Business Development Manager Latin America

POSITION PURPOSE

The Business Development Manager is responsible for supporting the Latin America – Regional Managers and sales channel in Mexico to aggressively grow market share in the region, by using company's product portfolio and by leveraging our brand-new manufacturing facility in Monterrey. The individual will work directly with end users, strategic / key accounts, consultants where applicable, niche applications, and of particular importance, work closely with both our local sales representative and the Regional Managers Team to get projects specified, that the sales channel will then secure as orders.

The individual will be a product and solutions expert that will work to maintain and grow company portfolio of key accounts and partners throughout Mexico and provide critical feedback and input to assist in developing and introducing new sales tools, presentations, case studies, literature and business strategies. The incumbent will furthermore work with our Marketing Manager – Trevor Fontes and his team to assist in business cases to fill catalog gaps and launch innovative new products to sales representatives and customers.

They will be an advocate in the Industrial Cooling and Niche industries for our clients new technologies, and will leverage a thorough understanding of company core markets to help the organization identify and pursue new business opportunities and strategies. The incumbent will collect and report competitive market data that will influence and support company business strategies in the region. An understanding of the refrigeration market in Mexico will be advantageous and count in favor of the successful applicant.

PRINCIPAL ACCOUNTABILITIES

· Meet or exceed fiscal year sales and margin goals.

· Participate actively in vertical-market specific industry organizations to forge and build relationships within them and to generate sales leads for further follow up and action

· Work with the marketing team to identify and analyze target market segments that will fuel industrial business growth. Formulate and execute strategic and tactical plans that create new business with buyers & influencers in these segments

· Obtain specifications for company products in projects, that the company sales channel can then secure as orders

· Assist the Regional Managers team as well as our local representative to contribute to their further training and development

· Develop and deliver persuasive presentations to sales representatives, peers, customers, and industry groups

· Travel to customer sites, corporate and engineering offices, and select accounts to translate needs into guide specifications and sales tools, and in support of the sales teams and select accounts to promote company product and application solutions

· Develop and maintain relationships and increase market share throughout Mexico.

· Help develop, implement and monitor strategies and measures to increase market presence, participation, channel effectiveness and market share

· Improve market position by representing our client within industry organizations; Attend and present at local and national conferences to promote our client and its technologies

· Work with the marketing team to interpret product performance and market data, codes and standards, local guidelines, and competitive information to enhance competitive sales tools, and create guide specifications and other devices to help the sales teams be more effective

· Assist the Indirect and Direct Sales Teams close orders, with technical support, competitive intelligence, and relationship management

· Transfer knowledge to company rep network to ensure they develop a depth of sales and application capability

· Develop and lead programs, and execute activities to increase spec share, strength, and closure rate

· Improve companies spec position by developing guide specifications, custom project specifications, and technical literature.

· Partner with the Product Applications team to strengthen product and sales expertise

· Assist Product Marketing in development of business cases for New Product Development projects and selling tools.

· Gather competitor information and provide thorough and comprehensive strengths/weaknesses analyses

· Provide technical, strategic and commercial support to representatives, sales personnel and select direct accounts

· Lead knowledge transfer to Application Engineering and Regional Sales Managers to ensure depth of product specifications

NATURE AND SCOPE

The Business Development Manager, Mexico will report to the General Manager, Mexico. This role is responsible for working with employees at all levels of the organizations, direct & indirect sales teams, contractors, consultants and product users. This position does not have direct reports but influences across all departments and levels.

KNOWLEDGE & SKILLS

· Bachelor of Science in Mechanical Engineering, or Engineering degree with appropriate level of experience and engineering coursework preferred; MBA is a plus

· 5+ years of relevant work experience, preferably in the refrigeration market

· Ability to articulate features as benefits and convince customers to specify equipment over competition

· Strong technical understanding of refrigeration systems

· Strong business acumen with experiences in analyzing financial and sales data, extracting relevant information and providing recommendations to improve results

· Skilled in product management with experience in pricing/cost analysis, value proposition development, payback analysis, and product positioning

· Skilled in market research and communicating market needs and trends to influence business strategies and new product development

· Demonstrated leadership of teams and experience managing projects from inception to completion

· Knowledge of Spanish language is an advantage

WORKING CONDITIONS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to stand and walk up to 50% of the time. Working conditions include those of a normal office environment, as well as the standard hazards associated with construction sites. This position requires occasional lifting of up to 30 lbs and travel up to 25 – 30% of the time.