Business Development Manager - Brazil

KADANT BLACK CLAWSON LLC (KBC) is an established leader in equipment and systems for the international pulp and paper process industries.  For 150 years, we’ve helped our customers reduce their input costs and improve efficiency through innovative products and technologies.  Our sustainability efforts have been nationally recognized, and Kadant is also listed on the New York Stock Exchange (KAI).  Our state-of-the-art manufacturing facility is located in Lebanon, OH, where we design and manufacture our products for customers across the globe.

We currently seek to fill the position of Business Development Manager (Brazil) to lead and manage the sales and business development activities for Chemical Pulping in Brazil with the objective of meeting or exceeding annual budget requirements, which includes developing technical system sales, equipment sales, and solution processes for new projects, all while advancing KBC’s mission of being a forward-thinking, collaborative, and ethical business. This position is located in Brazil with required travel to customers. When not onsite with customers, the Business Development Manager will work from their home office. Occasional trips to our plant in Lebanon, OH will also be required.

• Makes every effort to achieve the annual bookings goals via a focused approach.
• Develops qualified leads/opportunities that result in the closing of new business and allow for predictable sales forecasting.
• Captures short term targeted projects to support budgeted plans.
• Implements strategic key account management; advances top ten customer plans including target projects.
• Prioritizes product line business/sales plans.
• Demonstrates to customers the superior value proposition of KBC recommended solutions.
• Creates technical system Engineer Procure & Construct solutions projects with focus on maximizing the bookings opportunity
• Creates sales plans/SCRs with action items for each key targeted system solution project; provides opportunities for profitable growth.
• Establishes and maintains market intelligence for customer projects and competitors in the South American market region.
• Takes proactive approach to customers’ current and future needs by selling and collaborating with partners to provide pre-engineering studies to develop the right project solutions.
• Provides input to the proposal approval process – Bid/No Bid is followed to filter out the best opportunities.
• Ensures proposals meet customer needs and are delivered on time.
• Mentors Applications Engineers and provides training and development of sales personnel; ensures transfer of best practices.
• Participates in industry conferences to stay in touch with technology/customer trends, i.e. TAPPI, Kraft Recovery Course, BLRBAC, BDC, etc.
• Develops and implements the CRM approach/software to targeted customers utilizing our PROS Audit Studies to uncover opportunities and pro-active solution sales process to develop the right projects.
• Formulates and ensures implementation of 80/20 sales strategies for strategic growth.

• Excellent verbal and written communication.
• Strong interpersonal and customer service skills.
• Strong analytical and problem-solving skills.
• Ability to function well in a high-paced and at times stressful environment.
• Proficient with Microsoft Office Suite or related software.
• Demonstrates KBC values of personal accountability, discipline, trust, and proactive action.
• This position requires a bachelor’s degree in mechanical or chemical engineering, pulp & paper science, or a related field from an accredited college or university. 
• A strong technical background and ten or more years’ related experience in the pulp and paper or allied fields is also required.

Travel Required

Must be able to handle prolonged and frequent travel.  Approx. 40-50%

Equal opportunity employer as to all protected groups, including protected veterans and individuals with disabilities.