Director, Business Development- Automation

Kenco • Chattanooga, TN

20d

About The Position

The Director, Business Development- Automation is to lead the growth of Operations & Maintenance (O&M) service offerings for automated material handling equipment (AMHE) customers. This senior role is responsible for generating new business opportunities, guiding customers through a consultative sales journey, designing tailored service solutions, and negotiating commercial and contractual agreements. This position will play a pivotal role in shaping the go to market strategy, influencing service design, and securing strategic partnerships that fuel rapid growth.

Requirements

• Bachelor's degree in Business, Supply Chain Management, Logistics, or related field required.
• 10 years of B2B service sales experience, with at least 5 years in automation, material handling, industrial services, or related sectors.
• Proven track record closing large O&M/service contracts or long term maintenance agreements
• Strong understanding of contract negotiation and commercial frameworks.
• Demonstrated ability to manage complex, multi-stakeholder B2B sales cycles from lead identification through contract execution, translating customer needs into service solutions that drive operational and financial value.
• Strong business acumen, including financial modeling, pricing strategies, and ROI driven commercial storytelling.
• Executive-level communicator capable of influencing stakeholders from facility operators to C-suite leaders, guiding customers through complex service discussions, building trust rapidly, and collaborating cross-functionally in fast-paced, evolving environments.
• Adept at uncovering customer pain points and crafting long-term partnership solutions by connecting technical capabilities to operational performance outcomes, simplifying complex service offerings into clear, compelling narratives.
• Entrepreneurial and customer-obsessed, with a trusted advisor mentality, strong initiative, and the resilience and discipline to navigate ambiguity while maintaining focus on outcomes.

Responsibilities

• Build and execute a strategic sales plan to grow service opportunities with customers operating material handling automation equipment and broader automation‑driven logistics environments.
• Generate leads through market research, networking, outreach, and industry presence.
• Identify, qualify, and cultivate new service opportunities across existing and emerging customers in the AMHE market.
• Develop and execute strategic account plans to expand service penetration and long‑term customer relationships.
• Lead discovery sessions to understand customer operational requirements, facility performance targets, maintenance challenges, and long‑term business goals.
• Translate insights into tailored O&M service solutions—including preventative maintenance programs, full‑service partnerships, staffed operations teams, performance‑based contracts, and modernizations.
• Build compelling service proposals that tie technical solutions to measurable business outcomes.
• Own the entire deal cycle from initial opportunity to contract execution.
• Build compelling value propositions that position the organization as the long‑term service partner of choice.
• Develop pricing structures, service scopes, and multi‑year O&M models that reflect startup agility while maintaining profitability.
• Lead all commercial discussions, including pricing strategy, contract structuring, service level agreements (SLAs), risk allocation, and multi-year agreement terms.
• Navigate procurement processes, legal negotiations, and executive approvals to close complex, high‑value service contracts.
• Partner closely with operations leaders to ensure service readiness, cost modeling, and seamless handoff to delivery teams.
• Provide market feedback, competitive intelligence, and customer insights to shape service offering evolution.
• Comfortably switch between strategic planning and hands‑on execution to drive results in a fast-paced, evolving environment.

Benefits

• Medical insurance including HSA, HRA and FSA accounts
• Supplemental insurance including critical illness, hospital indemnity, accidental injury
• Dental Insurance
• Vision Insurance
• Basic Life and Supplemental Life
• Short Term and Long Term Disability
• Paid Parental Leave
• 401(k)
• Paid Time Off approximately 2 weeks (accrual begins on Day 1 of employment)
• Employer Paid Holidays- 10 days

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 501-1,000 employees