Business Development Manager - Industrial and Consumer
Element is seeking an ambitious, passionate, motivated self-starter for a Business Development Manager role. In this role, you will be a proactive seller, responsible for establishing and maintaining strong relationships with a defined group of existing Element clients and prospects.
Element is a rapidly growing organization, executing a strategy to develop a nationwide industry-leading TIC sales force, providing tremendous growth potential for candidates seeking career progression and advancement opportunity. Motivated candidates will engage in a robust onboarding process, industry-specific technical training, and situational sales training.
Successful candidates will expand business with dormant and existing accounts, provide increased touch points for accounts, acquire new accounts, and engage in budgeting activity for assigned account lists. It will be your responsibility to ensure customer satisfaction through all stages of the sales process. In addition to client relations, this role will interact with the broader Element Sales Team, General Manager, and lab/technical personnel. The ideal candidate will be action-oriented, customer-focused, and have an entrepreneurial drive.
Responsibilities:
* Establish and proactively maintain a strong professional relationship with key decision-makers and influencers within assigned accounts.
* Create and execute a sales plan to acquire new business in assigned sectors selling across the portfolio of testing products if required.
* Understand and manage activity metrics including adding new client activity; lead, visit, opportunity to quote and win ratio and manage and maintain pipeline.
* Drive profitable sales expansion with a focus on acquiring new and re-engaging with dormant accounts, while growing existing clients.
* Gather and analyze market and industry intelligence, metrics, and trends to determine customer needs.
* Identify opportunities early in the sales cycle to ensure maximum share of wallet for Element.
* Deliver business development-related presentations, negotiate, and close business with nominated accounts, working in coordination with location business development resources.
* Provide positive leadership and representation of Element to the public, customers, vendors, and to all employees through membership in professional organizations, serving on company project teams, conducting employee meetings, and visiting work areas and interacting with employees.
* Represent the company at industry association meetings to promote company and services offered.
* Prepare reports and presentations showing sales volume by sector, region, location, potential sales, and areas of proposed client base expansion.
* Follow up in a timely manner on quotations for the assigned customer base.
* Achieve sales goals by acquiring new logo business as well as converting, retaining, and penetrating new and existing accounts.
* Work closely with other sales roles and utilize technical support to maximize the sales realized in the territory.
* Lead access and persuasion steps in the sales process, including qualifying, relationship building, needs evaluation, solution development/presentation, and closing.
* Identify full customer test needs to uncover additional opportunities within accounts across Element.
* Actively utilize CRM to record activities, ensuring contact details are accurate, duplicates are removed, new information is added and accurate call/visit logs are entered, whilst ensuring that appropriate levels of activity are maintained to generate new business and the management of allocated accounts.
* Actively participate in regular pipeline reviews, ensuring all CRM records are up to date and critical success factors are identified for key opportunities.
* Actively engage in enterprise selling activities in assigned business unit and end market.
* Enter an agreed minimum of opportunities and quotes per month into CRM tool.
* Maintain a robust opportunity pipeline of $3-4m, with an average close rate of 60% or higher.
* Achieve a minimum of 90% to goal, for sales targets of $1.5-2.5m annually.
* Build and maintain a working knowledge of Element’s service offerings; participate in training/coaching opportunities.
Key Skills:
* 5 years of Technical experience with field sales responsibilities.
* Degrees and or commensurate experience in engineering, electronics or material sciences preferred but other higher education and experience will be considered.
* Ability to read and interpret documents such as customer quotes/contracts, marketing materials, and customer testing specifications.
* Proficiency in Microsoft Applications (Dynamics AX and CRM, Word, Excel).
* Availability, flexibility, and maturity to represent the company at a broad range of events/projects in the community, with customers and within the company.
* Ability to remain calm when faced with mounting pressure related to deadlines and multiple tasks.
* Must have valid Driver’s License, with an acceptable driving record under Element’s policy.
Company Overview
Element is one of the fastest growing testing, inspection and certification businesses in the world. Globally we have more than 9,000 brilliant minds operating from 270 sites across 30 countries. Together we share an ambitious purpose to ‘Make tomorrow safer than today’.
When failure in use is not an option, we help customers make certain that their products, materials, processes and services are safe, compliant and fit for purpose. From early R&D, through complex regulatory approvals and into production, our global laboratory network of scientists, engineers, and technologists support customers to achieve assurance over product quality, sustainable outcomes, and market access.
While we are proud of our global reach, working at Element feels like being part of a smaller company. We empower you to take charge of your career and reward excellence and integrity with growth and development.
Industries across the world depend on our care, attention to detail and the absolute accuracy of our work. The role we have to play in creating a safer world is much bigger than our organization.
Seniority Level
Not Applicable
Employment Type
Full-time
Job Function
Manufacturing
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