Technical Business Development Manager

POSITION SUMMARY:

At PennEngineering, we innovate and collaborate to make the world a better place. You can contribute to work that matters with a company where diversity, equity and belonging are shared values. We're committed to fostering an environment for every employee that's welcoming, respectful and inclusive, with great opportunity for professional growth. Find your future with us.

PennEngineering is seeking a motivated, excited, individual to be a part of the PROFIL Team. As the Technical Business Development Manager at PennEngineering, you'll collaborate with teams that do truly amazing things.

Join us as we build the future in Manufacturing and Engineering!

Perks and Benefits:

• Medical & Employer Paid: Dental and Vision
• Parental Leave
• 401k and Employer Match
• Paid time off and holidays
• Tuition reimbursement
• Paid On the Job Training
• Performance incentive bonuses
• Community Volunteering
• Talent Referral Bonus Program
• Employee Centric Culture

WHAT YOU WILL DO:

Develop and expand the company's presence within the automotive industry by cultivating strong relationships with OEMs and Tier suppliers, providing technical expertise, and delivering innovative fastener solutions that meet the evolving needs of the industry. The goal is to achieve revenue targets and enhance the company's reputation as a preferred partner for automotive fastener solutions.

Market Analysis and Strategy Development:

• Conduct market research to identify potential clients and industry trends.
• Develop and implement strategic business development plans to achieve sales targets and expand the customer base.
• Identify opportunities for product line expansion and diversification.

Cold Calling:

• Target Identification: Skillfully identifying and segmenting potential leads based on industry, business size, needs, and purchasing behavior.
• Background Research: Conducting thorough research on prospects to understand their business, challenges, and potential fit for your offerings.
• Crafting a Compelling Intro: Creating a powerful and succinct value proposition that captures attention within the first few seconds.
• Understanding Needs: Skillfully listening to the prospect's responses to identify pain points, needs, and opportunities.
• Reframing Objections: Skillfully handling common objections (e.g., budget constraints, satisfaction with current suppliers) by reframing them to highlight the advantages of your solution.

Client Relationship Management:

• Build and maintain strong, long-lasting relationships with key decision-makers at OEMs and Tier suppliers.
• Understand client needs and collaborate with engineering teams to develop customized solutions.
• Conduct regular meetings with clients to present new products, provide technical support, and discuss project developments.

Technical Expertise and Solution Development:

• Serve as the technical liaison between clients and the company, ensuring a clear understanding of technical specifications and requirements.
• Collaborate with internal teams to develop innovative fastener solutions that meet client demands and industry standards. Stay informed about advancements in fastener technology and automotive industry trends.

Sales and Revenue Generation:

• Prepare and present proposals, quotes, and contracts to prospective clients.
• Negotiate terms and conditions to close deals successfully.
• Track and report on sales performance metrics and adjust strategies as needed to meet objectives.

Cross-Functional Collaboration:

• Work closely with the product development team to provide input on new product designs and features.
• Coordinate with the marketing team to develop promotional materials and organize industry events.

Understanding the Customer's Environment:

• Operations: Understand the daily workflow and operational challenges.
• Engineering: Dive into technical requirements and system compatibility.
• Supply Chain: Ensure the solution aligns with inventory management and logistics.
• Management/Finance: Assess ROI, total cost of ownership (TCO), and budget constraints.
• Ensure buy-in from all relevant stakeholders by clearly communicating the benefits of the integrated solution.

Comprehensive Solution Design:

• Exhibit a strong curiosity and drive to understand and solve customer challenges
• Seek out new methods and technologies to enhance product offerings and customer satisfaction.
• System Architecture: Design a system architecture that integrates all necessary components to work seamlessly together.
• Scalability: Ensure the system is scalable to adapt to future growth or changes in manufacturing processes.
• Cross-functional Workshops: Hold workshops that bring together all teams to discuss requirements, integration points, and expectations.

Brainstorming - Facilitating Collaboration:

• Team Engagement: Proficient in bringing diverse teams together, encouraging open sharing of ideas, and fostering an inclusive environment where all team members feel comfortable contributing.
• Diverse Perspectives: Actively seeking input from various departments (R&D, DREs, Advanced Manufacturing, and Operations) to gain a holistic view of problems and potential solutions.
• Clear Objectives: Setting clear goals for brainstorming sessions to maintain focus and ensure productive outcomes.

Demonstrating the Solution's Value:

• Prototypes and Demos: Develop a prototype or pilot project to demonstrate how the integrated system will function in the customer's environment.
• Conduct live demonstrations that involve all relevant teams, showing how the system meets their unique needs while working together cohesively.
• Tailored Presentations: Prepare presentations that highlight specific benefits for each team, such as operational efficiency for Operations, technical reliability for Engineering, or cost savings for Management.

Continuing Education and Advocacy:

• Provide training and support to clients on product usage and benefits.
• Represent the company at industry conferences, trade shows, and other networking events.

WHAT WE ARE LOOKING FOR:

• Bachelor's degree in engineering or a related field. A master's degree is a plus.
• Minimum of 10-15 years of experience in technical business development or technical account management within the automotive industry, preferably with a focus on fasteners or related components.
• Proven track record of achieving sales targets and developing strategic partnerships with OEMs and Tier suppliers.
• Strong technical background with the ability to understand and communicate complex engineering concepts.
• Excellent communication, negotiation, and interpersonal skills.
• Proficiency in using CRM software and MS Office Suite.
• Willingness to travel frequently to meet clients and attend industry events.

Our commitment to Diversity, Equity and Belonging (DEB) endeavors to create a safe space for all employees and customers, regardless of age, race, sex, gender identity, national origin, or religion. We lift up voices and opinions by creating a respectful work environment where difference is valued, and we are doing our part to build towards a greater society where diverse points of view are celebrated.