Career Opportunities: Business Development Manager OEM (Chicago, IL)

Position Title

Business Development Manager OEM

Active – FULL TIME REGULAR

Round Rock, TX US

TECO-Westinghouse is a world leader in manufacturing electric motors and generators, with a broad selection ranging from ¼ HP to 100,000 HP.  We are also a leader in supplying variable speed drives, and providing engineering services, genuine Westinghouse renewal parts and large motor repairs.  Our company’s products are used to drive pumps, fans, compressors, rolling mills, grinders, crushers, and a variety of other rugged applications.  Headquartered in Round Rock, Texas, TECO-Westinghouse serves the petrochemical, electric utility, pulp and paper, water/ wastewater treatment, air conditioning, marine, mining and metals industries.

POSITION SUMMARY

As part of the TECO-Westinghouse field organization, this role you will be a hunter who is focused on researching, developing and converting new OEM accounts in the assigned region.  Develop and implement sales plans for achieving KPI objectives.  This position will be located in Chicago, IL.

ESSENTIAL DUTIES AND RESPONSIBILITIES

•    The primary focus is finding and converting OEM accounts.  Well organized and has a systematic approach

•    Great communicator and sales leader

•    Step beyond the role of salesperson by helping develop proprietary specifications from the conceptual stage

•    Negotiate major agreements with customers on a routine basis

•    Assemble technical/commercial proposal data

•    Make customer presentations

•    Develop product knowledge of all products

•    Serve as a consultant/resource to the customer because of your knowledge, experience, and reputation as a problem solver

•    Provide feedback on competitive pricing and strategy

•    Lead team selling efforts

•    Customer cold calling a must

•    Be cognizant of antitrust laws and company policies

•    Counsel and assist in training associates and inside negotiators

•    Establish, implement, review, and modify KPI plans jointly with TECO-Westinghouse Motor Company (TWMC) to sell and service assigned customers

•    Provide technical assistance to customers in the selection, application, operation and maintenance of TWMC products and services

•    Be aware of, and responsive to, market conditions and competitive activities.  Communicate such information to the operating divisions.

•    Develop and maintain a cooperative and credible working relationship with other TWMC personnel to assure that the customer receives the best possible unified effort and service

•    Manage expense allowances to obtain greatest return on investment and submit an expense report by the end of each month

•    Support the Total Quality effort by:

o    Providing timely, accurate information for order entry

o    Elevating quality issues to the attention of management

o    Ensuring that accurate information flows to and from our customers

o    Serving on quality action teams as directed by management

•    Implement new product introductions and programs

•    Collect, analyze, and utilize market intelligence data on customer needs, preferences and buying habits, as well as that of competitive manufacturers

•    Provide necessary reports, surveys and marketing information in a timely manner, as requested by your manager

•    Support the efforts of other sales representatives by assuming a leadership role, by becoming a resource for sales representatives and support personnel

•    Compliance with applicable Company policies concerning maintaining a drug free workplace is required

•    Compliance with all Company policies is required, including adherence to Company ISO 9001 Standards and compliance with Company Affirmative Action Plan and Company Safety procedures

•    Incorporate the Standards of Excellence as outlined by TWMC (pride, desire, teamwork, attention to detail, follow-through) into daily activities in order to create a Total Quality environment through personal commitment to excellence

•    Other functions as required

SCOPE, PURPOSE, AND FREQUENCY OF CONTACTS

•    Daily contact with customers

•    Daily contact with Inside and Associate Sales Representatives

•    Daily contact via phone and written correspondence with TWMC marketing personnel

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and/or ability required.

EDUCATION AND EXPERIENCE

•    B.S. degree in Engineering preferred.  Candidate with other degrees or equivalent experience will be considered.

•    Five to seven years with a successful track record as a sales representative and a senior sales representative

•    Be recognized as a dominant factor in the marketplace via personal contacts developed through involvement in professional associations, direct customer contact with management at customer locations, associated companies, as well as, civic and governmental agencies

•    Experienced in selling motors, drives and control to OEM accounts

•    Proven track record in converting OEM customers

SKILLS AND ABILITIES

Strong communication and people skills are essential for effectively interacting with customers.  Computer skills required:  Microsoft Outlook, Word, and Excel.

LANGUAGE SKILLS

Read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.  Write reports, business correspondence, and procedure manuals.  Effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

MATHEMATICAL SKILLS

Work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry.  Apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

REASONING ABILITY

Work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry.  Apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

SUPERVISION RECEIVED

•    Be able to work autonomously

•    Receives assistance from TWMC marketing personnel for pricing and product application information

PHYSICAL DEMANDS

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 frequently required to sit.  The employee is occasionally required to stand; walk; use hands to finger, handle, or feel; and talk or hear.  The employee must occasionally lift and/or move up to 10 pounds.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts.  The noise level in the work environment is usually quiet.

MANAGEMENT DISCLAIMER

TECO-Westinghouse’s Management reserves the right to revise, change or modify the duties and responsibilities of this position at any time to meet business and organizational needs. This position description may not list all duties for this position. The incumbent in the position may be asked to perform other duties. This position description is not a contract for employment and either the incumbent or TECO-Westinghouse may terminate employment at any time, for any reason.