Vanderlande North America

Business Development Manager - Warehouse Automation

Job ID
2015-2778
Category
Sales

Overview

Company Description

Vanderlande is the global market leader for value-added logistic process automation at airports, and in the parcel market. The company is also a leading supplier of process automation solutions for warehouses. 

 

Vanderlande’s baggage handling systems move 3.7 billion pieces of luggage around the world per year, in other words 10.1 million per day. Its systems are active in 600 airports including 13 of the world’s top 20.  More than 39 million parcels are sorted by its systems every day, which have been installed for the world’s leading parcel companies. In addition, many of the largest global e-commerce players and distribution firms have confidence in Vanderlande’s efficient and reliable solutions.

 

The company focuses on the optimization of its customers’ business processes and competitive positions. Through close cooperation, it strives for the improvement of their operational activities and the expansion of their logistical achievements. Vanderlande’s extensive portfolio of integrated solutions – innovative systems, intelligent software and life-cycle services – results in the realization of fast, reliable and efficient automation technology. 

 

Job Description

The Business Development Manager preserves, expands, and develops relationships with Vanderlande’s strategic key customers as well as drive new business developments within specific assigned market segments.  The BDM will be responsible for achieving defined sales targets and assigned strategic objectives.  The BDM will manage the full sales cycle, from building a close partnership with the customer to managing bids and RFP's, client presentations, and ultimately closing the contract. In every case the emphasis is on close partnership with the customer, extending from initial analysis of the underlying business processes through to total life-cycle support.  

 

Candidates must have experience in a sales environment, managing and driving solutions based selling process.  The ideal candidate will have this experience within the Material Handling System industry.

Responsibilities

Job Tasks and Responsibilities:

  •  Coordinate order intake for warehousing distribution and parcel automation projects.
  •  Develop and pursue profitable sales leads to achieve planned order intake and profit level
  •  Co-coordinate sales strategy and determining customer requirements
  •  Conduct initial specification review
  •  Cultivate and improve customer relationships
  •  Coordinate sales material, pricing strategy and proposal content 
  •  Provide input into weekly/monthly departmental activity reports
  •  Manage sales documentation and data for Bid/No Bid decision making
  •  Pursue/Maintain healthy pipeline of opportunities
  •  Adapt to VI Company and culture that is based upon a belief in people and their dedication to achieving success

 

Performance and Accountability Measurements

  •  Achieve sales targets in designated market segment
  •  Meet or exceed expectations for profitability
  •  Maintain and build relationship and customer satisfaction that meets VI standards
  •  Achieve strategic objectives of key customers as defined by VI Management

Qualifications

Basic Qualifications:

  •  Bachelor’s Degree from an accredited institution
  •  Minimum five years experience in strategic sales experience
  •  Demonstrated expertise in selling in a B2B environment with an extended sales cycle (12+ months) w/capital equipment
  •  Experience with presenting to multi-level contacts, and medium to large organizations
  •  PC Proficiency in Microsoft Office Products
  •  Willing and able to travel up to 50% domestically.

 

Preferred Qualifications:

  •  Minimum ten years of sales experience in Material Handling Systems
  •  Masters Degree
  •  Background in consultative selling role in a team selling environment

 

Knowledge-Skills-Abilities:

  •  Excellent communication and social skills, high energy and entrepreneurial spirit combined with a thorough knowledge of the Automation Industry
  •  Strong work ethic, technical affinity, ability to grow and mentor as company expands
  •  Legal knowledge and contractual skills to help with contract negotiations

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