JOB SUMMARY

The Business Development Manager (BDM) will be responsible for maintaining and expanding influential relationships with channel partners to maximize sales in their given territories. You will play an integral role in growing SPX FLOW’s revenue and profits, by adding value to our channel partners and end user customers.  You will gain a comprehensive understanding of the territory in terms of customers, competitors, industries, and trends as they relate to SPX FLOW’s diversified WCB Product Portfolio. It will be your mission to acquire new business opportunities at new and existing customers to meet aggressive business growth plans. The ideal candidate will have a strong market and customer focus and be able to translate this into clear business strategies to generate growth.  

PRINCIPAL DUTIES AND RESPONSIBILITIES

• Proactively networks and develops sales opportunities
  • Continuously Develops sales leads (leverage IIR, Industry reports, channel, etc)
  • Identifies market opportunities and leverages full suite of SPXFLOW products and solutions
  • Collaborates with channel partners and promotes and open exchange of information thought the sales process
  • Proactively approaches business/social interactions to expand contacts and opportunities
  • Schedule, coordinate and conduct Engineering Firm and End-user presentations, as well as channel partner training with emphasis on product quality and features, value-added selling, and profitable growth throughout the channel.
  • Present to end-users, engineering firms, and contractors in support of Sales objectives and SPX and Distributor personnel to promote and educate the customer on the features and benefits of our product lines, and to apply the specific product line into the customer’s systems/specifications.

• Increase sales to existing accounts
  • Expand business via cross selling
  • Expand relationships and networks within existing accounts
  • Share points of view and/or suggest innovative/creative ideas for customers
  • Holding our channel partners and internal SPX FLOW teammates accountable to mutually deliver on our commitments and grow our partnership.

• Attend to and advocate for customer needs
  • Prioritize customer satisfaction as a primary objective
  • Achieve results by understanding the customers business, empathizing with their challenges and developing a plan to meet their needs
  • Maintain personal control over sales and delivery processes identified as top priorities by customer
  • Make service solutions a top priority, let customer satisfaction drive the solution
  • Determines, builds and reinforces professional credibility with buyer and influencers

• Target and quality prospects by assessing interest level and fit
  • Probes artfully around profitability, capacity and readiness to buy
  • Focuses energy on viable opportunities and disengages with or defers to channel prospects who are not currently a good fit for SPXFLOW’s strategic vision
  • Collaborates across multiple functions with key internal stakeholders to scope opportunities accurately
  • Identify the customer values and attitudes that fit with SPXFLOW products and ensures alignment
  • Quickly and accurately qualifies channel opportunities
  • Spends the time that is appropriate for the size and potential of each opportunity
  • Uses analytical rigor to target, scope and build the business case for specific opportunities

• Closes sales with win-win outcomes
  • Always stays ahead of evolving objectives of all parties to achieve win-win goal
  • Confirms points of leverage and negotiation with key internal stakeholders before engaging in negation with customer
  • Focuses specifically on points open to negotiation, negotiating on business outcomes rather than price
  • Keeps the sales process form stalling by taking control and focusing the customer on incremental steps leading to buying decisions
  • Recognizes and adapts to evolving objectives of all parties

• Develop and maintain comprehensive technical knowledge of products, applications, features, advantages, and benefits. Remain current with relevant internal and external training and development.

• Showcase your potential to take on additional responsibilities or advance within a growing global industry leader.

KNOWLEDGE, SKILLS & ABILITIES

• Exhibit proficiency in Consultative Selling, strive to understand the customers’ needs and motives, and be adept at selling the value proposition of the optimal solutions.
• Excellent communication skills.
• Monitor Sales both looking at Past and Present trends.
• Utilize CRM to manage funnel of opportunities.
• Handle sales of higher complexity, as the opportunity dictates.

• Require detailed product knowledge of SPX FLOW and competitive products to converse intelligently with distributors and end-users.  Ability to represent the company and the product lines in a confident manner in order to maintain and increase sales volume.

• Influence cross-functional teams.
• Read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.
• Solid understanding of business, financials, and products/services.
• Participation in industry events such as trade shows and seminars.

• Have a drive to win.
• 30-50% Travel
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, and volume.
• Require a valid automobile driver’s license in the state of residence.

EDUCATION AND EXPERIENCE

• Bachelor’s degree (B.A./B.S.) in Business or Engineering from four-year college or university, plus five to seven (5-7) years related sales experience or equivalent combination of education and experience.
• Commercial background preferred.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is frequently required to sit; use hands to finger, handle, or feel; and talk or hear.  The employee is occasionally required to stand and walk.  The employee must occasionally lift and/or move up to 25 pounds.  Specific vision abilities required by this job include close vision, and ability to adjust focus.

WORKING CONDITIONS

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Working conditions are normal for an office and/or client site workshop or warehousing facility. The noise level in the work environment is moderately quiet, however local and client sites can be unpredictable and associated safety equipment should be worn accordingly.

SPX FLOW VALUES

SPX FLOW employees are expected to behave in accordance with our company values as outlined below.

QUALITY

Quality encompasses all aspects of SPX FLOW’s business, and every employee shares the responsibility to prevent the occurrence of any nonconformity relating to products, processes, and the quality systems.  All employees have an obligation to identify and record any such nonconformity, and through designed channels, initiate and recommend solutions.

DISCLAIMER

SPX FLOW is an Equal Opportunity Employer.  The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification.  They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.  Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.