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. The role focuses on systems integrators, OEM machine builders, and end-user manufacturers deploying automated assembly lines. The manager partners with Territory Sales Engineers, application engineering, and product management to develop integrated, automation-compatible solutions, and serves as Branson’s primary growth engine in the automation segment. The position requires knowledge of automated assembly system design, robot integration, and the decision dynamics of both end users and integrators. The manager develops market-specific value propositions, builds relationships with engineering, integration, and procurement stakeholders, and leads application discovery and solution development. The role also manages the business development cycle from lead identification through program design and commercial proposal, then hands opportunities to account management. The manager works with application engineering and product management on product requirements and roadmap input, supports automation-focused sales resources, and represents Branson at industry events. The preferred work location is Novi, Michigan, though select internal candidates may perform the role from their current work location. Travel within the assigned territory or accounts is expected 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, including the ability to manage complex, long-cycle sales processes to close.
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.
Legal authorization to work in the United States; visa sponsorship will not be granted.

Nice To Haves

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.
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 a business development strategy for the industrial automation segment across the Americas, targeting systems integrators, OEM machine builders, and end-user manufacturers.
Identify and prioritize opportunities to incorporate Branson welding or precision cleaning technology into automated assembly platforms.
Build relationships with integrators and machine builders to establish Branson as a preferred joining and cleaning technology partner and influence standard configurations and vendor status.
Develop market-specific value propositions and ROI tools quantifying cycle time, quality, scrap reduction, and integration benefits.
Build strategic relationships with engineering, integration, and procurement decision makers and advise them on automation technology.
Lead application discovery, reviewing machine line designs, cycle-time requirements, part geometry, and material specifications to recommend 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; maintain complete CRM records.
Develop expertise in Branson ultrasonic and vibration welding system interfaces, including discrete I/O, PROFINET, EtherNet/IP, and data output for automated cell integration.
Work with application engineering and product management to define automation-specific product requirements and provide market input to the product roadmap.
Evaluate solutions for complex multi-station, 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 support.
Coordinate pursuit strategies with Territory Sales Engineers on large automation programs, aligning messaging and 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 to develop automation-specific content, integration guides, product selection tools, and trade show demonstrations.
Represent Branson at automation and manufacturing technology events, including 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.

Benefits

Medical insurance plans
Dental coverage
Vision coverage
Employee Assistance Program
401(k)
Tuition reimbursement
Employee resource groups
Recognition programs
Flexible time off plans
Paid parental leave
Vacation leave
Holiday leave
Career development support through mentorship, training, and leadership opportunities