Business Development Manager – Industrial Automation

Emerson•Novi, MI

About The Position

The Business Development Manager – Industrial Automation is a senior individual contributor responsible for identifying, developing, and closing new business opportunities for Branson Ultrasonics’ full technology portfolio, including ultrasonic, laser, vibration, and metal welding systems and industrial cleaning, within industrial automation. The role targets systems integrators, OEM machine builders, and end-user manufacturers deploying automated assembly lines where advanced welding, assembly, or precision cleaning can deliver measurable process and quality advantages. The BDM serves as Branson’s primary growth engine in the automation segment, partnering with Territory Sales Engineers, application engineering, and product management to develop integrated, automation-compatible solutions. Success requires fluency in automated assembly system design, robot integration, and the decision dynamics of end users and integrators. The position develops the industrial automation business across the Americas, builds strategic relationships with integrators and machine builders, identifies opportunities to incorporate Branson technology into automated assembly platforms, and manages business development from lead identification through proposal and handoff. It also supports technical discovery, feasibility studies, proof-of-concept demonstrations, product requirements, account and partner planning, pipeline forecasting, and customer and industry engagement. Preferred work location is Novi, Michigan; select internal candidates may be considered at their current work location. Travel within the assigned territory or accounts may be up to 50–60%.

Requirements

Bachelor’s degree in Mechanical, Electrical, Mechatronics, or Manufacturing Engineering, or a related technical field.
At least 7 years of progressive experience in technical sales, business development, or applications engineering in capital equipment, industrial automation, or advanced manufacturing.
Demonstrated success identifying, developing, and closing new business in direct sales or business development, with accountability for revenue and pipeline metrics.
Working knowledge of automated assembly systems, including robotic integration, PLC/HMI controls, vision systems, and inline quality monitoring in a manufacturing context.
Proficiency with CRM platforms such as Salesforce or equivalent for opportunity management, pipeline tracking, and forecasting.
Strong consultative and solution-selling skills, including mapping customer process requirements to technology solutions and building executive-level business cases.
Excellent written, verbal, and presentation skills, with the ability to engage and influence engineering, operational, and C-suite stakeholders.
Independence, self-motivation, and accountability, with the ability to manage complex, long-cycle sales processes through closing.
Proficiency in Microsoft Office 365, including Excel, PowerPoint, and Teams.
Willingness and ability to travel up to 50–60% within the assigned territory or accounts, including customer site visits, technical reviews, and industry events.
Legal authorization to work in the United States; visa sponsorship is not available.

Nice To Haves

Advanced degree such as an MBA or MS in Engineering.
Direct experience selling capital equipment, joining systems, or automation components to systems integrators, OEM machine builders, or industrial manufacturers.
Familiarity with Industry 4.0 concepts, traceability systems, and digital manufacturing integration, including data output, MES connectivity, and SPC as applied to joining and cleaning processes.
Experience managing integrator and channel partner ecosystems, including co-selling, joint solution development, and partner enablement.
Knowledge of ISO 9001, lean manufacturing, and Six Sigma quality principles as applied to automated assembly-line qualification and process control.

Responsibilities

Develop and execute an industrial automation business development strategy across the Americas, targeting systems integrators, OEM machine builders, and end-user manufacturers in consumer products, electronics, packaging, and general industrial sectors.
Identify and prioritize opportunities to incorporate Branson welding or precision cleaning technology into automated assembly platforms, replacing manual processes or competitive solutions.
Establish Branson as a preferred joining and cleaning technology partner among integrators and machine builders, building engineering-level relationships to influence standard configurations and preferred vendor status.
Develop market-specific value propositions and ROI tools that quantify cycle time, quality, scrap reduction, and integration benefits.
Build relationships with engineering, integration, and procurement decision makers and serve as a trusted automation technology advisor.
Lead application discovery, reviewing machine-line designs, cycle-time requirements, part geometry, and material specifications to recommend technically accurate solutions.
Collaborate with application engineers to scope feasibility studies, define robot integration requirements, and deliver proof-of-concept demonstrations.
Manage the business development cycle from lead identification through program design, commercial proposal, and handoff to account management, maintaining complete CRM records.
Develop expert knowledge of Branson ultrasonic and vibration welding system interfaces, including discrete I/O, PROFINET and EtherNet/IP fieldbus/Ethernet protocols, and data output capabilities for automated cell integration.
Work with application engineering and product management to define automation-specific product requirements and contribute market input to the product roadmap.
Evaluate and recommend solutions for complex, multi-station and multi-process automated assembly challenges using Branson’s portfolio and third-party integration partners.
Provide pipeline reviews, revenue forecasts, and program status updates to sales leadership.
Develop account and partner plans for key integrators and machine builders, documenting technology preferences, active programs, competitive landscape, and pursuit strategy.
Track project timelines, machine-line build schedules, and production startup milestones to forecast revenue and coordinate application engineering and customer service support.
Coordinate pursuit strategies with Territory Sales Engineers on large automation programs, ensuring consistent messaging and aligned commercial terms across integrator and end-user stakeholders.
Build a Community of Practice for territory sales engineers and application engineers serving automation, sharing strategy, competitive intelligence, customer drivers, and multi-site support.
Partner with product management, marketing, and application engineering on automation-specific content, including integration guides, product selection tools, and trade show demonstrations.
Represent Branson at automation and manufacturing technology events such as the ASSEMBLY Show, ATX, Automate, and Pack Expo.
Monitor competitive automation offerings, integrator partnership programs, and emerging assembly technology trends, and brief sales and product leadership.