Job Description
The Business Development Manager will be responsible to sell multi-million dollar projects. You will manage the full sales cycle, from building a close partnership with the customer to managing bids, RFI’s and RFP's, client presentations, and ultimately closing the deal. In every case the emphasis is on close partnership with the customer and the internal multidisciplinary project team, extending from initial analysis of the underlying business processes through to total life-cycle support.
We are an expert in the design, executing and servicing of automated material handling systems in distribution centers, parcel and postal sortation facilities, as well as baggage handling systems at airports.
Job Tasks and Responsibilities:
- Coordinate order intake for parcel automation projects.
- Develop and pursue profitable sales leads to achieve planned order intake and profit level.
- Co-coordinate sales strategy and determining customer requirements.
- Conduct initial specification review.
- Cultivate and improve customer relationships.
- Coordinate sales material, pricing strategy and proposal content.
- Provide input into weekly/monthly departmental activity reports.
- Manage sales documentation and data for Bid/No Bid decision making.
- Pursue/Maintain healthy pipeline of opportunities.
- Adapt to VI Company and culture that is based upon a belief in people and their dedication to achieving success.
Basic Qualifications:
- Bachelor’s Degree
- Minimum 10 years of Business Development experience in Material Handling Systems with a minimum $20MM in project work sold
- Demonstrated expertise in selling in a B2B environment with an extended sales cycle (12+ months) w/capital equipment
- Experience with presenting to multi-level contacts, and medium to large organizations
- Demonstrates the ability to adjust communication tone and style according to the audience and stakeholder level
- Proficient in Microsoft Office (Outlook, PowerPoint, Microsoft Word, and Excel)
- Willing and able to travel up to 60% domestically.
Preferred Qualifications:
- Master’s Degree
- Background in consultative selling role in a team selling environment
Knowledge-Skills-Abilities:
- Excellent communication and social skills, high energy and entrepreneurial spirit combined with a thorough knowledge of the Automation Industry
- Strong work ethic, technical affinity, ability to grow and mentor as company expands
- Legal knowledge and contractual skills to help with contract negotiation.
- Understanding the MHE and logistics market within the U.S. parcel industry
- Skilled at building authentic relationships grounded in honesty, openness, and transparency.
Top Skills
What We Do
Vanderlande is the global market leader for future-proof logistic process automation at airports. The company is also a leading supplier of process automation solutions for warehouses and in the parcel market. Vanderlande’s baggage handling systems are capable of moving over 4 billion pieces of baggage around the world per year. Its systems are active in more than 600 airports including 12 of the world’s top 20. More than 52 million parcels are sorted by its systems every day, which have been installed for the world’s leading parcel companies. In addition, many of the largest global e-commerce players and retailers have confidence in Vanderlande’s efficient and reliable solutions. The company focuses on the optimisation of its customers’ business processes and competitive positions. Through close cooperation, it strives for the improvement of their operational activities and the expansion of their logistical achievements. Vanderlande’s extensive portfolio of integrated solutions – innovative systems, intelligent software and life-cycle services – results in the realisation of fast, reliable and efficient automation technology. Established in 1949, Vanderlande has more than 7,500 employees, all committed to moving its customers’ businesses forward at diverse locations on every continent. With a consistently increasing turnover of 1.8 billion euros, it has established a global reputation over the past seven decades as a highly reliable partner for future-proof logistic process automation. Vanderlande was acquired in 2017 by Toyota Industries Corporation, which will help it to continue its sustainable profitable growth. The two companies have a strong strategic match, and the synergies include cross-selling, product innovations, and research and development.
