VALENCE SURFACE TECHNOLOGIES

Job Details

Description

POSITION SUMMARY

The Business Development Manager (BDM) works closely with the sales & marketing and corporate development teams to develop strategic business opportunities within Valence’s existing capabilities as well as identify new processes, technologies and capabilities in the assigned geographical area that will add value to Valence’s core business. This role will have responsibility for an assigned region within the country.

ESSENTIAL FUNCTIONS

• Primary focus will be coordinating pursuits, building customer relationships, identifying new opportunities, and winning new business with an emphasis in the Space, Satellite, and Electronic Defense systems markets.
• Provide analysis and strategic leadership enabling the organization to understand important quantitative and qualitative factors in the development of new business, key customer needs, and other overall market and technical environmental analysis.
• Manage and capture proposal activities, including new business, pursuit status, teaming decisions, pricing and win strategies.
• Identify regional business opportunities within the customer’s operations and manage opportunities from sales funnel lead through close.
• Distribute and prioritize external sales efforts based on program needs and assign to Account Managers as appropriate
• Participate in market development and market position studies with leadership team to generate new opportunities
• Supervise, lead, mentor, coach, and guide Account Managers in support of external sales efforts and employee development.
• Review and utilize CRM data and KPI measurements to guide and focus efforts to drive performance and results.
• Participate in the identification, development and business case justification of new capabilities that meet customer’s current and future needs.
• Develop and sustain relationships at all levels of Valence’s customer base, primes, and OEMs.
• Ensure that the value of Valence’s solutions are clearly understood and effectively communicated to Valence’s current and potential customer base.
• Deliver year-over-year growth in revenue/margin for the assigned customer base to meet both annual and long-term growth expectations of Valence.
• Engage OEMs to map out complete supply chains and determine where Valence can add the most value to customer base.
• Collaborate with site general managers and inside sales manager to successfully onboard new business wins.
• Identify areas where Valence can offer differentiated and complete solutions over competitors.
• Contribute to the collection of competitive intelligence and subsequent competitive analysis.
• Assist in Long Term Agreement process including the negotiation of pricing and terms & conditions.
• Review and recommend improvements to existing business strategies.
• Develop business presentations for customers and Valence management when required.
• Other duties as assigned

REQUIREMENTS

• Bachelor's Degree (four-year college or technical school) Required, Field of Study: Engineering
• Minimum of 5 years of demonstrated success in complex sales and business development activities. Excellent interpersonal, communication, and presentation skills. Ability to interact with all levels of the organization (internally and externally).
• Business knowledge of Aerospace Defense customers and requirements. Knowledge of surface treatment solutions and how to align with Customers’ drivers.
• Ability to motivate account managers and operations resulting in aggressive growth of business. Direct sales, operations or sales management experience. Critical thinking skills and solution focused.
• Proficient in Microsoft Office; CRM pipeline management (SalesForce) software preferred.

Compensation Range: $96,600-$155,000

Equal Opportunity Employer

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