Business Development Manager - End User

Gemu Valves, Inc.•Atlanta, GA

4d•Hybrid

About The Position

The Business Development Manager - Enterprise Customer Partner is responsible for growing and strengthening relationships within GEMÜ's largest end-user accounts, primarily in the pharmaceutical, biotech, and food and beverage verticals. This role expands GEMÜ's footprint inside complex customer organizations by identifying decision-makers and influencers, gaining early visibility into capital and expansion projects, and positioning GEMÜ products and solutions with the stakeholders who shape specifications. The position works in close collaboration with GEMÜ Key Account Management, Field Sales, Application Engineering, and the independent manufacturers' rep and distributor network.

Requirements

Consultative selling experience with technical or engineered-to-order products.
Demonstrated ability to build and maintain multi-level relationships within large, complex end-user organizations.
Familiarity with the specification-in sales cycle and long-cycle capital project pursuit.
Ability to read P&IDs and interpret process application requirements and technical specifications.
Knowledge of GEMÜ industry verticals, particularly pharmaceutical, biotech, and food and beverage processing.
Familiarity with regulated industry compliance vocabulary relevant to pharmaceutical and food and beverage applications, including FDA, EU GMP Annex 1, USP Class VI, PUPSIT, sterility assurance, EHEDG, 3-A, EU 1935/2004, aseptic processing, and CIP/SIP as applied to valve and instrumentation products.
Experience working alongside a manufacturers' rep and distributor channel model.
Comfort coordinating with a German parent company for pricing approvals, lead time confirmation, and technical escalations.
Proficiency in CRM systems for pipeline tracking, activity reporting, and account planning; ERP familiarity an advantage.
Strong written, verbal, and presentation skills, with the ability to communicate credibly with plant-level engineers and corporate decision-makers alike.
Ability to work independently, manage a travel schedule, and prioritize across competing account demands.
Results-driven and self-motivated, measured through pipeline growth, specification wins, account penetration, and revenue performance.
Bachelor's degree in business, engineering, or a related technical field.
Five to seven years of experience in industrial business-to-business sales, account management, or business development.
Demonstrated proficiency with CRM tools for opportunity and pipeline management.
Valid driver's license and the ability to travel 50 percent or more, including overnight and occasional international travel.
Ability to sit and work at a computer workstation for extended periods.
Ability to travel by automobile and commercial air carrier for extended periods.
Ability to move about customer manufacturing and construction sites, including climbing stairs and ladders and walking on uneven surfaces.
Ability to lift and carry up to 25 pounds, such as samples, product demonstration cases, and trade show materials.
Ability to communicate clearly by telephone, video conference, and in person.
Visual acuity sufficient to review technical drawings, specifications, and computer displays.

Nice To Haves

Preference for candidates with experience in industrial, process, or fluid control industries.
Familiarity with valve, instrumentation, or fluid handling products is a meaningful advantage.
Experience supporting customers in pharmaceutical, biotech, food and beverage, semiconductor, or chemical processing environments is a plus.

Responsibilities

Grow and strengthen relationships within key customer accounts, serving as a consistent point of contact across multiple sites, functions, and levels of the organization.
Expand the contact base within assigned accounts by identifying and engaging decision-makers, technical influencers, and procurement stakeholders.
Share information on current projects with customers and internal teams, and gather insight into future capital, expansion, and retrofit opportunities.
Travel regularly to end-user locations, including plants, engineering offices, and corporate headquarters, to develop and maintain strategic relationships.
Identify all key stakeholders involved in early-stage projects and negotiation processes, and represent GEMÜ products and solutions effectively to those stakeholders.
Build trusted relationships with key stakeholders, influencing strategic direction and delivering meaningful business outcomes for both the customer and GEMÜ.
Drive reporting and utilization of CRM tools to track opportunities, engagement activities, contact mapping, and project pipelines; maintain accurate and current account records.
Engage with the industry through trade associations, conferences, standards bodies, and end-user forums to build visibility for GEMÜ and stay current on customer priorities.
Provide strategic market feedback to support product and business development initiatives, including competitive intelligence, unmet application needs, and specification trends.
Serve as a contact for key accounts, ensuring consistent engagement and alignment across complex organizational structures and global headquarters, in collaboration with GEMÜ Key Account Management.
Support the specification process by working with end users to ensure GEMÜ products are specified in project documents.
Prepare and deliver account reviews, presentations, and business updates to customers and to GEMÜ leadership in the United States and Germany.
Other duties as assigned.