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About the Role

As a Business Development Manager (BDM), you will define and implement the strategic direction and product roadmap for the Industrial segment of ITW Performance Polymers, focusing on Specialty Adhesives & Potting & Encapsulation products. This role requires an entrepreneurial spirit, hunter mindset, strategic planning skills, and persistence to develop new opportunities and drive growth within a market-leading Fortune 300 organization.

Responsibilities

Expand the ITW Bonding & Encapsulation business in the Transportation and General Industrial market, taking ownership of delivering results and growth.
Develop and manage new business for a defined period before handing over to Key Account Management.
Define and execute strategic plans for current and target key accounts to achieve business objectives and annual plan targets.
Implement plans and coordinate business to achieve growth targets with specialized direct clients/applicators.
Identify influencers and key decision makers at customer locations.
Identify customer pain points, new sales opportunities, customer expectations, and suitable projects.
Develop relationships and drive specifications with prospective owners, distributors, engineers, purchasing, and other decision makers in the Industrial market.
Align and tailor customer messages with each person/department involved.
Nurture relationships at all levels to aid in new project acquisitions.
Review and negotiate terms and conditions with new customers, ensuring alignment with company policies.
Determine sales price objectives based on market knowledge and negotiate prices with customers.
Handle negotiations for modifications related to technical aspects, volumes, raw materials, and inflation.
Maintain current competitor/market information to support strategic planning and business development.
Recommend initiatives to drive competitive differentiation.
Cross-collaborate with sales, application engineers, product development, market strategy, and other business functions to drive concepts and execution from Business Case to Go-to-Market launch.
Initiate and conduct actions to submit acceptable quotations within time limits.
Develop ideation projects arising from key industry mega-trends and top customer innovative building products.
Utilize SalesForce.com for sales information analysis and managing sales processes.
Represent the company at trade shows and association meetings.
Promote, support, and adhere to all safety, environmental, and quality-related policies and procedures.

Requirements

8+ years of experience in Sales with a proven track record of growing revenue over assigned targets.
5+ years of experience in the Automotive, Transportation, and/or General Industrial Market.
Successful business development experience with proven results.
B2B experience with Automotive OEMs and Tier I Suppliers selling engineered and technical products.
A proven track record of driving a portfolio of innovative diversified products is preferred.
Strong knowledge and demonstrated practice of Sales Excellence.
Excellent communication, both oral and written, and strong presentation skills.
Highly organized and efficient, able to meet tight timelines while being a proficient multi-tasker.
Demonstrated ability to build productive business relationships, to influence and negotiate with key accounts.
Technical knowledge about structural adhesives is a plus.
60+% travel required; reside near a major airport.

Skills

Entrepreneurial spirit
Hunter mindset
Long-term strategic planning
Persistence
Relationship focused
Networking
Self-starter
Team player
Prioritization
Adaptability
Pivoting strategy
Sales Excellence
Communication (oral and written)
Presentation skills
Organization
Efficiency
Multi-tasking
Building business relationships
Influencing
Negotiation
SalesForce.com utilization

Location

Reside near a major airport

Work Type

Full-time

Experience Level

8+ years of experience in Sales
5+ years of experience in the Automotive, Transportation and/or General Industrial Market

About the Company

ITW Performance Polymers is a division within a market-leading Fortune 300 organization.
ITW has an environment shaped by its decentralized, entrepreneurial culture.
ITW offers flexibility within the framework approach.
ITW is committed to providing growth and development opportunities.
ITW's culture empowers employees to think and act like business owners.
ITW operates with a 'One ITW/One Team' philosophy.
ITW lives by its Core Values: simplicity, sharing risk, integrity, respect, and trust.