Business Development Analyst

Business Development Analyst

Location:

Baltimore/Washington D.C.

Category

Sales & Business Development

Division

Intralox

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Intralox has an opening for a Business Development Analyst in its Logistics and Material Handling business unit, which sells industry-leading material handling equipment to the world's largest e-commerce, parcel and postal companies. E-commerce continues to change the way that consumers and businesses purchase and ship products, and the world's logistics networks need to adapt accordingly. Leading global companies rely on Intralox to safely get packages to your door.

The team needs an experienced Business Development professional to help steer the business unit's growth trajectory, with a focus on profitably expanding three of the company's highest priority and most strategic accounts. The Business Development Analyst will execute the responsibilities outlined below to pursue multiple growth sources, including but not limited to cross-selling existing offerings, developing new products and services, and strategically managing pricing. This role will report to the Product and Business Development Manager for Logistics and Material Handling.

Intralox is a division of Laitram, L.L.C., with an extensive portfolio of innovative conveyance solutions and services that improve lives and optimize businesses worldwide.

Our global workforce of over 3,000 employees in 20+ countries consist of reliable problem solvers, continuously developing and directly delivering solutions that have driven our customers' growth worldwide for more than 45 years.

Intralox was founded on the principle of doing the right thing, by treating customers, employees, and suppliers with honesty, fairness, and respect.  We invest heavily in these values and aim to practice our business philosophy principles every day, which is why we have been consistently recognized for innovation and workplace excellence. We believe in the power of a good idea no matter where it comes from, using trust as the foundation to how we work, and that self-managed people are our greatest asset.

Responsibilities:

• Research and Analysis
• Conduct primary research through customer site visits, surveys, interviews, and conversations with account managers.
• Perform secondary research using industry reports, articles, and other sources to gather market insights.
• Segment markets and identify specific value pockets with high growth potential.
• Identify emerging trends and shifts in the market to inform strategy, such as parcel volume and market share changes.
• Opportunity Identification and Validation
• Analyze market gaps to identify underserved needs that align with the company's product and service offerings.
• Evaluate various opportunity types, such as leveraging existing products and services, untapped customers, services and parts for the installed base, product improvements, new applications, new regions, and new market verticals.
• Prioritize opportunities based on potential value and alignment with company strategy, resource availability, and customer demand.
• Validate customer demand through engagement with stakeholders.
• Cross-functional Collaboration
• Ensure all teams are aligned on business development initiatives.
• Coordinate efforts to refine go-to-market strategies and ensure product-market fit.
• Help develop and execute strategic initiatives for new products and market entries.
• Sales, Product Management, R&D, and Solutions Development are key collaborators.
• Value Proposition, Business Case Development, and Selling
• Build detailed business cases that support investment decisions.
• Perform total cost of ownership (TCO) and return on investment (ROI) analyses to evaluate the financial viability of pursuing an opportunity.
• Craft a clear, compelling value proposition for each opportunity, outlining how it addresses customer pain points and delivers quantifiable value.
• Identify potential risks (e.g., market, competitive, technological) and mitigation strategies.
• Present the business case to internal stakeholders to gain alignment and support.
• Sell to customers.
• Customer and Partner Engagement
• Develop customer relationships to understand their needs, challenges, and feedback.
• Identify and develop relationships with potential acquisition targets and strategic partners.
• Spend time at customer facilities to observe and better understand operational processes and areas where the company can provide added value.
• Participate in industry trade shows to represent the company and gather market intelligence.

Requirements:

• Bachelor's degree.
• 5+ years of professional experience, with a focus in new business development. Preference for experience in industrial automation.
• Proven track record of identifying, prioritizing, developing, and executing strategic initiatives in a fast-paced environment.
• Experience in conducting market analysis and analyzing market data.
• Excellent written and verbal communication skills.
• The ability to lead a team with proven presentation skills.
• This position is based in Intralox's Hanover, MD office. The individual is expected to work on-site four days per week, with flexibility for remote work when traveling for business purposes.

EOE/M/F/Vet/Disabled

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