Strategic Account Business Development Manager

Kasa Companies•Detroit, MI

20h•Hybrid

About The Position

The Strategic Account Business Development Manager will be responsible for maintaining and growing Kasa’s book of business with current automotive end users, protecting existing accounts and surfacing follow-on opportunities. This role will also introduce Kasa to new automotive end users outside of the current account base, leveraging established relationships with decision-makers, engineering, and procurement leaders at other OEMs (e.g., Ford, Stellantis, Nissan) to secure new business. The position requires identifying, qualifying, and prioritizing new end-user accounts and integrator pathways to expand Kasa’s footprint across the automotive market. Collaboration with internal teams such as program management, estimating, and engineering is crucial for reviewing customer specifications, assessing technical fit, feasibility, and pricing strategy. The role also involves ensuring contractual alignment with new end users by coordinating early reviews of specifications, terms, and commercial requirements. A strong understanding of industrial controls systems, vendor communication for pricing and solution development, and client communication via various channels are essential. The Business Development Manager will develop and deliver customized written proposals, maintain confidentiality, and adhere to internal document control processes. Analysis of project financial history, development of sales strategies for lead generation and opportunity management, and effective funnel management are key responsibilities. The role requires achieving sales targets, maintaining strong customer relationships, and driving internal and external meetings. A general understanding of overall project financial performance and building deep, long-term relationships with end users and integrators are also expected. Compliance with safety policies, ISO QMS requirements, and operational procedures is mandatory.

Requirements

One-year certificate from college or technical school; or one to three years’ experience and/or training; or equivalent combination of education and experience required.
Experience with Microsoft Office, including Word, Excel, Outlook, and Teams required.
Ability to maintain an acceptable driving record (MVR).

Nice To Haves

Bachelor’s degree preferred.
Several years of business development, sales, and/or project management experience with Fortune 500 companies in the automotive industry (e.g., General Motors, Ford, Stellantis) strongly preferred.
Established network of relationships with decision-makers, engineering, and procurement contacts at automotive manufacturers beyond General Motors, with a demonstrated ability to open doors and create new business opportunities.
Familiarity with controls, automation, and/or electrical integration in a manufacturing environment preferred.
Resides in, or is willing to relocate to, the Detroit, Michigan metropolitan area preferred.

Responsibilities

Maintains and grows Kasa’s book of business with current automotive end users, protecting existing accounts and surfacing follow-on opportunities.
Introduces Kasa to automotive end users outside of our current account base, leveraging established relationships with decision-makers, engineering, and procurement leaders at other OEMs (e.g., Ford, Stellantis, Nissan) to get Kasa in the door.
Brings and actively cultivates a network of contacts at automotive manufacturers beyond General Motors to open doors for new business and new program awards.
Identifies, qualifies, and prioritizes new end-user accounts and integrator pathways that expand Kasa’s footprint across the automotive market.
Partners with the internal program manager, estimating, and engineering teams to review new customer specifications and assess technical fit, feasibility, and pricing strategy.
Ensures Kasa is contractually aligned with each new end user by coordinating early review of specifications, terms, and commercial requirements with internal stakeholders before commitments are made.
Understands and has knowledge of industrial controls systems.
Communicates with vendors regarding pricing, component selection and solution development.
Communicates with clients via phone, video conferencing, face-to-face meetings, and email.
Develops and delivers customized written proposals with relevant clarifications.
Maintains confidentiality regarding projects, pricing, and client communication.
Understands and adheres to internal document control and distribution processes.
Understands and interprets project specifications.
Understands contract drawings.
Understands risk assessment process.
Understands and interprets contracts.
Analyzes project financial history including material, labor, and profits.
Develops a sales strategy for lead generation and opportunity management in line with our strategic ambitions and long-term plan.
Develops and pursues profitable sales leads to achieve planned order intake and profit level in accordance with the sales strategy.
Uses Kasa’s CRM to its full potential by tracking customer information, account activity, logging calls, and maintaining sales funnel.
Develops an effective strategy based on a thorough assessment of the customer's decision-making process and using appropriate stakeholder management tools.
Conducts initial specification review and coordinate sales material, a pricing strategy, and the proposal content.
Negotiates contracts for awarded projects to a successful closing in line with the company's legal requirements.
Provides input to weekly/monthly departmental activity reports and manage sales documentation and data for Bid/No Bid decision making.
Pursues/maintains a healthy pipeline of opportunities and applies active funnel management.
Achieves sales targets.
Maintains and builds relationships and customer satisfaction that meets Kasa's standards.
Reads a Scope of Work for a system, understands what is required, and clarifies any scope of work, timing, or budget issues at the beginning of the project and as issues arise.
Drives internal estimate reviews, internal kickoff meetings, and external critical customer meetings.
Has a general understanding of overall project financial performance.
Builds and maintains deep, long-term relationships with the end users and integrators we serve, serving as a trusted partner across multiple projects and engagements.
Complies with safety policies, ISO QMS requirements, and operational procedures.
Participates in continuous improvement efforts including kaizens and quality escape procedures.