What are the responsibilities and job description for the Business Development Manager position at Vanderlande Industries B.V.?
Job TitleBusiness Development ManagerJob DescriptionAbout VanderlandeVanderlande is the global market leader for value-added logistic process automation at airports, and in the parcel market. The company is also a leading supplier of process automation solutions for warehouses.Vanderlande's baggage handling systems move 3.7 billion pieces of luggage around the world per year, in other words 10.1 million per day. Its systems are active in 600 airports including 13 of the world's top 20. More than 39 million parcels are sorted by its systems every day, which have been installed for the world's leading parcel companies. In addition, many of the largest global e-commerce players and distribution firms have confidence in Vanderlande's efficient and reliable solutions.SummaryThe New Business Development Manager will develop new business opportunities and provide industry insight, working closely with marketing and sales teams to : qualify incoming leads, identify prospects, build interest, increase brand awareness, provide thought leadership, and manage ongoing efforts leading to qualified opportunities. Understand how to collaborate with advanced technology partners for business development strategies and drive success early in the sales process.Essential FunctionsSeek out "hunt" new opportunities and drive lead generation initiatives.Ability to identify the key stakeholders (decision maker, gate keeper, advisers and operators / users with potential prospects and determine their influence in the buying process.Develop target account lists within designated verticals.Execute tactical sales strategy and engage in prospecting efforts.Support sales teams with ROM Activities until sales handoff. Includes site visits, initial opportunity assessment, brainstorming concepts, and providing site tours.Engage with senior customer decision makers early in the vetting process, selling Vanderlande capabilities to solve their pain points and understanding if / how there is a fit.Support trade shows & speaking engagements. Attend required trade shows & speaking engagements as requested. Prospect prior to and post-show.Provide thought leadership on market trends, gaps in the market Vanderlande should address, and work with Marketing as necessary.Have a strong commercial understanding as the basis for value-based selling (e.g. ROI, payback period, NPV calculations).Conduct market research.Required Skills & QualificationsBachelor's degree (a degree in an Engineering Discipline a plus)2 years of experience in a similar role.Strong understanding of operations & material flow.Confident customer presentation skills.Ability to : Visit customer sites and identify opportunities, brainstorm solutions / discuss industry trends, confidently engage with senior leaders internally and externally. Identify customer needs, pain points, buying process.Strong networking capabilities.Strong technical aptitude / technical sales experience.Strong understanding of material handling and information flows within warehousing & manufacturing operations.Capability to create high-level ROM concepts utilizing resources and tools provided.Creative thinking / problem solving.Think "Big" mentality.Strong organizational skills, ability to manage several objectives in parallel.Technical sales experience in the industrial sector a plus.Material Handling automation design and sales experience a plus.Travel RequirementsBusiness travel to client sites and vendors 25%
