In this capacity, the Business Development Manager - Industrial will have ownership of assigned Portescap Industrial Market verticals' business through the development and execution of the Strategic plan. Responsible for achieving revenue and margin targets. Support Product Management with the development of product roadmap. Accountable and responsible for targeted market and account cultivation, lead generation, lead management, and concept proposals within target markets. Support significant projects through the Accelerated Product Development (APD)/Tollgate Process. Maintain extensive knowledge of market conditions. Ownership of the brand positioning strategy to drive the creation of relationships and business opportunities across the assigned verticals.
Essential Duties and Responsibilities
Develop and execute the strategy for assigned Industrial Market verticals that will accelerate growth and increase Portescap market share. Build the corresponding 3 to 5 year financial plan. Own and communicate the strategy to drive organizational alignment and work with the functional leaders (Sales, PLM, Operations, and Marketing) for its successful implementation.
Manage and report on financial targets including the generation of and tracking of performance to a long-term revenue growth plan. Use Altra Business Solutions (ABS) growth tools to accelerate growth. Enable Portescap margin expansion and profitability targets through the effective selection and execution of commercial programs.
Drive development of funnel opportunities within the assigned Industrial Market verticals. Actively monitor funnel management activities.
Support the Accelerated Product Development (APD) process for targeted opportunities within the assigned Industrial Market verticals for a timely execution of NPD. Collaboratively work with Product Management and Sales to gather the market needs and competitive information to develop market based platform-products. Work with Engineering and PLMs for the development of customer proposals as well as new product specifications based on identified market needs. Provide guidance with regards to competitive pricing and landscape to enable accelerated growth and margin profile. Drive the evaluation of innovation opportunities through Engineering, the Technology group, Product Management, and close relationship/collaboration with customers.
With the support of the Technical Commercial Program Manager, develop and present business cases to the organization for custom-product program investments.
Maintains extensive knowledge of the Industrial Market verticals and their trends through participation at tradeshows, industry seminars, and Voice Of the Customer campaigns. Develop and maintain a market segmentation that highlights current/emerging trends and sustainable growth opportunities for Portescap.
Own and drive the execution of our Strategic Account Development process to penetrate targeted strategic OEMs and to position Portescap's capabilities to generate business opportunities early in customer's ideation process. Responsible to develop customer relationships at targeted OEMs.
Develop a brand positioning strategy to drive increased market leadership recognition.
Accountable and responsible for the generation of leads and new business opportunities with support from the Marketing team.
Evaluate significant opportunities outside of target markets, as identified by Sales, for investment worthiness. If determined worthy of investment, maintain ownership of program, determine the appropriate cross functional team, and communicate with the team to ensure adequate support for the program's success.
Accountable for customer proposals and concept approvals related to targeted opportunities within assigned Industrial Market verticals through the collaboration with cross functional team. Work with cross functional team through the feasibility stage of projects, and support funnel management activities through product launch.
Manage and work within an operating budget (Travels, Marketing).
Along with those identified above, other duties may be assigned.
Strong entrepreneurial nature with ambition to learn and manage a business
Capable of being both strategic and tactical.
Strong prospecting/networking skills with abilities to navigate and develop relationships at large OEMs.
Self-motivated, autonomous, proactive, and capable to collaboratively achieve through others.
Willing and capable to drive continuous improvements in various areas (personal, processes,..)
Capable to work in a metric based environment, culture.
Strong knowledge of the Industrial Markets space.
Strong ability to gather and connect customer/market insights.
Strong listener, able to report VOC without biased tint.
Ability to solve problems and to make fact-based decisions.
Knowledgeable of basic mechanical & electrical engineering fundamentals.
Ability to challenge status quo and to identify innovation opportunities.
Proven managerial responsibilities and associate development experience.
Financial analysis skills (budget, P&L, margin and ROI analysis, etc)
Altra Holdings, Inc.