The Business Development Manager (BDM) for Mills & Metal Makers (M&M) markets is a strategic role focused on driving revenue growth. This position involves establishing and maintaining relationships with existing customers, researching and identifying new business opportunities, and generating and following up on leads within the Mill market.

Key responsibilities include managing sales activities, with an emphasis on nurturing relationships with new and existing customers. The BDM will work to expand the company's presence in key markets such as aerospace, space, defense, power generation, and nuclear, all of which require high-quality, third-party testing services.

In this role, the BDM will represent the full range of Laboratory Testing, LLC. (LTI) products and services to assigned customers. They will lead customer account planning efforts and ensure that the company meets or exceeds customer needs and expectations. The ideal candidate will possess a combination of technical expertise, business acumen in this industry, and relevant experience.

RESPONSIBILITIES:

• Account Ownership: Manage and grow accounts within the Mills markets, focusing on revenue growth by identifying and closing business opportunities.
• Prospecting & New Business Development
  1. Proactively identify and engage new prospective customers within the Mills & Metal Makers markets through a structured outreach process which lives in our CRM (Hubspot)
  2. Build and maintain a target prospect list; consistently execute outbound calls, emails, and LinkedIn outreach.
  3. Develop new relationships within assigned accounts, expanding contacts across engineering, procurement, quality, and executive levels.
  4. Leverage trade shows, industry events, and digital prospecting tools to generate new opportunities.
  5. Follow disciplined activity metrics to ensure a steady flow of qualified opportunities entering the sales pipeline.
  6. Own and protect dedicated prospecting time each week to ensure consistent pipeline growth.
• Relationship Building: Establish and maintain strong professional relationships with key personnel at various levels within assigned and new accounts.
• Transactional Account Focus: Identify existing contracts and programs, and work towards developing long-term agreements (LTAs) with the ability to forecast year-over-year revenue growth.
• Technical Project Focus: Engage with engineering and technical teams at customer organizations to leverage LTI's technical expertise, expanding relationships and securing new business.
• Sales Pipeline Management: Oversee the entire sales process, from prospecting to opportunity closure, including the development of strategic account action plans.
• Cross-Functional Coordination: Collaborate with internal teams, including support, service, and management, to meet account performance objectives and fulfill customer requests.
• Industry Engagement: Attend and participate in industry-related trade shows and conferences to build customer relationships, prospect new business, and stay informed on industry trends.
• Market Analysis: Monitor industry trends to identify opportunities for expanding capacity, capabilities, or obtaining new approvals relevant to Mills markets. Quarterly projections for the current customer based are required to align resources.
• Sales & Marketing Alignment: Work closely with the marketing department to ensure alignment on sales and market strategies that support corporate goals.
• Target Achievement: Meet assigned targets for profitable sales volume and achieve strategic objectives within assigned accounts.
• Competitive Intelligence: Stay informed on competitive landscape by gathering information on pricing, products, delivery, and other relevant factors.
• Additional Duties: Perform other duties and responsibilities as assigned by management.

QUALIFICATIONS:

• Bachelor's Degree (BA) from four-year college or university, or a min of 4 years of related experience and/or training, or equivalent combination of education and experience directly related to the position.
• Five to seven years of sales experience in a business-to-business (B2B) environment within material testing and/or experience in selling into the Mills industries.
• High technical aptitude combined with equally balanced business acumen.
• Presentation skills required: confidently present LTI's products and services to any size group using prepared material or on the fly.
• Computer skills required: (Enterprise Resource Planning (ERP), Hubspot or other comparable CRM System, Word, Excel, Outlook, Power Point, SharePoint, OneNote, Adobe Acrobat)
• Travel is required throughout the year. Most is pre-scheduled and some sporadic. Candidate must be willing to travel up to 25 percent of the time.
• Must be a U.S. Citizen or possess a valid Green Card.

This position requires use of information or access to processes subject to national security controls under U.S. export laws including but not limited to International Traffic in Arms Regulations (ITAR). In accordance with ITAR, to be qualified to work in this facility, applicants must be a US Person, which is defined as a US National, US Permanent Resident, and certain categories of Asylees and Refugees.

LTI is a multi-year recipient of the Best Places to Work and offers a full and comprehensive benefit package which includes Health, dental, 401k with company match, LTD, STD, Company Paid Holidays, Paid Time Off (PTO), advancement opportunities, and more!