Business Development Manager - Industrial Sales

Position Details

Job Title

Business Development Manager

Department

Sales Operations

Reports To

Vice President of Sales & Marketing

Supervises: No One

Work Location

Remote. Home-based with regular travel in the territory. Not based at the Fort Mill office (visits Fort Mill as needed). Territory: Southeastern United States and beyond

Employment Type

Full-time

Schedule

Monday through Friday, 8:00 a.m. to 5:00 p.m., with some evenings and weekends for customer needs, travel, and trade shows.

FLSA Status

Exempt (outside sales)

Travel

Regular travel within the assigned territory in a personal vehicle, plus industry events, conferences, and trade shows up to 75% overnight

Position Summary

The Business Development Manager grows FNA Compressors' sales of rotary screw and stationary piston compressors across the Southeastern United States and beyond. The role opens new accounts and manages existing ones, selling new and refurbished equipment to end users and distributors in industries such as distribution, manufacturing, and construction. The Business Development Manager uses technical knowledge to match each customer with the right compressed air system and owns the customer order from first contact to finish. The role works closely with FNA's sales, marketing, product, and service teams.

Key Outcomes: What Success Looks Like

· Sales goal met. Meets or exceeds the annual net sales goal for rotary screw and stationary piston compressors in the territory.

· New accounts opened. Opens new end-user or distributor accounts and keeps a pipeline of qualified leads.

· Fast, accurate response. Answers customer inquiries within one business day and sends quotes within 2 business days of receiving the customer's requirements.

· Orders owned from beginning to end. Owns each order from quote to delivery so customers know the status and orders close with no surprises.

· Clear reporting. Keeps AS400 account and order records current and submits weekly activity and forecast reports on time.

Essential Functions

The essential functions below are the fundamental duties of this position. The employee must be able to perform them, with or without reasonable accommodation.

Sales and Account Management

· Plan, present, and deliver on a sales plan for end users and distributors in the Rotary Screw and Stationary Piston Compressor market, targeting the Southeastern US and beyond.

· Develop and execute a sales strategy to prospect for new customers and manage relationships with existing clients.

· Sell new and refurbished industrial air compressor equipment.

Technical Sales

· Use technical knowledge to design and sell piston and rotary screw air compressor systems that meet customer needs.

· Learn and apply technical knowledge of compressed air systems and FNA products.

Customer Support and Order Management

· Address customer inquiries and present quotes.

· Own the customer order process from beginning to end

· Coordinate with service representatives and with FNA's sales, marketing, and product teams to ensure high customer satisfaction.

Market Development

· Represent FNA Compressors professionally at industry events, conferences, and trade shows.

Territory Management and Reporting

· Manage time and travel within the designated territory to meet sales goals and manage leads.

· Work independently and report effectively on activity, pipeline, and results Vice President of Sales and Marketing

· Other duties as assigned.

Behavioral Competencies

Customer Focus: it means a smaller sale

Acts in the customer's best interest and wants every customer to feel good about the purchase.

Recommends the right system even when a smaller sale results, follows up after delivery, and does what was promised.

Ownership and Follow-Through

Takes responsibility for results from start to finish.

Tracks every order from quote to delivery, solves problems instead of passing them along, and keeps the customer informed.

Initiative and Drive

Acts quickly and keeps looking for ways to grow the business.

Prospects consistently, answers customers quickly, and goes after new accounts without waiting to be told.

Consultative Problem Solving

Asks questions to understand the real need and builds win-win solutions.

Learns how a customer uses compressed air before quoting and brings options that work for the customer and for FNA.

Clear Communication

Speaks and writes clearly, professionally, and to the point.

Gives presentations and quotes customers understand, and writes reports and emails that need no follow-up questions.

Self-Management

Manages time, territory, and priorities with little supervision.

Plans routes and visits, balances new and existing accounts, and keeps reports current while working on the road.

Cross-Functional Collaboration

Works well with other teams to get customers what they need.

Shares customer feedback with product and marketing, and hands off cleanly to service so nothing falls through the cracks.

Technical Skills

Required

· Industrial equipment sales: prospecting, presenting, quoting, and closing.

· Strong mechanical aptitude.

· Ability to acquire and apply technical knowledge of compressed air systems.

· Proficient PC skills, especially Microsoft Office, PowerPoint, and Excel.

Preferred

· Direct experience with rotary screw compressors.

· Experience with AS400 or a similar order and account system.

Qualifications

Education

Required: High School or GED

Preferred: Associate's or Bachelor's

Experience

Required: Proven sales experience in industrial equipment sales 3-5 years

Preferred: Direct experience with rotary screw compressors

Licenses and Certifications

Valid driver's license and a driving record that meets FNA's vehicle insurance requirements

Other

Able to travel within the territory (about 75%) and to industry events, and to work independently and report effectively

Equal Opportunity and Accommodation

Duties may change. This job description describes the general nature of the work. It is not a complete list of every duty, and FNA Compressors may change duties, responsibilities, or schedules at any time based on business needs.

Equal employment opportunity. FNA Compressors Inc. is an equal opportunity employer. We make employment decisions without regard to race, color, religion, sex (including pregnancy, sexual orientation, and gender identity), national origin, age, disability, genetic information, veteran status, or any other status protected by federal, state, or local law.

Reasonable accommodation. FNA Compressors provides reasonable accommodations to qualified individuals with disabilities, to employees and applicants with known limitations related to pregnancy, childbirth, or related medical conditions, and for sincerely held religious beliefs, unless the accommodation would cause undue hardship. To ask for an accommodation, contact Tara McAlister, Director of Human Resources, 704-957-7837 or Tara@thepeoplestrategy.com.