Columbus McKinnon

Business Development Manager

Columbus McKinnon • $80K — $120K *
US-AnywhereRemote in United States
Business Services
5 - 7 years of experience
Today
Be an Early Applicant
Job Overview by Ladders

Qualifications

  • Bachelor's degree in a relevant field preferred or equivalent experience
  • 5+ years of sales experience, ideally within E-commerce
  • Valid driver's license and passport
  • Capacity for 30% travel within Columbus McKinnon's global footprint
  • Technical knowledge of product applications and market dynamics

Responsibilities

  • Develop and maintain strong sales relationships with existing customers
  • Achieve sales goals while increasing market share and profit volume
  • Act as a technical resource for customer inquiries and product applications
  • Oversee customer training and development of trainers
  • Differentiate products by effectively communicating unique value propositions
  • Conduct site visits to demonstrate product usage
  • Mentor distribution personnel for competency in supporting the brand
  • Develop customer quotations and business strategies based on needs

Benefits

  • Access to ongoing professional development and training opportunities
  • Engagement in diverse and challenging work environments
  • Opportunity to build trusted relationships with established customers
  • Involvement in hands-on technical evaluations and site assessments
  • Mentoring opportunities that contribute to career growth
Full Job Description
Job Summary/Overview

The Business Development Manager will provide best-in-class service to our established customers by developing trusted relationships, taking an active role in business development, and managing their distributor and customer network for sales growth.

Essential Duties and Responsibilities

  • Develop and maintain positive sales relationships with existing customers and end users and visit potential new customers and end users to generate product interest and sell the company's products.
  • Ensure the company's sales goals are met in the assigned accounts, to include retaining and/or increasing market share, and sales and profit volumes.
  • Act as a technical resource to customers providing technical information regarding products and product applications and helping to address and resolve inquiries and problems regarding company products.
  • Responsible for providing product / application recommendations for project specifications.
  • Manage the customer training function, including oversight, coaching, and development of trainers.
  • Differentiate CMCO products and services from competition utilizing product and non-product factors, through both formal and informal scenarios.
  • Conduct end user site visits (with or without the distributor), and show willingness to work within environments where our products are used - plants, outdoor applications, climbing onto crane platforms or scaffolding, etc.
  • Takes an active role in coaching distribution personnel and evaluating their competency in the support of all CMCO brands, products, and services.
  • Responsible for providing product category and/or vertical market expertise.
  • Identify and maintain relationships within key end users and/or vertical markets of CMCO.
  • Develop customer quotations as needed, and review vs application requirements to ensure accuracy and effectiveness in meeting customer needs.
  • Provide relevant voice of customer feedback, and market specific information and maintain organizational alignment to the customer's needs.
  • Formulate business plans and strategies to manage and grow sales territory and mitigate conflict and grow overall vertical and end user market share.
  • Forecast and track key account metrics in support of growth.
  • Utilize all available sales tools, reports, data sources, and CRM to manage daily activity and provide required sales opportunity and forecasting input.
  • Responsible for qualifying and guiding timely closure of sales leads.
  • Collect and report trends and strategies of competitors, and ongoing customer feedback to Sales Management.
  • Actively seek out and participate in both formal and informal personal training opportunities, to maintain technical competency and remain current in technology and industry changes.
  • Mentor team members.
  • Perform other duties, tasks, and responsibilities as assigned by Sales Leadership.


Knowledge, Skills, Competencies, and Abilities

  • Maintain, exhibit, and promote Columbus McKinnon's Core Values.
  • Maintain technical competency and remain current in technology and changes in the industry.
  • While performing the duties of this job, the employee is occasionally exposed to wet and/or humid conditions; moving mechanical parts; high, precarious places including cranes over 90 ft high; outside weather conditions; and vibration.
  • Must be able to effectively communicate in both oral and written form; positively exchanging ideas, information, feedback, and directions.
  • Respects, understand and is sensitive to the diverse communication styles of various people/groups within different situations.
  • Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, customer specifications, blueprints and schematics, or governmental regulations. Ability to prepare reports, quotes, and business correspondence.
  • Ability to effectively present information and respond to questions from managers, customers, and other employees of the organization. Ability to negotiate sales contracts favorable to the organization.


Required Qualifications

  • Bachelor's degree in a job-related major preferred or equivalent experience required.
  • 5+ years of sales experience with E-commerce preferred.
  • Valid driver's license and passport required.
  • 30% travel within Columbus McKinnon's global footprint.


About Columbus McKinnon

Columbus McKinnon Corporation is a leading designer and manufacturer of material handling products, systems and services which efficiently and ergonomically move, lift, position and secure materials. Key products include hoists, cranes, actuators, rigging tools, light rail work stations, and digital power and motion control systems. The Company is focused on commercial and industrial applications that require the safety and quality provided by its superior design and engineering know-how.
Learn more about Columbus McKinnon
Size
3,224 employees
Market Cap
$906.9 million
Industry
Manufacturing & Automotive
Net Income
$8.7 million
Founded
1875
5 Year Trend
+7.3%
Revenue
$652.8 million
NASDAQ
CMCO
* Ladders Estimates

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