Business Development Manager - Material Handling

IMI is a company focused on creating solutions that make industries smarter, safer, and more sustainable. The Business Development Manager will drive strategic growth within the Material Handling Systems market by managing sales budgets, developing key customer relationships, and executing market strategies.

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. Position is home-office based
• 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