Business Development Manager - Material Handling

IMI is a company focused on creating solutions that make industries smarter, safer, and more sustainable. They are seeking a Business Development Manager who will drive strategic growth in the Material Handling Systems market by managing sales budgets, developing key relationships, and creating go-to-market strategies. The role requires collaboration with internal teams to maximize sales revenue and profitability while maintaining a deep understanding of customer requirements.

Responsibilities:

• Manage and deliver the sales budget, measured by orders, for Material Handling systems
• Implement and refine strategies and tactics to achieve budgeted orders and revenue shipments
• Lead the evaluation and pursuit of new market segments through research, outreach, and strategic targeting of customers for existing material handling systems, products, and services
• Be self-directed and proactively identify and engage prospective customers where no relationship exists, securing meetings to develop opportunities that support the sales budget
• Demonstrate a strong understanding of key customers; insight is fundamental to achieving the sales budget
• Use Salesforce, combined with market intelligence and customer insight, to track lead generation, manage opportunity pipelines, schedule sales visits/coverage, and analyze performance metrics
• Develop and communicate a robust target customer list to drive new account acquisition
• Create, update, and execute quarterly business plans for said customer list that reflect an understanding of the product, key market trends, competitive benchmarks, and opportunity progression via Salesforce
• Maintain accurate and complete account data within Salesforce, including opportunities, forecasts, milestone dates, and other information as required by management
• Demonstrate in-depth knowledge of Material Handling Systems, including IMI Bahr (Electric Motion) products, and articulate the value proposition versus key competitors
• Drive customer intimacy to identify opportunities for new product development
• Be directly accountable for new account acquisitions and revenue/market share growth with existing Channel Partners and Key Strategic Accounts
• Deliver results by identifying and creating opportunities, setting goals that drive profitability, tackling challenges head-on, and responding quickly to obstacles to secure a competitive advantage
• Successfully promote IMI Material Handling capabilities and solutions throughout the American market, supported by sales and marketing teams
• Leverage and amplify global successes with the Material Handling and IMI Bahr product portfolio
• Provide timely and complete reports and other information as required by management
• Research and report on competition, competitive issues, products, and markets (e.g., price increases, distributor line card changes)
• Educate and act consistently within the scope and principles of the IMI Way
• Travel is required; overnight stays will be necessary
• Perform other duties as assigned

Requirements:

• Bachelor's degree in engineering, business management or related field preferred
• Commercial and/or technical expertise with electric linear motion products
• Minimum of 5 years of experience in material handling systems/technical sales, systems integration, or business development within industrial automation or related sectors
• Demonstrated experience in identifying and converting new business opportunities, including cold outreach and lead generation
• Strong technical problem-solving skills with the ability to understand complex customer requirements and propose integrated solutions
• Proven ability to collaborate across functions, influence decision-makers, and drive alignment in a matrixed organization
• Effective verbal and written communication skills, including the ability to deliver technical presentations to diverse audiences
• Proficiency in Salesforce or similar CRM platforms to manage pipelines, customer interactions, and performance metrics
• High degree of initiative, professionalism, and business/financial acumen
• Proficient with MS Office Suite (Word, Excel, PowerPoint & Outlook), and comfortable with using a CRM system (Salesforce) in your day-to-day sales activities