Senior Business Development Manager

Heartland•McHenry, IL

1d•Onsite

About The Position

Heartland is seeking a Senior Business Development Manager to help drive the next phase of growth in our AIDC solutions business. This role is focused on building new customer relationships, creating opportunities, and bringing new business to Heartland across barcode scanning, mobile computing, RFID, POS, AI-enabled data capture, network, and infrastructure solutions. This is a true new business development role. You will develop your territory, identify prospective customers, build relationships with key decision makers, and manage opportunities from prospecting through close. You will not inherit an established book of business; you will be expected to open doors, build your pipeline, and earn the business. If you enjoy building new business, winning competitive deals, and connecting technology solutions to real customer challenges, we'd like to hear from you. We're looking for someone who can sell technology by understanding people and their business; not simply someone who knows how to sell hardware.

Requirements

5+ years of business development or new-business sales experience within the AIDC industry (barcode/scanning, mobile computing, RFID, or POS hardware and solutions).
A demonstrated track record of hunting and closing net-new logos; not just growing existing accounts.
Working knowledge of leading AIDC OEMs (e.g., Zebra, Honeywell, Datalogic) and how their ecosystems and partner programs operate.
Comfort selling both hardware and value-added services (deployment, managed services, software, support) as a bundled solution.
Strong consultative and financial acumen; able to build a business case around throughput, labor savings, error reduction, and total cost of ownership.
Willingness and ability to travel extensively within an assigned territory to meet prospects face-to-face.
A competitive, self-starting mindset; you set your own daily activity standard and don't wait to be told to prospect.
A confident, self-directed approach to sales. You take initiative, create your own opportunities, and know how to balance persistence with a thoughtful, consultative approach.
Strong communication and relationship-building skills, with the ability to establish trust quickly and communicate effectively with both technical and business audiences.
A results-oriented mindset. You are motivated by winning new business, but you also understand that the best sales relationships are built on credibility, trust, and delivering value.

Nice To Haves

Existing rolodex of AIDC end-user or channel contacts in your territory.
Exposure to AI-enabled data capture, computer vision, or emerging automation technologies.
Experience selling in a solutions/VAR or systems-integrator environment rather than direct OEM.
Experience selling complex technology solutions with multiple stakeholders and longer sales cycles.

Responsibilities

Build and manage a pipeline of new prospective customers across target verticals (retail, warehouse and distribution, manufacturing, transportation & logistics, and healthcare).
Develop and execute a disciplined outbound business development strategy through prospecting, networking, LinkedIn/social selling, trade shows, referrals, and relationships with technology and OEM partners.
Identify and qualify new opportunities that align with Heartland's Ideal Client Profile and solutions.
Build credibility with prospects by understanding their business, asking thoughtful questions, uncovering challenges, and identifying opportunities where Heartland can create measurable value.
Run full-cycle new business sales: discovery, solution design (with pre-sales engineering support), proposal, negotiation, and close.
Position hardware, software, and managed services solutions across scanning, mobile computing, RFID, and POS as an integrated value proposition, not a single-SKU sale.
Navigate multi-stakeholder deals (IT, operations, finance) and build compelling business cases tied to throughput, accuracy, labor cost, and ROI.
Build relationships at multiple levels of an organization, from operational leaders and technical teams to executive decision makers, and confidently guide customers through complex buying decisions.
Stay fluent in AIDC industry trends: RFID adoption curves, AI-enabled vision/data capture, and shifts in OEM technology roadmaps.
Understand how Heartland wins: where we out-execute competitors, where our partner ecosystem gives us an edge, and how to position against incumbent providers.
Bring market intelligence back to sales leadership to sharpen targeting and messaging.
Stay curious about emerging technologies and be able to translate technical developments into meaningful business opportunities for customers.
Maintain rigorous CRM discipline; accurate stages, next steps, and close dates.
Forecast new logo bookings with credibility and hit or exceed quarterly and annual new-business.
Take ownership of your pipeline and results while maintaining a high level of accountability and follow-through.