New Business Development Manager

Res Manufacturing Company

Website Res Manufacturing Company

POSITION TITLE: New Business Development Manager
DATE: 03/05/2020
REPORTS TO: Executive VP – Sales & Marketing

This position will play a key role in the strategy development for prospective and existing customers that will support profitable growth and sales diversification in markets outside of the current concentration, and the expansion of core competencies.
• Refine and implement a new business development plan for best-fit market segments outside of automotive and electric vehicle segments
• Identify and qualify high, potential prospects in targeted segments
• Manage sales and gross margin profitability for assigned accounts
• Discern key direct & indirect cost drivers on new business and impact on business profitability
• Prepare and deliver sales presentations and quotations that address the customer or prospect’s needs and leads to the establishment of new account agreements/contracts
• Negotiate pricing and other terms of account agreements with clients to ensure maximum revenue and profit development and alignment with Res’ strategic goals
• Participate in process to provide best-fit alternative options to expand current core competencies
o This will include the generation of intelligence derived by gathering and analyzing information by attending seminars, tradeshows, undertaking web research, compiling sales and customer input

It is Res Manufacturing’s goal to be “Best-In-Class” in everything that we do. The New Business Development Manager must be able to overcome adversity and stay the course when breaking into new markets and developing relationships with prospects. In addition, this position needs to play a key role in helping the organization understand market trends and additional core competencies that need to be developed when there may be resistance to change or competing interests from the existing customer base.

• Internal – Regularly interact with Sales, Tool Engineering, Manufacturing Engineering, Manufacturing & Planning Control, Purchasing, and Manufacturing
• External – Regularly interact with all levels of customers and prospects

Minimum Qualifications:
• Bachelor degree in a technical or business field
• Ten years experience in position with similar responsibilities and in a related technical field
• Experience in development, implementation, and successful execution of plans to generate new business in targeted market segments and prospects
• Experience selling to large OEM accounts
• Component part & assembly print reading skills
• Highly ethical
• Ability to discern key customer objections & intentions and corresponding development of strategies to achieve business closure
• Exceptional demonstrated technical skills and the ability to learn and apply knowledge regarding metal stamping
• Experience in contract manufacturing

Required Behavioral Competencies – Companywide:
• Adaptability – open to and actively solicit new ideas and opinions
• Communication – demonstrated ability to work effectively with cross-functional work groups both verbally and in writing; Demonstrates excellent listening, verbal and presentation skills
• Energy – has the stamina and endurance to maintain a fast pace and continue to produce
• Initiative – proactive and takes action without being prompted
• Learning agility – continuously seeks new knowledge, creates and fosters a culture of interest, curiosity and learning; Flexible to change, and learns from failure; Seeks to improve processes and products
• Problem Solving & Decision Making – identifies and solves problems, develops innovative solutions, acts decisively, and shows good judgment
• Self-Discernment – knows personal strengths and limitations and works toward improving weaknesses
• Team Player – respond to requests from other parts of the organization, and support larger legitimate organizational agendas
• Visual Communication – appreciates the value of drawing a “story” to convey a message to others as opposed to using formal documents and verbal explanations

Behavioral Competencies – Position Specific:
• Assertiveness – readily offer opinions and take action even when their position may be unpopular.
• Composure – maintains emotional control, even under ambiguous or stressful circumstances, while continuing to perform steadily and effectively
• Conflict Management – support and manage differences of opinion; Use consensus and collaboration to debate and resolve issues
• Creativity – generate original ideas, encourage new ways of thinking, explore options, and develop innovative solutions
• Customer Orientation – stays close to customers and prospects, anticipating and meeting customer needs. Demonstrates excellent listening and discernment, verbal and presentation skills
• Diplomacy – skilled at handling situations without arousing hostility; Forge coalitions
• Growth Orientation – continually looks for business growth opportunities; Takes action to improve things, always striving for bigger and better; Constantly thinks in terms of expanding the business, always looking for new ways to achieve competitive advantage; Considers business growth an imperative.
• Influence & Positive Impact – skilled at persuading, motivating, and energizing others at all levels; Passionate, personable, and self-confident; Able to flex style and direct, collaborate, or empower as the situation requires; Able to establish a personal power base built on mutual trust, fairness, and honesty Establish and maintain productive relationships and networks, utilizing them to facilitate business transactions
• Organization & Planning – manage time wisely and effectively prioritize multiple competing tasks
• Potential – capable of assuming more responsible roles within the organization
• Presentation Skills – written and verbal
• Relationship Building – establish and maintain networks, utilizing them to facilitate business transactions
• Results Orientation – maintains appropriate focus on short- and long-term goals; Motivated by achievement, and persists until goals are reached, conveying a sense of urgency
• Strategic Thinking – acts with the future in mind; Plans for and makes decisions within the framework of the enterprise’s strategic intent; Knows and understands the factors influencing strategy (e.g., core competence, customers, competition, and the organization’s current strengths and limitations.); Considers future impact when weighing decisions

Culture: Possess Res Values & Beliefs

Travel: Regular overnight travel can be expected. This is an externally focused position. This individual needs to be flexible with extending hours and days of work as necessary to meet the needs of internal and external customers.

Communication: Ability to communicate effectively with internal and external associates at all business levels

Computer Skills: In-depth proficiency with Microsoft Office required

Safety and Housekeeping: Belief in Res safety and housekeeping standards and procedures

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