WL - Business Development Manager (Finance)

Position Overview:

Working closely with our government customers this role will lead and manage the (CRM) sales pipeline to deliver annual growth. We are placing key emphasis on providing our customers with solutions that are focused on their requirements and exceed their expectations. This role is central to the success and growth of our business and is an integral part of the sales and support team.

The job requires the ability to lead multiple independent actives within a matrix team structure. It requires that the individual develop and maintain an in-depth knowledge of Ward Leonard products, systems and services. You must use this knowledge and coordinate with Business Development, Bid & Proposal, Engineering, and Operations teams to develop compelling & compliant proposals across our strategic accounts to secure bids. You will work within a multi-discipline, multi-function, team, with a high level of customer contact.

In this function you will:

• Actively builds the OEM order pipeline to meet or exceed plan to drive growth for company.
• Leverage 80/20 principles to develop a strategic sales plan.
• Acts as the representative in all discussions and negotiations with customers.
• Works with Business Unit Directors, engineering and operations to ensure that all the customer's technical and commercial requirements are met.
• Collaborates with Regional Account Managers (RAM) network to maximize penetration among key accounts.
• Supports discovery & pursuit of aftermarket opportunities teams to grow Ward Leonard's aftermarket order rate.
• Provides direction and oversight to the Bid & Proposal personnel on sales & contract administration to improve win rate.
• Leverages CRM to track opportunity progression, accounts, engagement, etc.
• Must maintain monthly orders forecast that will be a key input to financial and demand planning.
• Works in close coordination with the Business Unit Director and engineering to monitor the evolution of technologies to assist with the development of solutions for electrical controls, electrical components and rotating machinery.
• Captures required competitive intel to help secure new business and/or help position our solutions as best in class to be viewed as a partner.
• Support government and/or customer events as necessary to represent the company.

Basic (Required) Qualifications:

• A bachelor's degree, ideally a technical discipline, with a minimum of 5-7 years of government sales management experience building strong customer relationships and securing complex proposals in a competitive environment. MBA is preferred but not necessary.
• Preferred, not required, someone with good technical acumen in Electrical Controls / Components and Rotating Machinery with the ability to read and interpret engineering drawings.
• Ideal candidate must understand the interworking of the Navy and USCG.
• Ideal candidates should have a strong network among key shipbuilders and equipment manufacturers.
• Demonstrable experience in interfacing with customers and partners to discuss technical solutions.
• Demonstrated analytical, written, and verbal communication skills. Particularly strong writing ability.
• This position requires interaction with both internal and external customers, so the ability to communicate effectively across all levels of management, peers, and clients is necessary.
• Strong financial acumen, with knowledge of Government contracting ideal.
• High energy and positive attitude. Ability to take initiative, identify new opportunities and position company for success.
• Experience leveraging CRM for tracking and documenting proposal and sales activities.
• Project management capability especially in planning, risk and requirement management techniques.
• Proficient in use of Microsoft products especially Excel, Word and Project.
• Excellent problem-solving, task prioritization, follow-up, and customer service skills required.
• At least 35% Travel.
• May require future access to classified materials. Must be able and willing to obtain a DoD clearance.
• This position requires access or potential access to Unclassified Naval Nuclear Propulsion Information, which is Not Releasable to Foreign Nationals (NOFORN) data. Therefore, to meet NOFORN requirement, you will have to provide proof of US Citizenship and attest that you do not have dual citizenship. Acceptable proof of US Citizenship is a US Passport, US Birth Certificate or Naturalization Certificate.