Job Summary
StoneAge is seeking an ambitious Business Development Manager (BDM) to drive business growth in our Custom Solutions department. The BDM will play a key role in expanding our client base and revenue by identifying new business opportunities, cultivating relationships, and working closely with the Engineering, Quality, and Operations teams to tailor StoneAge products to meet specific client requirements. This position requires a strategic, customer-focused approach to forecast revenue, maintain client relationships, and implement effective sales strategies that enhance StoneAge's market presence in industrial cleaning and custom equipment solutions. This position reports to the Director - StoneAge Solutions and has a starting salary of $120,000-$135,000 plus commission.
Primary Responsibilities
- Identifying New Business:
- Research and actively reach out to high-potential clients across various industries to introduce StoneAge's custom and off-the-shelf solutions.
- Generate and follow up on new leads, conduct cold calls, and attend site visits to expand the StoneAge customer base.
- Build and maintain lasting relationships with asset owners, contractors, and OEMs, serving as a trusted advisor by understanding their needs and presenting effective solutions.
- Act as the primary point of contact for clients, addressing inquiries and resolving issues quickly.
- Develop and execute targeted sales strategies, aligning with StoneAge's growth goals, to expand market share and build brand recognition.
- Collaborate with Marketing to create sales collateral, product demonstrations, and other materials that support customer education and engagement.
- Project and analyze potential revenue from new and existing clients, contributing to departmental financial targets and StoneAge's overall business objectives.
- Continuously update revenue forecasts based on pipeline activity, sales trends, and market conditions.
- Monitor the growth of client accounts and StoneAge's Custom Solutions presence in the market, identifying opportunities to reach additional clients and markets.
- Track key performance metrics and use insights to adapt and improve business development strategies.
Other Responsibilities
- Cross-functional Collaboration:
- Work closely with the Engineering, Quality, and Operations teams to ensure that client needs align with StoneAge's technical capabilities and resources, creating feasible and timely custom solutions.
- Coordinate asset owner and contractor communications with Regional Sales Managers and Field Specialists to ensure seamless project and client management.
- Sales Strategy and Analysis:
- Track and analyze customer data, industry trends, and competitor activity to adjust sales strategies and maximize opportunities.
- Ensure all client and sales information is accurately documented in Salesforce to maintain updated records of communications, sales opportunities, and outcomes.
- Negotiations and Contracts:
- Lead negotiations for custom solutions, striving for mutually beneficial agreements that drive long-term client commitment and StoneAge's financial success.
- Represent StoneAge at key industry trade shows, expanding the company's network and brand presence while keeping up with industry trends and potential new partnerships.
Requirements
Qualifications
- Bachelor's degree in Business, Marketing, Engineering, or related field is preferred.
- Demonstrated success in a technical or industrial sales environment with a strong track record in achieving sales targets and revenue growth.
- Proficiency in sales forecasting, consultative selling, and developing tailored solutions for mid-to-large accounts.
- Excellent communication skills, with the ability to convey technical information to both technical and non-technical stakeholders.
- Proficient in Salesforce or similar CRM tools and skilled in data analysis for refining business strategies.
- Self-motivated and disciplined, with a high degree of organization and an ability to work independently.
- Ability to speak Spanish is a plus
- Availability to travel up to 35% of the time
Knowledge and Skills
- Understanding of the relationship dynamics between Asset Owners, Contractors, and StoneAge, with a strategic focus on fostering StoneAge's role as an advisory partner.
- Strong relationship-building skills to maintain productive client connections and drive repeat business.
- High-level technical aptitude, allowing effective collaboration with internal teams to create customer-driven solutions.
- Adaptability to align with StoneAge's evolving market objectives and client needs.
Why StoneAge?
StoneAge is the global leader in designing and manufacturing high-pressure waterblast tooling and automated, IoT-enabled/robotic equipment, based in Durango, CO., with five subsidiaries in four countries. We are an innovative, employee-owned company that aims to change our industry and the world through advancing technical products and services – and with our unique, people-centric culture.
We value the diversity of the people we hire and serve. Diversity at our company means fostering a workplace in which individual differences are recognized, appreciated, respected, and responded to in ways that fully develop and utilize each person's talents and strengths.
Benefits
StoneAge offers a comprehensive benefits program that includes:
- Group health, dental, and vision insurance
- Life insurance
- Long-term disability insurance
- Paid time off
- Paid holidays
- 401(k) plan with a guaranteed match
- Paid parental leave
- Wellness rewards program, and much more!
Even more exciting, we are an employee-owned company with profit-sharing and an Employee Stock Ownership Plan ( ESOP ), in which shares of company stock are allocated to eligible employees each year.
Our Own It mindset captures what many of us consider the biggest benefit of all: a highly engaged, collaborative workplace where everyone matters and every employee makes a significant impact.
Please visit our website at www.stoneagetools.com to get a better sense of our company and our employee-owned culture!