Business Development Manager

MultiTech•Mounds View, MN

23d

About The Position

The Business Development Manager designs and executes strategies to drive new market engagement, sales, and revenue growth for MultiTech. The role identifies opportunities to bring the company’s products to new customers and markets and develops those opportunities into strategic relationships. It works closely with Sales, Sales Enablement (including Marketing), Product Management, and Operations to grow revenue through new products, markets, customers, and partners. The manager owns the sales cycle for new Enterprise and Mid-Market accounts, from prospecting and discovery through proposal, negotiation, and close. The role develops a pipeline across target markets such as Smart Buildings, Smart Cities, Healthcare, Industrial Automation, Agriculture, and Retail; engages stakeholders at all levels; maintains CRM and forecasting accuracy; and develops and executes deal strategies. It also delivers product demonstrations and presentations, negotiates contracts, provides competitive and market insight, and maintains knowledge of MultiTech’s products and the IoT market. Success measures include five net-new logo wins and $10 million in closed revenue each year, 80% of pipeline being self-generated, and a 12-month ramp to full quota run-rate. The position requires extensive travel using all modes of transportation and a valid passport. The work is generally in an office environment; the Minnesota facility also includes a manufacturing environment with specified safety requirements and restrictions.

Requirements

At least 5 years of B2B sales experience, including acquiring net-new customers in a complex technology environment.
A proven record of consistent quota attainment and closing large, complex, high-value deals of $1 million or more.
Familiarity with the LoRaWAN network ecosystem.
Strong business acumen and a consultative, solution-based sales methodology.
Ability to generate and analyze compelling reports, present ideas and analysis effectively, and present strategic solutions to drive sales and revenue.
Strong outbound sales discipline and experience.
A solid understanding of the M2M and IoT market, including products, players, and technologies.
Excellent written and verbal communication skills, particularly persuasion and influence.
Exceptional customer focus and commitment to delivering quality solutions and building strong customer relationships.
Ability to work independently and as part of a team.
Ability to travel extensively.
ERP/CRM systems experience.
Experience with Microsoft Office, including Outlook, Excel, and PowerPoint.
Ability to lift up to 25 pounds.
Valid passport.
Bachelor’s degree in business, marketing, or a related technical field preferred; equivalent experience considered.

Nice To Haves

Bachelor’s degree in business, marketing, or a related technical field; equivalent experience is considered.

Responsibilities

Own and drive the sales cycle for new Enterprise and Mid-Market accounts, from prospecting and discovery through proposal, negotiation, and close.
Identify, qualify, and develop a pipeline of net-new opportunities across target markets, including Smart Buildings, Smart Cities, Healthcare, Industrial Automation, Agriculture, and Retail.
Engage stakeholders at all levels, from C-suite through purchasing, to understand business problems and map them to MultiTech solutions.
Maintain accurate CRM deal information and updates, revenue forecasts, and visibility for leadership.
Screen leads by analyzing market strategies, deal requirements, revenue potential, and financials.
Determine and execute deal strategies by assessing alignment with company strategies and operations, risks and opportunities, and customer needs and goals.
Plan, create, and deliver product demonstrations and presentations.
Close new business by coordinating requirements, developing and negotiating contracts, and integrating contract requirements with business operations.
Understand the competitive landscape and provide feedback and expert insight to leadership and cross-functional teams to support profitable growth.
Maintain strong knowledge of products, features, and benefits to sell technical solutions.
Maintain current knowledge of the IoT market and technical solutions through educational opportunities, professional publications, networks, organizations, trade shows, and conferences.
Own and drive KPIs to meet targets and serve customers.