Business Development Manager - Latin America

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About The Position

The Business Development Manager is responsible for supporting the Latin America - Regional Managers and sales channel in Mexico to aggressively grow market share in the region , by using company's product portfolio and by leveraging our brand-new manufacturing facility in Monterrey. The individual will be a product and solutions expert that will work to maintain and grow company portfolio of key accounts and partners throughout Mexico and provide critical feedback and input to assist in developing and introducing new sales tools, presentations, case studies, literature and business strategies. They will be an advocate in the Industrial Cooling and Niche industries for our clients new technologies. The incumbent will collect and report competitive market data that will influence and support company business strategies in the region. An understanding of the refrigeration market in Mexico will be advantageous and count in favor of the successful applicant.

Requirements

Bachelor of Science in Mechanical Engineering, or Engineering degree with appropriate level of experience and engineering coursework preferred; MBA is a plus
5+ years of relevant work experience, preferably in the refrigeration market
Background in these networks: Major contractors in HVAC and Industrial Refrigeration Engineering designers and EPCs that specify cooling solutions Heavy industrial end users (cold storage, food, pharma, chemical, etc.)
Ability to articulate features as benefits and convince customers to specify equipment over competition
Strong technical understanding of refrigeration systems
Strong business acumen with experiences in analyzing financial and sales data, extracting relevant information and providing recommendations to improve results
Skilled in product management with experience in pricing/cost analysis, value proposition development, payback analysis, and product positioning
Skilled in market research and communicating market needs and trends to influence business strategies and new product development
Demonstrated leadership of teams and experience managing projects from inception to completion
Knowledge of Spanish language is an advantage

Responsibilities

Meet or exceed fiscal year sales and margin goals.
Participate actively in vertical-market specific industry organizations to forge and build relationships within them and to generate sales leads for further follow up and action
Work with the marketing team to identify and analyze target market segments that will fuel industrial business growth. Formulate and execute strategic and tactical plans that create new business with buyers & influencers in these segments
Obtain specifications for company products in projects, that the company sales channel can then secure as orders
Assist the Regional Managers team as well as our local representative to contribute to their further training and development
Develop and deliver persuasive presentations to sales representatives, peers, customers, and industry groups
Travel to customer sites, corporate and engineering offices, and select accounts to translate needs into guide specifications and sales tools, and in support of the sales teams and select accounts to promote company product and application solutions
Develop and maintain relationships and increase market share throughout Mexico.
Help develop, implement and monitor strategies and measures to increase market presence, participation, channel effectiveness and market share
Improve market position by representing our client within industry organizations; Attend and present at local and national conferences to promote our client and its technologies
Work with the marketing team to interpret product performance and market data, codes and standards, local guidelines, and competitive information to enhance competitive sales tools, and create guide specifications and other devices to help the sales teams be more effective
Assist the Indirect and Direct Sales Teams close orders, with technical support, competitive intelligence, and relationship management
Transfer knowledge to company rep network to ensure they develop a depth of sales and application capability
Develop and lead programs, and execute activities to increase spec share, strength, and closure rate
Improve companies spec position by developing guide specifications, custom project specifications, and technical literature.
Partner with the Product Applications team to strengthen product and sales expertise
Assist Product Marketing in development of business cases for New Product Development projects and selling tools.
Gather competitor information and provide thorough and comprehensive strengths/weaknesses analyses
Provide technical, strategic and commercial support to representatives, sales personnel and select direct accounts
Lead knowledge transfer to Application Engineering and Regional Sales Managers to ensure depth of product specifications