Director of Business Development

Description

At UMC, we don’t just make products - we innovate, solve problems, and build a better future. As a proud, privately owned second-generation manufacturer, we’ve earned our reputation as leaders in our industry by producing highly complex parts with precision and ingenuity. What sets us apart? Our people. We’re a passionate team that values collaboration, continuous learning, and going above and beyond. If this sounds like your kind of workplace, keep reading!

Why UMC?

• Generous PTO: Start with 4 weeks of paid time off per year, with accrual starting on day one.
• Comprehensive Benefits: Medical, dental, vision, short- and long-term disability, and paid holidays.
• 401k Match: Dollar-for-dollar matching up to 5%.
• Professional Growth: Tuition reimbursement for professional development.
• Work Schedule: Monday-Friday 8:00 am-4:30 pm, onsite in Monticello, MN.

About the Role

The Director of Business Development owns UMC’s sales function and its growth. This role develops incoming prospect activity into qualified, profitable programs, leads commercial negotiation, and owns the margin position UMC carries in its customer programs. The Director builds and leads the sales team, sets the standards that govern quoting and pricing, and owns the sales forecast along with the systems and data discipline behind it.

What You'll Do

The primary duties and responsibilities of the Director of Business Development consist of, but are not limited to:

Lead, Manage, and Hold Accountable

• Working "on" the business by providing clear direction, creating an opening for employees, and taking time to think.
• Working "in" the business by creating clear expectations, communicating well, and ensuring things get done.
• Create a work environment where people are fully engaged and highly accountable.

 Business Development and Customer Relationships

• Own incoming prospect activity from first contact through award and handoff to the account team.
• Manage the balance of UMC’s customer portfolio across aerospace, defense, medical, and space, monitoring concentration risk and directing growth toward the industries where UMC needs it.
• Gather market and customer intelligence on industry trends, competitor positioning, program changes, and emerging risks to inform where UMC pursues growth.
• Represent UMC at industry events, trade shows, and customer meetings to develop referral, customer advocacy, and industry relationships that generate new prospect activity for UMC.
• Hold senior level relationships across the customer base, serving as a trusted partner on commercial and strategic matters including formal customer business reviews.
• Own UMC’s standing on customer supplier scorecards, monitoring performance on delivery, quality, and responsiveness and driving corrective action where UMC falls short.
• Ensure depth and coverage across the customer base so that relationships and account knowledge do not rest with any single individual.

Commercial Negotiation and Contract Partnership

• Lead commercial negotiations with customers on pricing, volume commitments, and program award, in partnership with the Contracts Manager.
• Recognize commercial and operational risk in customer agreements and engage the Contracts Manager before UMC commits.
• Ensure every negotiated price protects UMC’s margin standards; escalate to the Chief Sales and Marketing Officer any deal below target margin or outside approved authority.
• Partner with the Contracts Manager so customers experience one coordinated UMC voice through negotiation and award.

Pricing and Margin Management

• Own margin performance across the customer base, establishing margin targets and maintaining quoting standards.
• Review programs on a defined cycle where cost has drifted from price and lead a cross-functional action plan to recover margin.
• Build pricing and margin capability across the sales team so that commercial judgment is held at the seat level.

Sales Strategy, Forecasting, and Reporting

• Own the sales forecast for monthly, quarterly, and annual periods, identifying gaps and putting action plans in place to close them.
• Build UMC’s customer relationship management (CRM) practice within Epicor and drive its adoption across the sales team, so that prospect, quote, and pipeline data is current, complete, and usable for decisions.
• Establish, track, and analyze sales performance measures including quote turnaround, win rate, quote accuracy, and forecast accuracy, reporting progress against established targets.

General

• Exhibit working knowledge of health and safety; responsible for safety awareness while upholding and improving the culture of safety within the organization.
• Identify opportunities for improvement and take action if appropriate before a problem occurs.
• Report potential hazards, unsafe working conditions, unsafe equipment, unsafe acts, and injuries immediately.
• Other duties as assigned.

Requirements

Travel

• Ability to travel up to 15%, including air travel and occasional overnight stays.

Education and Experience

• Bachelor's degree in engineering, business, or related technical field preferred, or equivalent work experience
• 8+ years of experience in technical sales, business development, or customer service in a manufacturing environment
• 3+ years of leadership or program management experience
• Demonstrated experience reviewing and negotiating customer contracts and commercial terms
• Demonstrated ownership of pricing and margin performance
• Contract manufacturing or precision machining experience required
• Experience serving aerospace, defense, medical, or space markets preferred 

Competencies

• Strong commercial judgment, including the ability to identify risk in customer agreements and to recognize when a decision belongs at the executive level
• Negotiation skills sufficient to close complex agreements with integrity and professionalism
• Sales leadership: the ability to build, develop, and lead a team against clear, seat-level expectations and accountability. 
• Strong problem-solving skills, business and financial acumen, including a working understanding of cost structure, pricing, and margin
• Working knowledge of ERP and CRM systems and the discipline required to keep sales data accurate and current
• Ability to express ideas, share information, listen actively, and demonstrate professionalism in written and verbal communications
• Competitive, driven to get things done, takes initiative. 
• Ability to prioritize work effectively, being detail-oriented with timely and effective decision-making and follow-through.
• Ability to prioritize work effectively.
• Detail-oriented with timely and effective decision-making and follow-through.
• Strong data analysis skills, using sales metrics to support organizational objectives
• Proficiency in Microsoft Programs including Excel, Word, PowerPoint, and Power Bi. 
• Able to work independently and as a team
• Thorough understanding of best practices for a manufacturing environment.
• Embodies the personal commitment to the shared core values of UMC: Great People, Going Beyond, and Growing

Culture Fit:

• You’re a team player who thrives on collaboration.
• You bring a growth mindset and embrace challenges with grit.
• You care deeply about delivering excellence and going beyond expectations.

Ready to Join a Winning Team?

If you’re passionate about building relationships, solving problems, and contributing to a culture of innovation, UMC is the place for you. Let’s grow together – apply today and make an impact!

UMC is an Equal Employment Opportunity Employer