Business Development Manager, Value-Added Services

Depatie Fluid Power Co. is seeking a Business Development Manager to drive growth in their Value-Added Services portfolio. The role focuses on identifying new business opportunities, engaging customers with tailored solutions, and managing a healthy sales pipeline while collaborating cross-functionally.

Responsibilities:

• Generate and develop net new business opportunities centered on Depatie's value-added services and integrated solutions portfolio
• Identify, qualify, and advance service-based opportunities through the full sales pipeline — from initial discovery through close
• Conduct ongoing market and industry mapping to identify target segments, high-potential accounts, emerging applications, and competitive dynamics
• Proactively develop industry-specific leads and early design-win opportunities aligned with company growth strategy and capability investments
• Follow up relentlessly on leads and advance them to defined outcomes
• Educate customers on Depatie's service offerings and their operational, financial, and strategic benefits in clear, compelling terms
• Develop customer-specific proposals that articulate differentiated value, quantified ROI, and a clear path to implementation
• Support pricing, margin, and value justification discussions, positioning services as investments rather than costs
• Build trusted, long-term partnerships with key customer contacts — from engineers and operations leaders to procurement and executive stakeholders
• Build and maintain a healthy, well-qualified pipeline aligned with revenue targets and growth objectives
• Track and report performance against defined scorecard metrics including leads generated, opportunities advanced, and revenue impact
• Gather customer and market intelligence to support the continuous improvement of service offerings and go-to-market strategy
• Partner with operations, engineering, and sales teams to accurately scope, price, and position service solutions for customer opportunities
• Serve as the voice of the customer internally — bringing field insights back to the organization to inform product development and service evolution
• Travel 40–50% of the time across the continental United States to engage customers, support strategic sales initiatives, and deepen market presence

Requirements:

• Demonstrated success in business development, technical sales, or solutions selling in an industrial, manufacturing, engineering, or B2B services environment
• Strong technical aptitude, ability to understand engineering concepts, manufacturing processes, and design-for-application considerations, and translate them into customer-facing value narratives
• Proven ability to develop and execute a market development plan, including industry mapping, target account identification, and pipeline strategy
• Self-directed and proactive, you identify opportunities, pursue leads, and move deals forward without waiting to be pointed in a direction
• Strong organizational skills with the ability to manage multiple concurrent opportunities and drive each to a defined outcome
• Data- and results-oriented mindset, you track activity, measure progress, and hold yourself accountable to clear performance objectives
• Excellent communication skills, equally effective presenting technical details to engineers and articulating business value to executives
• Demonstrated ability to work cross-functionally in a fast-paced, performance-driven environment
• Based in Michigan, with willingness and ability to travel domestically 40–50% of the time across the United States
• Bachelor's degree in Engineering, Engineering Technology, or a related technical field — or equivalent industry experience
• Background in fluid power, industrial distribution, manufacturing services, or systems integration
• Experience developing and delivering ROI-based proposals and value justification models
• Familiarity with CRM pipeline management tools (NetSuite experience a plus)
• Existing network within target industrial or OEM markets