Are you driven by innovation and helping customers solve complex business challenges with technology solutions? If so, consider joining the MultiTech team! MultiTech is a global company with a 50+ year legacy of designing and manufacturing connectivity solutions for a broad range of industries. We are gearing up for the next phase of our journey and are seeking top talent to bolster our team. Our people are our greatest asset and we’re focused on making MultiTech the employer of choice in the industry.
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
Equal Employment Opportunity
It is the policy and practice of MultiTech to provide all employees with a working environment free from all forms of discrimination and harassment. It is the policy of MultiTech to recruit, hire, promote, and take other personnel actions without regard to any protected class, including but not limited to race, color, religion, sex, age, national origin, disability, sexual orientation, gender identity, genetic information or protected veteran status, and to provide equal employment opportunities for all employees and employment candidates.
*If you are interested in applying for employment with MultiTech and need special assistance or an accommodation as part of the employment process, please contact Human Resources at [email protected]
Benefits Summary
As a MultiTech employee, you’ll enjoy a comprehensive benefits package that includes competitive health, dental and vision insurance plans, company-paid Employee Life, AD&D, and Short-term Disability, as well as a 401(k) with employer matching. To support work life balance, you’ll be eligible for 10 paid holidays and paid time off (PTO). Additionally, we’ll provide you with access to Voluntary Life for you and your eligible dependents, Long-term Disability, flex spending, and health savings accounts.
Skills Required
- Bachelor’s degree in business, marketing, or a related technical field, or equivalent experience
- 5+ years of B2B sales experience acquiring net-new customers in a complex technology environment
- Proven quota attainment and experience closing large, complex, high-value deals of $1 million or more
- Familiarity with the LoRaWAN network ecosystem
- Strong business acumen and consultative, solution-based sales experience
- Strong outbound sales discipline and experience
- Understanding of the M2M and IoT market, including products, players, and technologies
- Excellent written and verbal communication skills, with persuasion and influence
- Exceptional customer focus and ability to build strong customer relationships
- Ability to work independently and collaboratively
- Ability to travel extensively
- ERP/CRM systems experience
- Experience with Microsoft Office, including Outlook, Excel, and PowerPoint
- Ability to lift up to 25 pounds
- Valid passport
What We Do
MultiTech makes work and life better by leveraging sensor and connectivity technology to bring systems and processes into the future and drive new revenue streams and efficiencies. Our extensive portfolio of technologies, paired with design, integration and manufacturing expertise, result in unparalleled performance, simplicity and user experience. We have a passion for service that drives us to meet and exceed expectations with outstanding service and support throughout the lifecycle of your solution. We never stop looking for novel ways to solve problems with technology, which is how we continue to deliver industry firsts for us and for our customers.
