The posting
POSITION SUMMARY:
The Sr. Digital Solutions Business Development Manager is focused on Primary Material Industries, end users, systems integrators, EPCs, value-add resellers, consultants, and service companies to drive growth of the Digital Solutions business, with a primary focus on industrial software platforms, including SCADA and MES.
This role is responsible for executing commercial strategy, developing the go-to-market approach, and driving revenue growth for digital solutions across key industrial verticals. The manager works cross-functionally with Marketing, Engineering, and strategic partners to position MEUS-IAD as a trusted digital transformation partner.
The essential functions of the position include, but are not limited to, the following:
National Sales Strategy & Business Growth
- Create and implement a national sales plan for the United States based on IAD’s Digital Solutions.
- Establish sales objectives and key performance indicators.
- Lead the Digital Solutions sales strategy in alignment with IAD's growth objectives.
- Develop a go-to-market model for ICONICS solutions across direct, channel, and partner sales.
- Identify and penetrate target accounts and drive specification opportunities.
- Initiate sales activity with senior management at target industry accounts and coordinate cross-functional teams to secure new business.
- Become a subject matter expert for Primary Material Industries, including Water and/or Oil & Gas.
- Represent IAD at important industry events and participate in industry specification activities.
- Recommend focused marketing activities for target industries and accounts.
- Work closely with Marketing to identify market trends and align campaigns and trade shows.
- Provide management with analysis of changing market trends, economic indicators, and competitor data.
- Participate in managing marketing campaigns and product launches.
- Create data, budgets, and reports to support the business, including monthly sales and marketing activity reports and PDCA reporting for the General Industries team.
- Perform other job functions as assigned.
SUPERVISORY/MANAGERIAL RESPONSIBILITIES:
- Lead the national Digital Solutions sales team and set clear goals, priorities, and expectations.
- Monitor performance, provide feedback, and address performance gaps.
- Coach, develop, recruit, and retain sales talent.
- Promote an accountable, collaborative, and inclusive team culture.
- Ensure compliance with company policies, sales processes, and budget requirements.
ESSENTIAL EDUCATION, SKILLS AND EXPERIENCE:
- Bachelor’s degree in an engineering discipline, such as Electrical or Mechanical Engineering, or equivalent experience.
- 10+ years of experience in a sales management or supervisory role, with demonstrated ability to lead people and achieve results through others.
- 10+ years of sales experience in industrial software and operational technology, including motion, PLCs, HMIs, software, and VFDs.
- Must be able to travel internationally as needed.
- Valid driver’s license with acceptable driving record.
- Strong leadership skills and the ability to positively motivate direct reports and peers.
- Strong work ethic and the ability to lead by example.
- Strong sales management capabilities with a record of consistent sales and profitability growth.
- Excellent relationship-building, coaching, and mentoring skills.
- Strong planning, organization, and time management skills.
- Proven ability to analyze problems, reach sound conclusions, and support resolution of employee conflicts.
- Strong negotiation skills.
- Demonstrated ability in strategic sales planning and execution.
- Excellent written, verbal, and presentation skills, with the ability to communicate effectively and professionally at all organizational levels.
- Proficiency with Microsoft Outlook, Word, Excel, and PowerPoint.
BENEFICIAL EDUCATION, SKILLS AND EXPERIENCE:
- MBA.
- Additional sales management experience.
- Sales experience with some or all of the following: VFDs/inverters, PLCs, HMIs, servo systems, software interfaces, and building automation control and monitoring.
TRAVEL REQUIREMENTS:
- Approximately 60% travel within North America; international travel as needed.
The pay range for this position at commencement of employment is expected to be between $149,600/yr and $205,700/yr; however, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements, including commissions based on achieving individual performance and/or sales metrics, incentive compensation and discretionary awards in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave), dependent on the position offered. Details of participation in these additional compensation and benefit plans will be provided if an employee receives an offer of employment.
If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.
In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.
We are an equal employment opportunity employer. All employment decisions are made without regard to race, color, religion, sex, pregnancy, breastfeeding or related medical condition, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity, gender expression, domestic partnership, physical disability, mental disability, medical condition, genetic characteristic or information, military or veteran status or other legally protected status (except when one of these criteria is a legally permissible bona- fide occupational qualification).
The Company will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the Company, or (c) consistent with the Company’s legal duty to furnish information.
To view the EEO is The Law Poster and the supplement, please visit www.dol.gov/sites/dolgov/files/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf
To view the Notice to Job Applicants and Employees regarding San Francisco's Fair Chance Ordinance and the Know Your Rights poster please visit www.sfgov.org/olse/sites/default/files/FCO%20poster2020_0.pdf
Applicants with a disability who need assistance with the application process may contact Human Resources by email at [email protected] or by calling 714.229.3813.
