Business Development Manager

Responsibilities

The Business Development Manager will drive new business growth by managing relationships with assigned Original Equipment Manufacturers (OEMs) and developing compelling proposals. They are responsible for executing account strategies, negotiating commercial agreements, and collaborating with internal divisions to ensure market share expansion.

Requirements

Candidates must possess a Bachelor's degree and at least 10 years of professional sales experience, preferably within the heavy-duty truck or trailer industry. Strong proficiency in CRM software, specifically Salesforce, and excellent negotiation and analytical skills are required.

Skills

• Business Development
• Sales Management
• OEM Relationship Management
• Strategic Planning
• Sales Forecasting
• Contract Negotiation
• Salesforce
• CRM Software
• Market Analysis
• Presentation Skills
• Communication Skills
• Account Strategy
• Competitive Intelligence
• Business Analytics
• Relationship Building
• Product Planning

About this role

Hendrickson is searching for a Business Development Manager to join their team
in Woodridge, IL.

This individual will provide sales representation for all Hendrickson divisions
to assigned Original Equipment Manufacturers (OEM’s) for the purpose of mining
new business opportunities for all product offerings. They will develop new
business that represents significant incremental revenue for all Hendrickson
divisions, ensuring that necessary actions are taken to maintain an excellent
OEM relationship that fosters revenue growth.

Responsibilities include but are not limited to:

* New Business Development Activities at Assigned OEM Accounts
* Gain new business commitments for all Hendrickson divisions.
* Make frequent sales contact with OEM influencers & decision makers.
* Collaborate with Hendrickson divisional leadership and departments to
develop compelling proposals for business growth; gain maximum exposure for
proposals at the OEM.
* Participate in sales and marketing events that pertain to the assigned
OEM’s, seek out opportunities to proliferate current products to additional
models or configurations, grow supplied content and increase market share
for existing Hendrickson solutions.
* Confirm OEM timing to set product plans for the coming year; execute
product planning meetings at each OEM and ensure new programs are included
in the OEM’s plans.
* Collaborate with divisional marketing and field sales to understand
information pertinent to the assigned OEM including unmet needs, product
gaps, current product performance, and competitive intelligence.
* Participate in select OEM and Hendrickson project meetings where commercial
direction or input is required; utilize meetings to mine for information
useful to new business pursuits.
* Assure each OEM data book reflects Hendrickson product accurately and most
favorably. Resolve any restrictions or errors in a timely manner.
* Provide contact information and reporting relationships for the OEM’s sales
organization to Hendrickson Field Sales; supply regular updates on
organizational changes at the OEM.
* Represent Hendrickson at industry trade shows, utilizing these events to
network with OEM contacts and gain intelligence on competitors, new
business proposals or general OEM trends that may impact Hendrickson.
* Other duties as assigned.
* Relationship
* Be the voice of the customer and advocate within Hendrickson.
* Develop and communicate the account strategy with clear direction on what
level of support is required by Hendrickson personnel. Update the strategy
annually and manage execution.
* Prepare content for OEM business review meetings, communicate Hendrickson’s
information and positions during the meetings.
* Build trusting, collaborative relationships with OEM personnel and
internally within Hendrickson. Connect OEM and Hendrickson personnel at
necessary organizational levels.
* Maintain a thorough understanding of the OEM’s business structure, global
footprint and strategy seeking continual alignment between OEM and
Hendrickson where possible.
* Business Maintenance
* Participate in the Annual Operating Plan (AOP) process, provide information
and input on new product launches, market share targets and any other
pertinent planning information.
* Lead the development, negotiation and closure of any commercial agreements
or contracts with the customer. Ensure both parties are living up to
contractual commitments.
* Understand OEM supplier metrics and clearly communicate requirements to
Hendrickson divisions. Assist in the resolution of disputes as needed.
* Connect the appropriate divisional personnel with the corresponding OEM
contacts (pricing, accounts receivable, quality, customer service,
engineering, program management, etc.).
* Engage in the escalation of issues if divisional personnel are unable to
resolve.
* Communicate and coordinate resolution of plant concerns with OEM material
management functions.
* Support timely resolution of pricefile implementation and/or collections
issues.
* Information
* Update sales opportunity pipeline in Salesforce every week.
* Provide a monthly report on sales opportunity efforts, open issues, and OEM
metrics.
* Obtain and report information which is important for maintaining and
developing business opportunities with OEM’s including: OEM organization
structure and personnel, business strategy, dealer/customer shipment data,
utilization and pricing of competitive products, new product development,
vehicle model changes, product planning cycles, aftermarket strategies.
* Provide input for sales forecasting process including sales forecast by
OEM, production line rates, product mix, plant shutdowns, etc.
* Responsible for managing budget within assigned limits & issuing timely
expense reports.

The successful candidate will posses:

* Bachelor’s Degree required.
* 10+ years of professional sales experience.
* Experience in selling to heavy-duty truck or trailer OEM’s is strongly
preferred.
* Significant industrial sales experience if no experience in the commercial
truck or trailer industry.
* Experience with CRM software, Salesforce preferred.
* Strong organization skills.
* High sales aptitude motivated by new business growth.
* Strong written and verbal communication skills.
* Excellent presentation skills.
* Proven ability to rapidly build customer relationships.
* Strong business analytics and negotiation skills.
* Strategic mindset.

Expectations include:

* Travel to customers and Hendrickson facilities (35-50%) by car and air.
* Frequent sitting and working at computer for extended periods of time.
* Minimal exposure to R&D lab and manufacturing setting.

We are an Equal Oppo...

About Hendrickson

Truck Transportation · 1,001-5,000 employees · headquartered in Woodridge, IL · founded 1913