Business Development Manager

SUMMARY: Design and execute strategies to drive new market engagement and sales and revenue growth for the business. Identify opportunities to grow our business by bringing our products to new customers and markets and turning those opportunities into strategic relationships for MultiTech. The Business Development Manager will work closely with the Sales, Sales Enablement (including Marketing), Product Management, and Operations teams to grow revenue through a combination of new products, new markets and new customers/partners.

ESSENTIAL DUTIES AND RESPONSIBILITIES: 

• Own and drive the sales cycle for new Enterprise and Mid-Market accounts, from prospecting/discovery through proposal, negotiation and close.
• Identify, qualify and develop a robust pipeline of net-new opportunities across target markets, including Smart Buildings, Smart Cities, Healthcare, Industrial Automation, Agriculture, Retail, etc.
• Engage with key stakeholders at all levels, from C-Suite through purchasing, to understand business problems and map them to MultiTech solutions.
• Maintain CRM discipline by ensuring accurate deal information and updates, revenue forecasting, and visibility for leadership.
• Screen leads by analyzing market strategies, deal requirements, revenue potential, and financials.
• Determine and execute best deal strategy by studying integration of new venture with company strategies and operations, examining risks and potentials, and estimating customer’s needs and goals. Plan/create and deliver impactful product demonstrations and presentations.
• Close new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations.
• Understand competitive landscape and provide feedback and expert insight to leadership and cross-functional teams to drive profitable growth.
• Develop and maintain a high level of knowledge of products, including features and benefits to drive sales of our technical solutions.
• Maintain cutting-edge knowledge of IoT market and technical solutions by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations; attending industry trade shows and conferences.
• Own and drive KPIs to ensure numbers are hit and customers are served . . . always.
• What does success look like?

• • 5 net new logo wins each year
  • $10M revenue closed each year
  • 80% of pipeline self-generated 
  • 12-month ramp to full quota run-rate

QUALIFICATION REQUIREMENTS:

EDUCATION AND/OR EXPERIENCE:

• Bachelor’s degree in business, marketing or related technical field preferred; equivalent experience considered.

• 5+ years of B2B sales experience, to include acquiring net new customers in a complex technology environment
• Proven track record of consistent quota attainment and closing large, complex, high value deals ($1M+)
• Familiarity with LoRaWAN network ecosystem

• Strong business acumen with a consultative solution-based sales methodology, including ability to generate/analyze compelling reports, present ideas/analysis effectively, and present a strategic solution to drive sales and revenue.
• Strong outbound sales discipline and experience
• A solid understanding of M2M and IoT market: products, players, technologies, etc.
• Excellent written and verbal communication skills with an emphasis on persuasion and influence.
• Exceptional customer focus – commitment to delivering quality solutions and curating strong customer relationships
• Ability to work both independently and as a team player
• Ability to travel extensively
• ERP/CRM systems experience required
• Experience with Microsoft Office (Outlook, Excel, PowerPoint) required

PHYSICAL DEMANDS: 

• Lifting requirements up to 25 pounds.

• Requires travel using all modes of transportation.
• Requires a valid passport.

WORK ENVIRONMENT:

• Working conditions are normal for an office environment. Minimal noise.
• Our Minnesota facility includes a manufacturing environment. Moderate noise level. Machinery operation requires the use of safety equipment to include but not limited to; safety glasses, hearing protection, wrist and shoe straps, and ESD smock. Loose fitting clothing and jewelry are not permitted. No food allowed in the manufacturing area. No cell phone use allowed in manufacturing area unless approved by management.

EQUIPMENT AND TOOLS USED:

• Laptop computer
• Standard office equipment