Toshiba America Electronic Components

EtaPRO-Business Development Manager

Toshiba America Electronic Components • $110K — $130K *
East Amherst, NY 14051In-Person
Energy & Utilities
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree in engineering, business, or related field (MBA a plus)
  • 5+ years of industrial software sales experience, preferably in M&D, APM, or industrial automation
  • Proven track record in enterprise-level selling and long-term client development

Responsibilities

  • Develop a deep understanding of EtaPRO products and services
  • Execute effective account management to grow key accounts into long-term contracts
  • Conduct market and client research to identify trends and opportunities
  • Perform competitor analysis to position the company favorably
  • Manage the sales pipeline from initial lead to closure
  • Lead client discovery meetings to tailor product solutions
  • Prepare proposals and pricing for commercial agreements

Benefits

  • Opportunity to influence digital transformation in critical industries
  • Collaborative culture that values innovation and customer-centricity
  • Focus on personal growth, creativity, and self-awareness
  • Opportunities for career growth in a fast-paced industrial technology environment
Full Job Description
Position Summary

We are seeking a dynamic and technically astute Business Development Manager (BDM) to drive growth for our industrial Real-Time Performance and Equipment Condition Monitoring & Diagnostics software solutions and services. The ideal candidate will demonstrate a deep understanding of power generation and oil & gas operations, combined with strategic vision and strong consultative sales skills. This role is pivotal in identifying market opportunities, engaging with key stakeholders, and delivering tailored performance and condition monitoring solutions that elevate client's operational efficiency and reliability, and return on investments.

Key Accountabilities:

  1. Meet or exceed annual sales booking targets.
  2. Grow and maintain a qualified sales opportunity pipeline over a 24-month horizon that is at least three times the annual sales booking target.
  3. Maximize the customer experience (CX) through effective account management throughout the inquiry-to-order (ITO) and order-to-delivery (OTD) life cycles.
  4. Negotiate technical and commercial proposals, contracts, and software license agreements, and maintain customer and EtaPRO compliance with these agreements.


Responsibilities:

  • Develop an effective understanding of the EtaPRO product and service offerings
  • Understand and execute effective account management to grow key accounts to long-term, large, and comprehensive contracts.
  • Perform market and client research.
  • Develop understanding of market trends and dynamics.
  • Develop understanding of M&D products and services trends.
  • Competitor research and competitive position analysis
  • Understand sales pipeline management to advance opportunities from initial lead through closure.
  • Develop strategies for market and client opportunity growth.
  • Perform client prospecting to find new qualified sales opportunities.
  • Lead customer discovery meetings and calls
  • Develop client product and service solutions
  • Prepare scope of deliverables and commercial pricing proposals
  • Support the sales process, large proposal process, and capture strategies for key opportunities.
  • Develop personal sales competencies and skills.
  • Ability to effectively present EtaPRO's business, technology and applications capabilities and expand discover phases for complete understanding of client objectives/challenges.
  • Manage and develop executive relationships (leadership levels) with clients and prospective clients.
  • Manage existing account base to ensure client satisfaction
  • Effectively leverage the EtaPRO CRM for managing all leads, contacts, accounts, and opportunities.
  • Must be a self-starter, resourceful, and be able to effectively manage multiple tasks at any given time.


Key Competencies:

  1. Technical & Industry Knowledge

  • Understanding of Industrial Processes: Deep knowledge of power plant operations, turbines, compressors, and oil & gas workflows (upstream, midstream, downstream).
  • Familiarity with M&D Technologies: Awareness of condition monitoring systems, SCADA, predictive analytics, and asset performance management platforms like GE's APM or Bently Nevada's System 1.
  • Cybersecurity Awareness: Understanding of data security protocols and compliance standards relevant to industrial control systems.

  1. Sales & Business Acumen

  • Solution Selling: Ability to position software as a value-adding solution rather than a product-emphasizing ROI, uptime, and risk mitigation.
  • Consultative Approach: Skills in diagnosing customer pain points and tailoring solutions to specific operational challenges.
  • Contract Negotiation: Familiarity with long-cycle sales, service agreements, and licensing models common in industrial software.

  1. Relationship & Communication Skills

  • Stakeholder Management: Ability to engage with plant managers, reliability engineers, IT teams, and procurement officers.
  • Technical Storytelling: Translating complex analytics and diagnostics into compelling business narratives.
  • Cross-Cultural Communication: Especially important for global clients or multinational operations.

  1. Data & Analytical Thinking

  • Data Interpretation: Ability to explain how the software uses real-time data to detect anomalies, predict failures, and optimize performance.
  • Benchmarking & KPIs: Understanding of key performance indicators in asset reliability and maintenance efficiency.

  1. Adaptability & Continuous Learning

  • Keeping Up with Tech Trends: Staying current with advancements in AI, IoT, and digital twins in industrial settings.
  • Learning Customer Environments: Quickly grasping the nuances of different plant configurations and operational priorities.


Qualifications:

  • Bachelor's degree in engineering, business, or a related field (MBA a plus).
  • 5+ years of industrial software sales, with preference for experience in M&D, APM, or industrial automation.
  • Proven track record in enterprise-level selling and long-term client development.


Position Qualities:

  • The chance to influence digital transformation in critical infrastructure industries.
  • A collaborative, forward-looking culture that values innovation and customer-centricity.
  • Self-actualization - Personal growth, Creativity, Authenticity, Purpose, and Self-awareness.
  • Opportunities for career growth in a fast-growing industrial technology space.


About Toshiba America Electronic Components

Toshiba America Electronic Components is a subsidiary of Toshiba Corporation, a multinational conglomerate that produces a wide range of products, including electronics, appliances, and industrial machinery. Toshiba America Electronic Components is responsible for the sales and marketing of Toshiba's electronic components in the Americas. The company's products include semiconductors, storage devices, and displays. Toshiba America Electronic Components was founded in 1975 and is headquartered in Irvine, California.
Learn more about Toshiba America Electronic Components
Size
116,224 employees
Industry
Manufacturing & Automotive
Founded
1875
NASDAQ
TOSYY
* Ladders Estimates

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