Department: Sales
Reports To: CEO/General Manager, Engineered Products
Position SummaryThe Director of Business Development & Customer Relations leads Micromatic's Engineered Products sales organization. This is a strategic leadership role. Along with the CEO, General Manager and other members of the leadership team, you will build the sales strategy, hire and develop the team that executes it, and serve as a senior face of Micromatic to customers, distributors, and industry partners. You'll lead a team of Business Development Managers who win new business, along with inside and outside relationship managers who care for existing customers and grow repeat and new business within those accounts.
This role manages people and relationships [rather than prospecting directly]. Hands-on, daily management of the team is central to the job. An engineering background is highly valued, since credibility with both customers and our engineers matters.
Key Responsibilities- Strategy: Build and execute a sales strategy for Engineered Products, including target markets, applications, and accounts, with clear goals for revenue, margin, and new customers.
- Business Development Managers: Hire, train, and coach a team of Business Development Managers, and give them the playbook, targets, and tools to find and win new business.
- Relationship managers: Lead the inside and outside relationship managers who protect and grow existing customer accounts.
- Daily management: Set goals, run regular pipeline and performance reviews, and provide ongoing coaching and accountability.
- Face of Micromatic: Represent the company with key customers, distributors, and partners, and personally manage select strategic relationships.
- Financial ownership: Own the sales budget, forecast, pricing strategy, and quote reviews to meet revenue and margin targets.
- Cross-functional partnership: Work with Engineering, Manufacturing, and Quality to align products, lead times, and customer needs, and bring market insight into new product development.
- Distributors: Establish and maintain domestic and international distributor agreements.
- Market awareness: Track industry trends, competitors, and emerging applications.
- Travel: Travel as needed to support customers, distributors, and trade shows.
Authority and Support- Authority to hire, structure, and develop the sales team, and ownership of the sales budget.
- Direct access to senior leadership.
QualificationsRequired- Bachelor's degree in Engineering, Business, or a related field.
- 7 or more years in manufacturing sales, business development, or product management, including experience leading sales professionals and building sales strategy and pipeline.
- Experience selling engineered products, with the technical depth to read drawings and specifications.
- Strong financial acumen, including budgeting, pricing, margin analysis, and forecasting.
- Excellent communication, negotiation, and coaching skills.
- Valid Driver's license and passport
Preferred- Engineering degree or background, with mechanical aptitude for actuators or similar motion control products.
- Working knowledge of distributor agreements, commercial contracts, and ISO 9001, along with international experience and proficiency in Microsoft Office and CRM tools.
- Experience with ITAR, API Q1, AS9100
- Experience with EPICOR
