Business Development Manager

Hendrickson • Woodridge, IL

1d • $120,000 - $178,500

About The Position

Hendrickson is seeking a Business Development Manager to provide sales representation for all Hendrickson divisions to assigned Original Equipment Manufacturers (OEMs). The role focuses on identifying and developing new business opportunities that generate significant incremental revenue across the company’s product offerings while maintaining strong OEM relationships that support revenue growth.

The successful candidate will manage OEM account strategies, advocate for customer needs internally, build relationships at multiple organizational levels, and coordinate support across Hendrickson divisions. The role also includes leading commercial agreements, supporting customer and operational issue resolution, monitoring business opportunities and account information, and contributing to forecasting and annual planning. Travel to customers and Hendrickson facilities is expected 35–50% by car and air. The position involves frequent sitting and computer work, with minimal exposure to research and development labs and manufacturing settings.

Requirements

• Bachelor’s degree.
• 10 or more years of professional sales experience.
• Significant industrial sales experience if the candidate lacks commercial truck or trailer industry experience.
• Strong organizational skills.
• High sales aptitude and motivation to grow new business.
• Strong written and verbal communication skills.
• Excellent presentation skills.
• Proven ability to build customer relationships rapidly.
• Strong business analytics and negotiation skills.
• Strategic mindset.
• Travel to customers and Hendrickson facilities 35–50% of the time by car and air.
• Frequent sitting and working at a computer for extended periods.

Nice To Haves

• Experience selling to heavy-duty truck or trailer OEMs is strongly preferred.
• Experience with CRM software; Salesforce is preferred.

Responsibilities

• Gain new business commitments for all Hendrickson divisions at assigned OEM accounts.
• Make frequent sales contacts with OEM influencers and decision makers.
• Collaborate with divisional leadership and departments to develop compelling business proposals and gain exposure for them at OEMs.
• Participate in relevant sales and marketing events and identify opportunities to expand current products to additional models or configurations, grow supplied content, and increase market share.
• Confirm OEM timing, conduct product planning meetings, and ensure new programs are included in OEM plans.
• Work with divisional marketing and field sales to understand OEM needs, product gaps, product performance, and competitive intelligence.
• Participate in selected OEM and Hendrickson project meetings requiring commercial input and identify information useful to new business pursuits.
• Ensure OEM data books accurately and favorably reflect Hendrickson products, and resolve restrictions or errors in a timely manner.
• Provide Hendrickson Field Sales with OEM sales organization contact and reporting information, and update them on organizational changes.
• Represent Hendrickson at industry trade shows to network and gather intelligence on competitors, opportunities, and OEM trends.
• Serve as the customer advocate within Hendrickson.
• Develop, communicate, annually update, and manage execution of account strategies, including required levels of internal support.
• Prepare content for OEM business reviews and communicate Hendrickson information and positions during meetings.
• Build collaborative relationships with OEM and Hendrickson personnel and connect people at appropriate organizational levels.
• Maintain knowledge of OEM business structures, global footprint, and strategy, and seek alignment with Hendrickson where possible.
• Participate in the Annual Operating Plan process and provide information on product launches, market-share targets, and other relevant planning matters.
• Lead development, negotiation, and closure of customer commercial agreements or contracts, and ensure both parties meet contractual commitments.
• Understand OEM supplier metrics, communicate requirements to Hendrickson divisions, and assist with dispute resolution.
• Connect divisional personnel with corresponding OEM contacts in functions such as pricing, accounts receivable, quality, customer service, engineering, and program management.
• Escalate issues when divisional personnel are unable to resolve them.
• Coordinate resolution of plant concerns with OEM material management functions.
• Support timely resolution of price-file implementation and collections issues.
• Update the Salesforce sales opportunity pipeline weekly.
• Provide monthly reports on sales opportunity efforts, open issues, and OEM metrics.
• Obtain and report information relevant to maintaining and developing OEM business opportunities, including organizational structure, personnel, business strategy, shipment data, competitive products, product development, vehicle model changes, planning cycles, and aftermarket strategies.
• Contribute to sales forecasting, including forecasts by OEM, production line rates, product mix, and plant shutdowns.
• Manage the budget within assigned limits and submit expense reports promptly.
• Perform other duties as assigned.

What This Job Offers

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