Business Development Manager - Jagemann Stamping

Business Development Manager

REPORTS TO: Vice President of Sales & Marketing

Summary

The Business Development Manager is responsible for the promotion and sales of all Jagemann Stamping Company products and services. This includes working with the sales organization to form and execute prospect plans for new clients and developing existing accounts through visits, engagement and influencing of the clients bid and decision-making processes. The BDM is the key point of contact for coordinating the quoting activity with customers and the Jagemann Stamping Company plant, submitting the RFQs and negotiating pricing. To ensure the highest levels of service, the BDM monitors quality and service issues with the clients and provides prompt feedback and escalation of concerns. The BDM is responsible for assembling the customers' forecast and ensuring the attainment of the budgeted revenue goals for the territory.

Essential Duties and Responsibilities include the following.

Reasonable accommodation for disabilities may be made for one or more of the following:

New Business Development:

• Identifies target customers in line with the agreed upon strategic plans through data analysis, market intelligence, trade show attendance, etc. Determines production / service needs, the total value of available business and future business potential.
• Utilizes networks, tradeshows, and other means to prospect and generate leads to support business development activities.
• Maintains an active Business Development Plan and Manages that BD plan in Sales Force.
• Manages the quotations process with the plant from the customer RFQ, through quote generation. Negotiates the pricing with the customer. Uses Sales force as the platform for logging, managing, monitoring, and communicating quote/opportunity activity.

Customer Relationship Management:

• Coordinates regular meetings with customers to monitor the relationship with respect to quality, service, and business development.
• Visit frequency will depend on the size of the business but at a minimum is once per quarter (for smaller accounts). Large accounts may be visited monthly or as frequently as needed to maintain a leadership position.
• Quarterly meetings and an annual leadership review will include structured feedback in presentation form covering quality, delivery, business planning and new opportunities.
• Provides feedback to plant management regarding any performance concerns which must be addressed. Follows up with plant management to ensure successful resolution.
• Escalates any unresolved issues or urgent customer concerns to the VP of Sales & Marketing, as required.
• Gathers data and monitors metrics such as quote rates, quote times, OTD, sales and bookings by customer and product line.

Commercial Strategy:

• Maintains a CRM database with relevant information of the customers, market share, product offerings & business potential. Uses network, trade shows, publication, and other complimentary resources to gain information on the market conditions and trends.
• Researches and analyzes competition. Gathers market intelligence and follows-up on possible competitive risks.
• Assembles forecasted sales plans to support the budgeting and strategic planning process.
• Reviews and defines customer risks including but not limited to market share, finance, and quality, annually.

Other Responsibilities:

• Maintain a working knowledge of safety policies and regulations to ensure duties of self and others are performed in a safe manner.
• While doing business, evaluates and implements opportunities to minimize waste and control impact on the environment - such as but not limited to reduction of document reproduction, environmentally sound product packaging, and storage.
• All employees are responsible for attending all training provided and for adhering to all HSE procedures, policies, and plans, conforming to reporting requirements, and safe operating procedures at all times.
• All employees are required to bring any known or suspected nonconformance for all company procedures or legal requirements to management's attention immediately.
• Continually seek opportunities to improve our HSE performance by establishing objectives and targets, measuring progress, and reporting our results.

Ways of working, Experience, and Behaviors

To perform the job successfully, an individual should demonstrate the following competencies:

• Goal Setting - Goals will be aligned on sales objectives defined by Jagemann Stamping Company executive management. All goals shall be achieved in compliance with our company values and policies.
• Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Places success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed; Recognizes accomplishments of team members.
• Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals. Follows the directions, instructions, and procedures of the Quality Management System.
• Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources. This includes adherence to the Jagemann Stamping Company travel policy.
• Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
• Planning/Organizing - High degree of self-motivation and goal attainment. Works with autonomy and low levels of supervision to execute business development plans.
• Professionalism - Is exemplary in behavior in representation of Jagemann Stamping Company. Presents a professional image to the customer and back to the manufacturing locations. Has a reputation for follow through and execution.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

• Bachelor's Degree from a four-year college or university or equivalent combination of education and experience.
• Minimum of 10 years' relevant experience in a technical sales environment.
• Strong leadership skills, including coaching, team building and conflict management ability.
• Experience developing and executing sales and marketing strategies for highly engineered technical products.
• Broad knowledge of metal stamping practices and manufacturing processes.
• Demonstrated problem solving skills necessary to deal with volatile, rapidly changing markets.
• Innovative and creative with strong negotiation and interpersonal skills that build successful strategic relationships.
• Comfortable interacting with high-level managers in large corporations.

Travel

This position requires frequent travel on a regular basis (>50%). All travel adheres to the Jagemann Stamping Company Travel Policy. Whenever possible, cost-saving measures should be taken.