b>Knowledge, Skills, Competencies, and Abilities</b></H2> </div><div><ul type="disc"> <li>Maintain, exhibit, and promote Columbus McKinnon’s Core Values. </li> <li>Maintain technical competency and remain current in technology and changes in the industry. </li> <li>While performing the duties of this job, the employee is occasionally exposed to wet and/or humid conditions; moving mechanical parts; high, precarious places including cranes over 90 ft high; outside weather conditions; and vibration. </li> <li>Must be able to effectively communicate in both oral and written form; positively exchanging ideas, information, feedback, and directions. </li> <li>Respects, understand and is sensitive to the diverse communication styles of various people/groups within different situations. </li> <li>Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, customer specifications, blueprints and schematics, or governmental regulations. Ability to prepare reports, quotes, and business correspondence. </li> <li>Ability to effectively present information and respond to questions from managers, customers, and other employees of the organization. Ability to negotiate sales contracts favorable to the organization. </li> </ul></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px"><b>Required Qualifications</b></H2> </div><div><ul type="disc"> <li>Bachelor’s degree in a job-related major preferred or equivalent experience required. </li> <li>5+ years of sales experience with E-commerce preferred. </li> <li>Valid driver’s license and passport required. </li> <li>30% travel within Columbus McKinnon’s global footprint. </li> </ul></div></div></div>