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Business Development Manager, Electro-Mechanical Drives - Americas

Date: Jan 14, 2022

Location: York, Pennsylvania, USA

Company: Voith Group

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About the Voith Group

The Voith Group is a global technology company. With its broad portfolio of systems, products, services and digital applications, Voith sets standards in the markets of energy, paper, raw materials and transport & automotive. Founded in 1867, the company today has around 20,000 employees, sales of € 4.3 billion and locations in over 60 countries worldwide and it thus one of the larger family-owned companies in Europe.


The incumbent is directly responsible for identifying market, product portfolio and individual customer strategies and opportunities. The position requires a strategic thinking, self-starting individual who is able to interact with varying personal backgrounds, abilities and educational levels in both a business and social environment. The person must be willing to travel and develop new business relationships mainly in Northern America, secondary in South America for electro-mechanical drive systems.


Business Development Manager, Electro-Mechanical Drives - Americas  
Remote within the USA

 

Responsibilities

  • Crafting and co-developing the go to market strategy for VECO Drive solution for each customer consistent with company philosophy and customer’s strategy primary within Northern America and later in Latin America, drive development of new customers; create new approaches and develop the business of a new product/solution
  • Initiate and execute promotion activities within the applicable industries (O&G, Chemicals) by pre-aligned attendance of industry specific conferences, symposiums, as well (co)-writing technical papers
  • Identify and drive/develop projects with focus on both end users, operators & EPCs /DI´s/ licensors, and OEMs in Oil &Gas, Petrochemicals and Chemicals regarding pumps and compressor applications
  • Applying a capture team selling approach throughout project life cycle (Conceptual phase until EPC phase) including the definition, alignment executing and coordination of the capture strategy with internal multi-disciplinary and – national participants
  • Monitor the key competitors and translate into optimizations of the product positioning and Go-to-Market
  • Develop and execute sales strategy as well as providing input for products and/or services needed for region (in alignment with regional/divisional BO)
  • Ensure customer satisfaction
  • Ensure reaching defined sales targets (KPIs e.g. sales volume, margin quality, penetration rate, captive market size)
  • Customer relationship management (CRM) on operational and manager level
  • Sales of new products with margin and volume responsibility
  • Local contract and pricing negotiation, incl. cash management in alignment with project management
  • Participate in technical and commercial negotiations of orders
  • Attending and giving presentations on technical conferences or forums
  • Utilization of CRM tool (Salesforce) for documenting and archiving sales related activities

 

Qualifications

  • Bachelor’s and/or Master`s degree in Electrical Engineering or Power Electronics
  • High intrinsic motivation to create new approaches and develop the business of a new product
  • MV VFD system sales and business development experience with min. 10 years of experience in Oil & Gas, Petrochemical and Chemical industry with international & national companies; broad experience with industrial scale drives in power range of 1+ MW
  • Proven sales or P&L responsibility for a region or sub-region
  • Deep knowledge of local business culture and customs
  • Deep understanding of project business incl. sales channels and customer approach in typical Energy, Oil &Gas, Petrochemical turbomachinery applications.
  • International cultural business skills combined with written and spoken English skills and the willingness to worldwide business trips.
  • An established industrial network and customer relationships to decision makers in the focused industries is an asset
  • Developing projects with customers using a capture team approach
  • Strategic sales experience with negotiating, problem-solving and communication skills (incl. presentation and oral skills).
  • Strong technical expertise on MV VFD system drives for turbomachinery applications, being able to discuss and influence project related technical solutions.
  • Business savvy and entrepreneurial

Physical Demands

Talking Frequently
Hearing Frequently
Sitting Frequently
Standing Frequently
Walking Frequently
Bending Occasionally
Climbing N/A
Reaching Occasionally
Prolonged Overhead Work N/A
Pushing/Pulling N/A
Kneeling/Squatting Occasionally
Lifting Occasionally 25 lbs. 
Carrying Occasionally 25 lbs.
Balancing N/A
Rotation/Twisting N/A
Keyboard Use Frequently
Using vibration tools/equipment N/A
Noise level Usually quiet
Travel Frequent

 

* This job description is not all encompassing, however, is intended to be a general description of the responsibilities of this position.

 

Voith US Inc. is an EEO/AA/VEVRAA compliant Federal Contractor and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, or any other classification protected by federal, state, or local law. We welcome everyone to apply, especially those individuals who are underrepresented in the industry including people of color, LGBTQI+ community, women, individuals with disabilities (both seen and unseen), Veterans, people of any age or family status. We embrace the competitive advantage that diversity brings and we strive to create a working environment that is inclusive of thought and talent.

 

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Nearest Major Market: York PA
Nearest Secondary Market: Lancaster