Business Development Manager

Shape Corp.•Grand Haven Charter Township, MI

20d

About The Position

The Business Development Manager develops and implements business development strategies, plans, and programs for existing and new global markets. The role manages sales team members conducting business development and account management activities to optimize growth and profitability for assigned market segments, globally if required. The position develops growth strategies and new business opportunities, builds customer relationships, leads commercial negotiations, and supports customers with technical matters. It also manages account and pricing information, contributes to strategic planning and market analysis, oversees cost optimization and financial analyses, and supports product development and value analysis initiatives. The manager supervises and develops direct reports, participates in hiring, and ensures coverage for key responsibilities when absent.

Requirements

At least eight years of technical sales experience in the automotive industry.
Bachelor of Science degree in Engineering or Business; Engineering is preferred.
Prior experience managing a team effectively.
Advanced knowledge of Shape's manufacturing processes and materials.
Proven ability to build trusted relationships at all organizational levels, internally and externally.
Proven experience developing and driving sales strategy.
Ability to coach others in BPP, MPR, DFM, and VSM analysis.
Advanced proficiency in negotiation and stakeholder management.
Advanced proficiency in problem-solving and continuous improvement.
Advanced proficiency in Microsoft applications and a company ERP.
Prior experience supervising others.
Ability to travel domestically and internationally up to 50 percent of the time.

Nice To Haves

Master's degree preferred.

Responsibilities

Develop growth strategies by assessing competitive advantages and disadvantages of products and services.
Identify and develop new global and regional business opportunities.
Prepare and deliver business cases for new global opportunities.
Develop and maintain customer relationships, particularly with purchasing, engineering, and advanced product development contacts.
Lead customer LTA negotiations and commercial pricing strategy discussions.
Deliver customer presentations and price breakdowns.
Provide technical support to customers and resolve disputes and escalations.
Manage customer account information, including cadence charts, organization charts, customer debits and credits, and customer scorecards.
Verify retroactive pricing debits and credits upon receipt of purchase orders and communicate with finance.
Evaluate quoted prices when specifications change.
Review and resolve cost discrepancies involving raw materials, purchased parts, and purchased operations.
Conduct tool invoicing and maintain quote records for all projects.
Help drive business unit strategic planning.
Contribute to competitor, market trend, and cost benchmarking analyses, as well as sales forecasting and budgeting.
Manage cost optimization actions to maximize profitability.
Review and scrutinize Plex inputs and outputs with the account financial manager.
Complete NPV/IRR analyses and advanced product development inputs.
Leverage EC management to improve IRR and margins.
Support BPP phases and challenge engineering design assumptions.
Execute VAVE strategy internally and with customers.
Manage the win/loss database.
Identify new applications for existing Shape product and process technology.
Collaborate with Shape SAP and JV partners.
Conduct timely and complete performance evaluations of direct reports and ensure evaluations are completed for indirectly supervised team members.
Assess direct reports' skills and development needs, and mentor and develop them.
Manage the interview and selection process for new candidates.
Identify and train backup personnel for key tasks during absences.
Perform additional functions as directed by the leader.