Job Description

Job Description

Job Description

POSITION PURPOSE:

The Business Development Manager is responsible for growing the customer base for Forpak’s world-class automation equipment and services. This individual will grow current business and new customer acquisitions to build backlog and increase name recognition both domestically and internationally. Primary responsibilities include bringing in new clients and expanding existing client relationships to support the doubling of the Forpak business over the next 24 months.

ESSENTIAL FUNCTIONS AND BASIC DUTIES:

1. Lead Generation and Prospecting
   1. Identify and qualify new business opportunities within target industries of baking and protein production across the US.
   2. Build a robust pipeline of potential clients, focusing on companies needing end of line food production machinery and automation solutions.
   3. Use various methods to prospect for leads, including cold calling, networking, attending industry events, and leveraging digital channels like LinkedIn.
2. Sales Outreach and Relationship Building
   1. Engage with prospects through phone, email, in-person meetings, and presentations to communicate the value of Forpak solutions.
   2. Build and nurture long-term relationships with key decision-makers (e.g., engineers, plant managers, procurement teams) to influence purchasing decisions.
   3. Act as the primary point of contact for potential clients, establishing trust and rapport to facilitate a smooth sales process.
3. Product Knowledge and Solution Selling
   1. Become the product and solution expert. Develop a deep understanding of Forpak’s capabilities, including technical specifications, features, and benefits.
   2. Use solution-selling techniques to identify customer pain points and demonstrate how Forpak’s can address specific operational challenges.
4. Own the Customer Relationship and Work Cross-Functionally to Close Deals
   1. Own the entire sales cycle from initial contact to contract closure, ensuring timely follow-ups and addressing objections effectively.
   2. Collaborate with internal teams (e.g., engineering, manufacturing, parts, leadership) to provide accurate proposals, quotes, and timelines.
   3. Negotiate pricing, terms, and conditions to achieve mutually beneficial agreements and close deals.
   4. Ensure the engineering and other teams receive customer feedback to improve Forpak’s solutions as we continue to grow.
5. Sales Reporting and Performance Tracking
   1. Regularly update CRM with accurate prospect and customer data, ensuring real-time visibility into the sales pipeline and activities.
   2. Participate with commercial leadership in driving the business forward and forecasting the pipeline accurately.
6. Continuous Learning and Industry Networking
   1. Stay up to date on industry trends, competitive landscape, and evolving customer needs within Forpak’s market of baking and protein end of line production automation.
   2. As needed, participate in professional associations, trade shows, and industry events to expand network, gather market intelligence, and represent Forpak Automation’s brand.
   3. Continuously improve sales skills and product knowledge through training, industry publications, and collaboration with peers.

QUALIFICATIONS

EDUCATION/EXPERIENCE:

• 7-10 years in a Machinery Sales/Service/Engineering role
• Bachelor’s Degree in Automated Manufacturing, Engineering or Robotics preferred, or equivalent combination of education and experience
• Knowledge of CAD software, such as AutoCAD or SolidWorks preferred but not required.
• Proficiency in Microsoft Suite, PowerBI, CRM systems, etc.
• Proven track record in identifying and growing new business.

SKILLS AND ABILITIES:

• Proven, passionate self-starter, requiring limited to little oversight.
• Strong organizational skills to manage multiple, diverse projects on a continual basis and with competing deadlines.
• Strong analytical skills, attention to detail, and superior interpersonal skills
• Technical proficiency in capital equipment and conveyor systems.
• Ability to work efficiently and effectively individually, in a team environment, cross-functionally, and with all levels of employees and management.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• The ability to deal with a variety of customers, both internal and external, in a highly professional and diplomatic manner
• Ability to persuade, negotiate, and sell technical new and different alternatives to current state
• Ability to travel approximately 33% of the time

OTHER REQUIREMENTS:

PHYSICAL STRENGTH: Mobility throughout an office environment and production floor.

LANGUAGE ABILITY: Excellent written and oral communication in English. Bilingual a plus.

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