Business Development Manager

PURPOSE OF THE POSITION

Responsible for securing new logos which involves a thorough understanding of the market, industry and specifically how to engage key decision makers. The ability to educate prospective clients about the company’s products and services is critical.  Proactively creates action plans to further Wi-Tronix’s sales strategies.  Develops client relationships at multiple levels and optimizes the subject matter experts within Wi-Tronix.

CORE FUNCTIONS

1. Business Development / Customer Acquisition (45%)

• Accountable for target market customer acquisition driving towards 100% quota attainment
• Sustain a healthy new business pipeline through consistent prospecting, and lead qualification
• Originate the customer journey, taking the first step to developing customer advocates
• Probe effectively and systematically to assess and identify customer stakeholder needs and objectives
• Conduct sales presentations to prospective stakeholders and key decision makers
• Lead pricing negotiations, and close the sale based on value, cost-benefits, and ROI

1. Collaboration (35%)

• Lead, engage, and leverage cross-functional teams and subject matter experts to support sales efforts
• Initiate ideas for innovation based on feedback gathered from prospecting and overall market awareness
• Communicate customer needs to Wi-Tronix product management, marketing, and customer success teams
• Define a plan and collaborate with marketing to execute market strategy to drive lead generation

1. Personal Accountability & Development (20%)

• Prepare and maintain timely and accurate reports for sales forecasts, account status, and lead generation
• Develop and maintain depth of relevant Wi-Tronix domain knowledge, market and competitive positioning; includes hands-on field experiences
• Commit to continuous learning and development of personal sales skills working towards mastery
• Allocate time effectively and prioritize sales opportunities astutely with minimal oversight

POSITION QUALIFICATIONS

• Bachelor’s degree and/or equivalent relevant experience
• 5+ years’ experience selling enterprise software, SaaS, IoT, electronics, and/or control systems (electrical/mechanical), ideally into railroad or other regulated industries (i.e. aerospace, marine, defense, etc.); selling hardware and software combined solutions, critical
• Knowledge of and enthusiasm for rail or transportation and technology demonstrated through work experience, hobbies, and/or education
• A strong understanding of technical solutions based on electrical, mechanical, environmental, cloud hosted software and IT requirements to enable the ability to execute on solution/consultative sales with technical software products

• Accurately analyzes client and market data, anticipates potential client needs, develops business strategies, and recommends appropriate solutions for existing and potential customers
• Proven track record effectively managing and navigating complex, multi-touch, multi-level sales opportunities with recurring revenue in a multi-level customer team executing multi-touch, multi-level buyer’s journeys
• Excellent customer-facing and internal communications and personal interaction skills with experience presenting to and achieving buy-in from all levels including senior executives including the analytical ability to teach and communicate financial, safety and statistical ROI’s
• Highly motivated self-starter, strong business sense, organizational and presentation skills, and authentic presentation style
• Understand and operate within the internal order management system and manage estimates, contracts, and the order pipeline working and collaborating with internal cross-functional teams (i.e. product owner, development team, sales)
• An agile mindset and the willingness to apply agile concepts to the sales process
• A background in working with agile development processes, a plus

PHYSICAL DEMANDS

• Ability to travel up to 50%
• Ability to travel to customer locations and board a locomotive

This position's anticipated base salary range is 130,000 to 150,000 annually plus commission. Final compensation will be based on experience, qualifications, and location.  This role will be based out of Chicagoland or in the Dallas FT Worth area.

Wi-Tronix is proud to be an Equal Opportunity, Affirmative Action, E-Verify, and Drug-Free Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, physical or mental disability, age, or veteran status or any other basis protected by federal, state, or local law. If you need reasonable accommodation for any part of the application process due to disability, please inform us at michele.hughes@wi-tronix.com so that we can discuss the appropriate alternatives available. Wi-Tronix does not review unsolicited resumes from recruiters or search firms.