Business Development Manager

Boler, Hendrickson, Anchor Harvey•Woodridge, IL

18h

About The Position

Hendrickson is seeking a Business Development Manager in Woodridge, Illinois, to represent all Hendrickson divisions to assigned original equipment manufacturer (OEM) accounts. The role focuses on identifying and developing new business opportunities across Hendrickson’s product offerings, generating significant incremental revenue, and maintaining strong OEM relationships that foster growth. The manager develops account strategies, advocates for customer needs within Hendrickson, coordinates resources across divisions, and builds collaborative relationships with OEM personnel. The role also supports commercial agreements, business planning, issue resolution, sales forecasting, and ongoing reporting about opportunities, customer organizations, market conditions, and competitive activity. Travel to customers and Hendrickson facilities is expected 35–50% of the time, by car and air.

Requirements

Bachelor’s degree required.
At least 10 years of professional sales experience.
Significant industrial sales experience if the candidate does not have commercial truck or trailer industry experience.
Experience with CRM software; Salesforce is preferred.
Strong organizational skills and sales aptitude, with motivation to grow new business.
Strong written and verbal communication skills.
Excellent presentation skills.
Demonstrated ability to build customer relationships rapidly.
Strong business analytics and negotiation skills.
Strategic mindset.
Ability to 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 Salesforce is preferred.

Responsibilities

Develop new business opportunities and gain 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 growth proposals and maximize their exposure at OEMs.
Participate in relevant sales and marketing events; 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 and performance, and competitive intelligence.
Participate in selected OEM and Hendrickson project meetings where commercial input is needed, gathering information that may support new business pursuits.
Ensure OEM data books accurately and favorably reflect Hendrickson products, and resolve restrictions or errors promptly.
Provide Hendrickson Field Sales with OEM sales-organization contacts and reporting relationships, and regularly report organizational changes.
Represent Hendrickson at industry trade shows to network with OEM contacts and gather information about competitors, proposals, and industry trends.
Develop, communicate, update annually, and manage execution of account strategies, including the level of internal support required.
Prepare content for OEM business reviews and communicate Hendrickson’s information and positions in those meetings.
Build collaborative relationships within OEMs and Hendrickson, connect personnel at appropriate organizational levels, and maintain understanding of OEM structure, footprint, and strategy.
Participate in the Annual Operating Plan process and provide input on product launches, market-share targets, and other planning information.
Lead development, negotiation, and closure of customer commercial agreements or contracts, and ensure both parties meet their commitments.
Understand OEM supplier metrics and communicate requirements to Hendrickson divisions.
Assist with disputes and connect appropriate divisional personnel with OEM contacts in areas such as pricing, accounts receivable, quality, customer service, engineering, and program management.
Escalate issues when divisional personnel cannot resolve them and 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 and provide monthly reports on sales efforts, open issues, and OEM metrics.
Gather and report information relevant to business development, including OEM organization and personnel, strategy, dealer/customer shipment data, competitive-product utilization and pricing, product development, vehicle-model changes, planning cycles, and aftermarket strategies.
Provide input to sales forecasts, including OEM forecasts, production line rates, product mix, and plant shutdowns.
Manage the assigned budget within limits and submit expense reports on time.
Perform other duties as assigned.