Business Development Manager, Test Markets (Remote)

Posted 10 days ago United States Salary undisclosed
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Job Description

Overview Performance Controls, Inc. (PCI), a world leader in power amplifier design and manufacturing, seeks an experienced sales manager to grow our industrial business. With 40 years' experience supplying state-of-the-art power control equipment to leading MRI manufacturers and industrial OEMs and a deep bench of engineering talent, PCI is poised to capture new markets as the megatrend towards electrification accelerates.

The Business Development Manager, Test Markets will grow PCI's business in the vibration and sonar test markets in North America and Europe. This person will build on a small existing customer base, with the primary role being to help PCI find new customers, launch new products into the market and help us identify additional new products to develop. This role requires previous sales or marketing experience working with highly engineered products sold to OEMs for inclusion in their systems. The ideal candidate will have prior experience in industries such as power electronics or test and measurement. The ideal candidate must have confidence in holding both technical and commercial discussions with engineering, purchasing and executive contacts at our customers. Substantial domestic and occasional international travel is required, up to 60% of total time (once the pandemic will allow it). The candidate may be located anywhere in the US with easy access to an airport, although preferably the candidate will be within a 2 hour drive of our home office and plant in the Greater Philadelphia area to enable regular visits.
External US Essential Duties and Responsibilities:
Prospecting New Customers (50%)
  • Prospects and generates new Test OEM accounts by searching for competitors of existing customers or suppliers of like offerings to the market.
  • Qualifies the prospect to make sure they are a good fit for PCI in terms of product need.
  • Travels to visit prospective customers as necessary to gain their confidence, learn their needs and establish rapport with key decision makers and influencers
  • Implements a consultative selling approach by thoroughly understanding customer needs and then working with PCI design engineers to meet those needs
  • Reviews customer specifications for completeness and PCI ability to meet customer expectations
  • Researches, prepares and delivers presentations showing potential customers the benefit of purchasing PCI products or services
  • Documents customer meetings and key events such as conference or video calls thoroughly and promptly publishes visit reports to engineering, sales and management
  • Develops competitive selling tactics for key opportunities
Managing Existing Customers (20%)
  • Maintains and grows existing Industrial OEM accounts
  • Cultivates and maintains productive relationships with a range of contacts within each customer account
  • Travels regularly to visit existing customers with a frequency appropriate for their potential or actual sales volume with PCI
  • Documents customer meetings and key conference calls with a published report
  • Generates proposals and quotes and maintains understanding of market pricing.
  • Manages customer expectations and holds them accountable to honor their agreements regarding contracts, purchase orders, delivery dates, etc. Follows up on payments and accounts receivable as necessary
  • Maintains a database of proposals, contacts and communications with customers in cloud-based software such as Salesforce
Creates and Implements Marketing Plan for Test Markets (20% of time spent)
  • Plans for and attends relevant trade shows by pre-arranging customer meetings as much as possible, looking for new prospects, and gathering market intelligence on industry trends and competitors
  • Prepares and implements new product launches for the test market
  • Maintains documentation of applications (knowledge base) for shared reference
  • Attends internal and external training seminars to become familiar with products, methods and industry trends
  • Maintains knowledge of competitive products including price, performance and application
  • Writes application notes periodically detailing successful customer use of PCI products
  • Provides pricing guidance to head of Sales
Sales Planning and Reporting (10% of time spent)
  • Participates in developing sales strategy and annual sales plan and budget
  • Prepares monthly report of sales activity for head of Sales
  • Updates opportunity pipeline on a regular basis and participates in monthly review
  • Generates monthly or quarterly updates to territory forecast as needed
Performs other duties or special projects as required or as assigned by a supervisor

Educational/Training/Certification Requirement:
  • Bachelor's degree in engineering or similar technical discipline or, alternatively, work experience in a discipline that can be reasonably related to PCI product applications
  • Five years sales or marketing experience working with industrial OEMs to get designed in to equipment
  • Successful track record growing a territory or product line
  • Experience holding technical and commercial discussions with engineering, purchasing, and all levels of management
Preferred Education and Experience:
  • Specific experience with power control or material testing technologies
  • Proven record of building relationships with contacts at all levels within the company; partnering effectively with engineering and inside sales staff
  • Experience working with and managing independent representatives or distributors a plus
  • Valid State Driver's License
  • General mastery of core electrical engineering principles is strongly preferred
  • Experience with and knowledge of key power or test markets subsector is preferred
  • Strong technical writing and verbal communication skills via email, phone and face-to-face
  • Proficiency with MS Office tools to prepare presentations, pricing studies, proposals and customer correspondence
  • Ability to use online search tools such as LinkedIn for lead generation
  • Independently plans and executes travel schedule by land and air, domestically and internationally, including coordinating customer visits, transportation and lodging
  • Proficiency with cloud-based CRM software such as Salesforce is preferred
  • Ability to lead a prospective customer through a consultative sales discussion in order to discover underlying needs without pushing any particular solution
  • Communicates with customers and prospects without reluctance or procrastination
  • Able to lead and follow in technical conversations with engineers
  • Consummate listener who is both service-oriented and persuasive
  • Self-motivated and can work without close supervision
  • Team player who works effectively with colleagues without blaming or seeking praise
  • Ability to manage multiple tasks and set priorities
  • Flexibility to work in an environment with changing priorities
  • Organized, productive and consistent with follow-through
  • Curious with a thirst for learning
  • Goal oriented; relying on experience and judgment to plan and accomplish goals
  • High level of integrity and responsiveness; maintains commitments
  • Committed to safety and quality
  • Comfortable with a small company environment
Performance Controls offers a complete compensation package commensurate with experience that includes a competitive base salary, bonus based on sales achievement, and a generous benefits package including health, dental, vision, 401(k) and many other benefits.

About the Company
Performance Controls, Inc. () designs and manufactures power amplifiers for demanding applications that require high power and high precision. Since our founding in 1980, PCI has supported many industries, including electric vehicles, test and measurement, military positioning systems and medical imaging. We offer a range of standard products and we customize solutions for specific needs. Our core offering is the creativity, experience and dedication of engineering, manufacturing and service professionals who love to solve problems for customers. PCI is owned by FUJIFILM.

FUJIFILM is an equal opportunity and affirmative action employer. All qualified applicants will receive consideration without regard to race, color, national origin, sex, gender identity, sexual orientation, religion, disability, protected veteran status or any other characteristic protected by applicable federal, state or local law.

To all agencies: Please, no phone calls or emails to any employee of FUJIFILM about this requisition. All resumes submitted by search firms/employment agencies to any employee at FUJIFILM via-email, the internet or in any form and/or method will be deemed the sole property of FUJIFILM, unless such search firms/employment agencies were engaged by FUJIFILM for this requisition and a valid agreement with FUJIFILM is in place. In the event a candidate who was submitted outside of the FUJIFILM agency engagement process is hired, no fee or payment of any kind will be paid.