Business Development Manager

The role will be responsible for developing and implementing a strategic sales plan to expand our distribution partner network and directly sell our cooling equipment to customers within North America Edge and Telco data processing facilities segment. This role requires a seasoned sales professional with a strong background in the Data Center Cooling or HVAC industry and a proven track record of building and leading high-performing sales teams.

Sales Strategy:

• Develop and execute a comprehensive sales strategy to achieve sustainable growth of revenue and profit, and market share expansion
• Use insights from market trends, competitor analysis, and customer feedback to refine strategies and drive growth.
• Develop and lead an efficient and effective sales team suitable for the size of the revenue and future opportunity
• Prepare and present sales forecasts, reports, and performance metrics to the executive team.

Channel Development:

• Develop and manage a robust channel partner program, including identifying potential partners, negotiating agreements, and providing ongoing support and training to ensure their success.
• Collaborate with channel partners to create joint business plans, set sales targets, and develop marketing strategies to drive mutual growth.
• Conduct regular performance reviews with channel partners to assess their sales pipeline, address challenges, and identify opportunities for improvement.

Sales Funnel Process:

• Build and drive internal sales funnel process for channel network development and key account direct sales in targeted segments.
• Support external partners in building and driving their sales funnel processes, provide guidance and best practices.
• Oversee the entire sales funnel process both internally and on channel partner side, from lead generation and qualification to conversion and closing, ensuring an efficient and effective approach.
• Ensure sales team provide accurate and timely quotations and relevant support to key accounts and channel partners, ensuring a smooth sales process.
• Ensure a high level of customer service by addressing inquiries, resolving issues, and maintaining strong relationships with key accounts and channel partners.

VoC and Market Trend Monitoring:

• Collect and analyze Voice of Customer (VoC) data to gain insights into customer needs, preferences, and pain points, and use this information to drive product and service improvements.
• Monitor market trends, competitive activities, and customer needs to refine sales strategies and ensure a competitive edge.
• Collaborate with the marketing and product development teams to align sales initiatives with overall business goals.

• Bachelor's degree in Engineering, Business, Marketing, or a related field
• 7+ years of experience in sales of highly engineered capital goods to industrial or commercial customers, experience in HVAC&R or data center cooling equipment is a plus
• Technical Knowledge: Strong understanding of Data Center technologies and industry trends. Ability to articulate complex technical information in a clear and persuasive manner.
• Proven track record of developing distribution networks and achieving sales targets.
• Strong leadership and team-building skills with experience managing a sales team.

Skills, Knowledge, and Abilities:

• Excellent communication, negotiation, and presentation skills. Proven ability to coach sales team and channel partners in critical elements of selling process, including Value Sell, Account Plans, Opportunity Plans, Pre-Call Planning, etc.
• Self-motivated, results-oriented. Proven track record of thriving in a fast-paced, target-driven environment. Strategic thinker with the ability to analyze data, identify trends, and make informed decisions.
• Proficient in CRM software and other sales tools.

Travel: Ability to travel up to 50%, primarily within North America