Business Development Manager-Custom Automation

Barry-Wehmiller

8d • Remote

About The Position

The Business Development Manager, Intec Automation Americas, is a territory-owning seller responsible for generating and closing qualified custom-automation opportunities in an assigned geography and supporting the Intec Automation Americas operating plan. The role carries individual bookings accountability and focuses on growing a durable, qualified pipeline through disciplined prospecting and effective selling, including both new-account development and expansion of existing relationships.

Reporting to the Sales Director, Intec Automation Americas, this individual contributor manages opportunities from prospecting and qualification through negotiation and close. The role partners closely with Applications Engineering on concept development, solution generation, costing, and proposal development, while maintaining ownership of the customer opportunity and win strategy. The position is field-based or remote within the Americas and requires domestic travel of approximately 50% or more, depending on territory.

The Business Development Manager maintains accurate Salesforce and forecast information, uses Blue Sheet planning and funnel-stage discipline, develops territory forecasts and account plans, and contributes market and competitive intelligence. Success is measured by personal bookings, qualified pipeline growth, effective partnership with Applications Engineering, reliable forecasting, disciplined commercial practices, and completion of quarterly Commercial Excellence objectives.

Intec Automation is a custom integrator serving medical device, diagnostics, drug delivery, life sciences, and high-end consumer products. The organization aims to help customers succeed by creating innovative manufacturing solutions. Team members are expected to care for people and perform with excellence through effective communication, customer focus, results, trust, and optimized work processes.

Requirements

• Bachelor's degree in Engineering or Business Management and at least two years of related experience and/or training, or an equivalent combination of education and experience.
• At least three years of experience in the custom automation, capital equipment, or industrial manufacturing industry.
• Ability to understand customer technical requirements and translate them into a qualified opportunity with Applications Engineering.
• Ability to read, analyze, and interpret technical and commercial documents and respond professionally to customer, regulatory, or business-community inquiries.
• Ability to define problems, collect data, establish facts, and draw valid conclusions from CRM and pipeline data.
• Willingness and ability to travel domestically approximately 50% or more, depending on territory.
• Ability to maintain accurate CRM, opportunity, pipeline, and forecast information.
• Ability to manage opportunities from qualification through proposal, negotiation, and close.

Nice To Haves

• Engineering or medical-device manufacturing background.
• Prior experience in a hunter-style, quota-carrying sales role with personal prospecting accountability.
• Formal sales training.

Responsibilities

• Own monthly, quarterly, and annual personal bookings performance against the assigned territory target.
• Plan, manage, and implement the sales process from prospecting through close, including post-sale follow-up.
• Grow the defined territory while supporting and expanding assigned accounts, including accounts outside the territory.
• Balance new-account development with expansion of existing customer relationships.
• Build a qualified pipeline through proactive outbound prospecting and continued growth in existing accounts.
• Maintain a defined outreach cadence and apply persistence criteria before reprioritizing opportunities.
• Use the Ideal Customer Profile, account mapping, and prospecting tools to identify and qualify new targets.
• Identify opportunities within existing accounts and report market and competitive intelligence to the Sales Director and commercial team.
• Qualify opportunities and partner with Applications Engineering on win strategy, concept generation, solution generation, and proposal development.
• Lead and coordinate opportunities through the quoting cycle, keeping Applications Engineering aligned on customer needs, requirements, and competitive position.
• Maintain ownership through proposal revisions, negotiation, and close, including obtaining a signed order.
• Understand customer technical requirements sufficiently to shape qualified opportunities with Applications Engineering.
• Maintain accurate, current Salesforce opportunity information, including stage, value, close date, contacts, source, next action, and forecast classification.
• Use Blue Sheet planning for strategic or competitive opportunities.
• Participate in coaching-centered deal and pipeline reviews with specific, dated customer next actions.
• Apply funnel-stage discipline, including timely movement of stalled opportunities and defined follow-up.
• Create quarterly territory forecasts and maintain an ongoing revenue-growth plan.
• Identify forecast timing and execution risks early and validate committed opportunities against customer evidence.
• Maintain account plans for strategic or expansion accounts, identifying whitespace, additional product lines, and contacts.
• Understand competitors' positions on price and lead time to compete on customer value.
• Participate in structured win/loss reviews and record competitor, price gap, and decision drivers.
• Monitor the market and internal environment for new segments and contribute to business-case development for new opportunities as needed.
• Complete quarterly Commercial Excellence objectives with documented evidence.

Benefits

• Competitive benefits package may include medical, dental, and vision coverage.
• 401(k) retirement plan with company match.
• Paid time off and sick time.
• Health savings and spending accounts.
• Short- and long-term disability insurance.
• Life and AD&D insurance.
• Parental leave.
• Adoption and fertility benefits, subject to applicable plan terms and eligibility.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level