Business development manager

Position Summary:

Develop and implement business development strategies, plans and programs geared towards existing and new global markets. Manage sales team members in the execution of business development and account management activities that optimize growth and profitability for a given market segment (globally, if required).

Essential Job Functions include, but not limited to, the following:

• Develop detailed growth strategies by understanding competitive advantages/disadvantages of our product and service offerings.
• Identify and develop new global and regional business opportunities.
• Prepare and deliver business cases for new global opportunities.
• Develop and maintain solid relationships with customers, particularly in purchasing, engineering, and advanced product development.
• Lead customer LTA negotiations and commercial pricing strategy discussions.
• Deliver customer presentations and price breakdowns.
• Provide technical support to customers and resolve customer disputes and escalations.
• Manage account information for customers, including: cadence charts, organization charts, customer debits/credits, and customer scorecard.
• Verify retroactive pricing debits and credits upon receipt of purchase orders and communicate with finance.
• Evaluate quoted prices in light of changed specifications.
• Review and resolve discrepancies with costs related to raw material, purchase parts and purchased operations cost.
• Conduct tool invoicing and maintain quote records for all projects.
• Help drive business unit strategic planning.
• Contribute to competitor analyses, market trend analyses, cost benchmarking analyses, sales forecasting, and budgeting.
• Manage cost optimization actions for maximum profitability.
• Review and scrutinize Plex inputs and outputs with the account financial manager.
• Complete NPV/IRR analyses and advanced product development inputs.
• Leverage EC management to improve IRR/margins.
• Support BPP phases and challenge design assumptions from the engineering team.
• Execute VAVE strategy internally and external with the customer.
• Manage the win/loss database.
• Identify new applications for existing Shape product/process technology.
• Collaborate with Shape SAP and JV partners.
• Conduct timely and complete performance evaluations of direct reports and ensure timely and complete performance evaluations of team members reporting under indirect supervision.
• Assess the skill sets and development needs of direct reports and take steps to mentor and develop them appropriately.
• Manage the interview and selection process for new candidates.
• Identify and train a back-up(s) to manage key tasks when absent.
• Additional functions not specifically outlined in this position description as directed by the leader.

Qualifications

Position Skills and Experience Requirements:

To perform this job successfully, an individual must be able to perform each essential duty effectively. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential job functions.

• A minimum of eight years of technical sales experience in the automotive industry.
• Bachelor's Degree of Science in Engineering or Business, Engineering preferred.
• Master's Degree preferred.
• Prior experience managing a team effectively.
• Advanced knowledge of Shape's manufacturing processes and materials.
• Proven ability to build trusted relationships at all levels of the organization, internally and externally.
• Proven experience developing and driving sales strategy.
• Ability to coach others in BPP, MPR, DFM and VSM analysis.
• Advanced proficiency in negotiation and stakeholder management.
• Advanced proficiency in problem-solving and continuous improvement.
• Advanced proficiency in Microsoft applications and a company ERP.
• Prior experience supervising others.
• Ability to travel domestically and internationally up to 50 percent of the time.