Position Overview

The Business Development Manager is responsible for identifying, developing, and growing strategic customer relationships that align with Emtech's engineering and industrial automation capabilities. This role focuses on creating qualified opportunities, expanding existing accounts, and positioning Emtech as a trusted engineering partner.

Success comes from building credibility with engineering leaders, understanding customer technical challenges, and collaborating closely with operations and engineering teams to deliver practical solutions. This is a relationship-driven role that values long-term partnerships over transactional sales.

Primary Responsibilities

Strategic Business Development

• Identify and qualify new business opportunities within robotics, automation, manufacturing, industrial technology, aerospace, defense, and emerging engineering markets.
• Build relationships with engineering leaders, program managers, operations leaders, and executive decision makers.
• Develop account strategies for target customers.
• Research market trends and identify industries aligned with Emtech's capabilities.
• Represent Emtech at conferences, trade shows, networking events, and customer meetings.

Relationship Management

• Build trusted relationships before opportunities exist.
• Maintain regular communication with prospects and existing clients.
• Coordinate executive introductions when appropriate.
• Help customers understand where Emtech creates value.

Opportunity Development

• Qualify opportunities using agreed-upon sales criteria.
• Lead discovery meetings.
• Coordinate technical discussions with engineering subject matter experts.
• Work with operations to develop scopes of work, pricing, and proposals.
• Manage opportunities through the CRM pipeline.

Internal Collaboration
Partner closely with Engineering, Operations, Recruiting, and Leadership to ensure
opportunities align with Emtech's capabilities and resource availability. Bring opportunities to the organization-not promises that cannot be delivered.

Market Intelligence

• Monitor competitor activity.
• Identify emerging robotics and automation trends.
• Track customer investment areas.
• Recommend new markets worth pursuing.

Success Metrics

• Qualified opportunities created
• Pipeline value
• Customer meetings conducted
• Proposal activity
• Revenue generated
• Gross margin quality
• Customer retention
• Strategic partnerships developed
• Expansion within existing accounts

Required Qualifications

• Bachelor's degree or equivalent experience.
• 5+ years of business development, account management, engineering sales, or technical consulting.
• Experience working with engineering, robotics, industrial automation, manufacturing, or technology organizations.
• Excellent communication and relationship-building skills.
• Ability to understand technical concepts without necessarily being the technical expert.
• Strong organizational and CRM skills.
• Willingness to travel as needed.

Preferred Qualifications

• Experience selling engineering services or managed engineering solutions.
• Existing network within robotics, automation, industrial technology, or advanced
  manufacturing.
• Experience working with R&D organizations.
• Understanding of product development lifecycles.
• Familiarity with Amazon Robotics or similar industrial automation environments.
• Experience responding to RFPs and developing Statements of Work.

Key Competencies
Relationship Building, Strategic Thinking, Curiosity, Technical Aptitude, Executive Presence, Communication, Collaboration, Business Acumen, Persistence, Integrity, Self-Motivation.

What Success Looks Like
First 90 Days:

• Learn Emtech's services, capabilities, and differentiators.
• Build a target account list.
• Establish a consistent customer outreach cadence.
• Attend industry events and begin building relationships.
• Generate qualified opportunities.

First Year:

• Develop a healthy, diversified sales pipeline outside existing customer relationships.
• Help secure new strategic customers.
• Expand existing accounts.
• Become a trusted advisor to engineering and operations leaders.
• Establish Emtech as a recognized engineering partner in targeted markets.