Business Development Manager, IA

NORMA GROUP•Auburn Hills, MI

72d•Hybrid

About The Position

This role will represent the Company to current and potential Customers for Industry Applications (IA) and outsiders as well as develop constructive and cooperative working relationships with others both cross functionally and internally.

Requirements

BS or BA degree from accredited university; with technical or business elements.
Eight or more years' experience in sales in a manufacturing / Distribution / Dealer industry.
Experience selling manufactured products to OEs and Tier 1s.
Demonstrated results achieved in developing new markets, channels, and new customers.
Ability to effectively use Microsoft Office products Excel, Word, PowerPoint, Outlook

Nice To Haves

Specific experience in the Plumbing, Infrastructure, Data Centers, design/spec-in selling,
Specific experience in dealing with PPAPs and using performance testing as a selling feature.
Supply Chain experience e.g. fulfilment, packaging, labeling, etc.
Managing salespersons
Marketing / promotional experience
Ability to effectively use Microsoft (or similar) ERP and CRM Products

Responsibilities

Identify and contact new and existing customers to discuss their needs and to explain how these needs could be met by specific NORMA products and services.
Strong sales record and relationships with specifying engineering firms within the plumbing, new Energy and Data Center segments.
Emphasize product features based on analyses of customers' needs and on technical knowledge of product capabilities and limitations.
Develop Industry Applications sales channels within the above segments by prospecting, proposing, and closing new customers, including the development of certain key customers within assigned market. Uses push strategy.
Market through direct selling activities, customers selection criteria (i.e., brand name, pricing, the availability of products, on-time delivery, customized packaging, marketing support, etc.). Gather market intelligence to strengthen Company's distribution position, including product improvements, new products, new markets, anticipated competitive threats or actions.
Work with internal departments to ensure NORMA Group prospects and customers benefit from NORMA Group strengths (i.e., distribution network, product availability, etc.)
Assure customers are properly served to meet sales goals. Facilitate the execution of Industry Applications products for customers, such as testing, packaging, other ongoing support.
Point of contact for customers. Identifies and resolves customer concerns and executes correction strategies.
Demonstrated skills in understanding key business metrics and how to develop strategic insights from the data to drive actions and sales plans.

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