[Hiring] Business Development Manager @SATO America

Role Description

The Business Development Manager (BDM) is accountable for developing, penetrating, and growing assigned end-user accounts within a designated territory of the United States. The BDM is responsible for driving end-user demand and opportunity development through direct engagement with end users and/or through collaboration with authorized channel partners that have established or potential relationships within assigned accounts. The BDM acts as a trusted advisor to assigned end users and channel partners for AIDC and RFID solutions, aligning end-user requirements with SATO products, software, and services while coordinating channel partners and internal resources to deliver successful business outcomes.

Duties & Responsibilities

• Drive strategic penetration of assigned end-user accounts by developing and executing account plans, building relationships with key stakeholders, identifying business requirements and active initiatives, communicating the value of SATO solutions, and coordinating channel partners and internal resources to support customer success.
• Develop end-user demand by engaging assigned accounts directly and/or through authorized channel partners, uncovering business needs, defining solution requirements, and positioning SATO products, software, and services.
• Identify, engage, develop, and collaborate with authorized channel partners that currently support, or have the potential to support, assigned end-user accounts, including facilitating introductions and helping partners establish new relationships within targeted end-user organizations.
• Develop and maintain annual account growth strategies including opportunity mapping, stakeholder engagement plans, partner alignment, and revenue objectives for assigned end-user accounts.
• Coordinate account activities with channel partners by providing opportunity updates, solution development support, product expertise, presentations, demonstrations, and access to appropriate SATO resources to drive successful customer outcomes.
• Protect and strengthen SATO’s channel relationships while pursuing end-user growth, including managing potential channel conflict and escalating alignment issues when necessary.
• Assess channel coverage and recruit appropriate channel partners when assigned end-user accounts lack adequate support, expertise, or geographic coverage.
• Achieve assigned targets for profitable sales volume and strategic objectives within assigned accounts.
• Lead and coordinate the opportunity-development process for assigned end-user accounts, including new-business targeting, solution development, internal and external resource alignment, channel-partner coordination, proposal support, and successful delivery of the SATO solution.
• Identify and coordinate appropriate internal and external resources, communicate relevant information, and build customer-focused relationships.
• Apply consultative problem-solving skills and internal and external collaboration to create customer value, maximize account penetration, and grow sales across the complete SATO product and solution portfolio.
• Conduct regular account and business reviews with assigned end users and relevant channel partners, establish action plans, define responsibilities, and measure progress against agreed objectives.
• Maintain up-to-date knowledge of relevant markets, technologies, products, and services by completing internal training and researching external content as necessary.
• Complete necessary reporting in a timely manner, including but not limited to forecasting, SFDC opportunity logging, and project updates.
• Provide timely, thorough, and professional responses and assistance to internal and external stakeholders.
• Seek new opportunities through networking, cold calling, and social media channels.
• Prepare and deliver appropriate presentations on products and services.
• Participate in conferences, exhibitions, and industry meet-ups for business development as required.
• Effectively communicate issues, escalations, and opportunities to various departments within SATO.
• Negotiate contracts to arrive at the best deal for the customers, partners, and SATO.
• Promote a positive and collaborative team environment at SATO.

Qualifications

• Minimum 5 years successful sales experience using consultative selling and closing skills in technology environment.
• Excellent verbal, written and interpersonal communication skills coupled with solid technical abilities.
• A demonstrated ability to close a sale that may consist of a long selling cycle.
• Must be technically savvy having a basic knowledge of PC level local and network hardware and host system understanding and communications. Proficiency in Microsoft Word, Excel, PowerPoint, and Outlook software.
• A strong working knowledge of AIDC solutions and their associated selling techniques.
• Understanding of RFID technology and applications.
• A self-starter who can manage sales goals through prospecting, lead qualification, forecasting, resource allocation, account strategy and planning.
• Ability to manage a sales process, including negotiating sales opportunities to closure, through a deep understanding of a prospective customer buying process.
• Able to create and conduct formal presentations.
• Experience in developing product and solution offerings.
• Perform all other duties as assigned.

Physical Demands

• Sitting: Remaining in the seated position.
• Dexterity: Picking, pinching, or otherwise working primarily with fingers rather than with the whole hand or arm as in handling.
• Talking: Expressing or exchanging ideas by means of the spoken word to impart oral information to clients or to the public and to convey detailed spoken instructions to other workers accurately, loudly, or quickly.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Travel Requirements

Domestic travel required, up to 50%.

Benefits

• Health & Wellness: medical, vision, and dental insurance to include coverage for domestic partners. SATO contributes approximately 75% to the cost of employees’ health insurance coverage along with 100% company paid Life & AD&D, short-term and long-term disability insurance, and a pre-tax Health Savings Account with an employer contribution of $500.00 or $1,000.00 depending on elected medical coverage.
• Time Away: We observe 10 company-paid holidays per year, and 15 days accrued vacation time. We also offer six (6) accrued personal days for you to use for things like weddings, moving, mental health, religious holiday, sick child or for anything that is truly personal.
• Saving for the Future: plan for your short-term and long-term goals with our 401(k)-retirement savings plan with employer match with no vesting schedule. You are fully vested on the first of the month following 30 days of employment. SATO will match 100%/dollar-for-dollar of your 401(k)-deferral amount of the first 3% of your pay and an additional match of 50%/$.50 on the next 2% of your pay. For example, if you defer 5% of your pay into the 401(k) Plan, SATO will make a 4% matching contribution.
• Work-Life: we offer an Employee Assistance Program for employees and eligible family members, career development, growth opportunities, and referral bonuses.