Senior Manager, Business Development & Key Accounts

Dover Corporation•Waukesha, WI

1d•$140,000 - $185,000•Remote

About The Position

Dover Precision Components is hiring a Senior Manager, Business Development and Key Accounts for our Waukesha Bearings brand. Waukesha Bearings is a leading designer and manufacturer of hydrodynamic fluid film bearings, active magnetic bearing systems and seals for high-performing turbomachinery and rotating equipment in oil & gas, power generation, marine and industrial markets. Our forward-thinking team is committed to leading the markets we serve through superior technology and operational excellence. This role is 100% remote with up to 50% travel to strategic customers in the United States. We are growing and poised for continued growth! WHAT YOU’LL DO The Senior Manager, Business Development and Key Accounts will work to identify opportunities for business expansion opportunities. This role will work to develop and manage relationships in strategic markets and accounts that identify and develop new customer growth and market share through competitive strategies. In this role, you will interface with customers at multiple levels (technical, commercial, and management) and deliver the value propositions of an engineered solution. If you are a result- driven business development professional with a record of achievement, demonstrating initiative and ownership of your business, we’d like to hear from you!

Requirements

Bachelor’s degree in engineering. Other degrees may be considered with relevant work experience.
15+ related experience in business development roles in related engineered products industry, with preference for turbomachinery and OEM sales experience.
Demonstrated ability to build and maintain business relationships to grow market share and ensure “Trusted Advisor” status.
Technical knowledge of principles and methods for showing and promoting products or services.
Collaborative style with unquestioned integrity with the ability to bring a high level of energy and enthusiasm across the team.
Demonstrated ability to inspire and develop collaboration amongst cross-functional teams.
Excellent written and oral communication skills coupled with the ability to manage a consultative business development process.
Excellent organizational skills to meet goals and set priorities.
Proficient with Microsoft Office suite including its use for commercial data analysis.
Strong analytical and problem-solving skills.
Abily to travel domestically up to 50% of the time.

Nice To Haves

Experience with sales in turbomachinery applications, rotating equipment (pumps, compressors, turbines, etc.) or reciprocating compressor components preferred.
Ideal industry experience would include Oil & Gas and/or Power Generation.
Existing relationship with oil and gas, power generation, marine, or other industrial manufacturers.
Experience in an environment of continuous improvement that includes the use of tools such as process analysis, Kaizen, and Lean techniques.

Responsibilities

Develop new opportunities by researching the territory and revisiting dormant accounts to identify potential customers through efficient prospecting and discovery
Screen and identify opportunities that fit the company's strategy and objectives developing those prospects through pre-sales, negotiation, and support phases.
Identify opportunities to introduce and improve business processes and practices, helping the organization to expand market share and growth.
Understand and align with the market drivers and strategy of major customers, while also providing feedback to the management team that will help inform the company's strategies for growth.
Monitor market conditions, and the competition, to increase market share and maximize business opportunities.
Collaborate with the supporting functions of the business along including operations leaders to develop, implement, and drive strategies for customer success and satisfaction.
Be a key agent for driving customer engagement within the organization.
Capitalize on opportunities to mentor and coach less tenured team members in the organization.
Strategically manage growth at existing and new/developing accounts.
Develop broad and deep relationships with customers' management, procurement and engineering staff.
Create and execute strategies in pricing and technical offerings based on a well-defined value proposition.
Move to position as value provider rather than commodity supplier and where appropriate, drive to achieve "Trusted Advisor" status – ensuring that the company remains first choice for any development projects requiring our engineered solutions.
Secure new opportunities by developing complete understanding of customer needs and overseeing the support of solutions developed by Engineering.
Manage the delivery of solutions including in-person presentations, calling on necessary support from other departments when required.
Provide regular and insightful customer and market feedback to the management team for business and market planning.
Maintain an understanding of competitive landscape and position and implement the appropriate pricing strategies.
Regularly acquire and submit forecast information based on customer business indicators and planning.
Utilize lean techniques for analyzing and improving process/workflow to continually improve service delivery.

Benefits

a 401(k) savings plan with employer contributions
medical, dental and vision insurance
wellness programs
health savings account, health care and dependent care flexible spending accounts
company paid short-term disability and long-term disability
company paid employee basic life and AD&D insurance
supplemental employee and dependent life insurance
optional accident, hospital indemnity and critical illness insurance
adoption, surrogacy, and fertility benefits and assistance
commuter benefits
parental, military, jury duty, and bereavement leaves of absence
paid time off
tuition assistance
business travel services
employee discounts
an employee assistance program that includes company paid counseling sessions and legal services