Job Summary
The Business Development Manager (BDM) – Industrial is a hunter-focused, territory leader responsible for driving direct customer acquisition, market penetration, and revenue growth within their assigned territory. The role focuses exclusively on the Industrial vertical, engaging with both direct customers and any assigned sales representatives, dealers, or distributors operating under contract within the territory.
The BDM provides day-to-day guidance, coaching, and performance oversight for all assigned reps, dealers, and distributors, ensuring alignment with company strategy, pipeline development, and sales execution. While the role does not carry regional P&L responsibility, the BDM acts as the primary point of accountability for all sales activity in the territory, collaborating with partners to maximize revenue, maintain commercial discipline, and drive customer satisfaction.
This position requires a proactive, hands-on approach to managing all channels of coverage within the territory, balancing direct hunting with effective partner enablement, and ensuring that assigned reps, dealers, and distributors operate consistently with the company’s industrial strategy and standards.
Essential Functions
Revenue Growth & Territory Development
- Achieve annual bookings and revenue targets for the assigned territory.
- Develop and execute territory-specific growth plans aligned to the global industrial strategy.
- Identify and penetrate new accounts, expanding market share.
- Deepen relationships with existing accounts to grow wallet share.
Direct Customer Engagement
- Lead the full sales cycle, from prospecting to closing.
- Conduct on-site customer visits (domestic and international travel as required).
- Negotiate commercial terms within established pricing frameworks.
- Maintain high-level executive relationships to influence decision-makers.
Sales Representative Management
- Oversee and support sales representatives assigned to the territory.
- Set goals, provide coaching, and review performance with reps.
- Align reps to company value proposition, pipeline management, and vertical strategy.
- Conduct joint customer visits or strategy sessions as required.
Pipeline & CRM Discipline
- Maintain accurate CRM data, including pipeline stages, forecast dates, and expected revenue.
- Deliver reliable monthly and quarterly forecasts.
- Track competitive activity and market intelligence.
Strategic Market Development
- Identify emerging industrial opportunities and market trends in the territory.
- Provide actionable voice-of-customer feedback to Product Management and Marketing.
- Represent the company at industry events, trade shows, and vertical campaigns.
Scope & Role Boundaries
- Individual contributor with revenue quota and territory leadership over assigned reps.
- Manages only sales representatives in their territory; no wider people or regional management.
- No regional P&L ownership.
- No distributor/dealer governance beyond collaborative engagement (if applicable).
- Vertical: Industrial only.
Knowledge, Skills, and Abilities
- Territory planning and execution
- Hunter mentality / proactive sales
- Forecast accuracy and pipeline management
- Executive-level relationship management
- Cross-cultural communication and negotiation
- Reps coaching and development
- Market intelligence and opportunity identification
Preferred Skills
- Experience in industrial testing, drivetrain systems, or related engineered solutions.
- Technical aptitude for complex industrial systems.
- CRM proficiency (Salesforce, HubSpot, or equivalent).
Education and Experience Requirements
- 5+ years of industrial B2B capital equipment or technical solution sales experience.
- Proven success managing sales reps or a multi-country territory.
- Strong hunter mentality and proven track record of new account acquisition.
- Commercial negotiation and executive-level communication skills.
- Ability and willingness to travel domestically or internationally (25–40% depending on territory).
Core Competencies
- Achievement Focus
Demonstrates persistence and overcomes obstacles; measures self against standard of excellence; recognizes and acts on opportunities; sets and achieves challenging goals; takes calculated risks to accomplish goals. - Business Ethics
Inspires the trust of others; keeps commitments; treats people with respect; upholds organizational values; works with integrity and ethically. - Conflict Resolution
Confronts difficult situations; encourages open communications; keeps emotions under control; maintains objectivity; uses negotiation skills to resolve conflicts. - Dependability
Commits to doing the best job possible; follows instructions and responds to management direction; keeps commitments; meets attendance and punctuality guidelines; responds to requests for service and assistance; takes responsibility for own actions. - Job Knowledge
Competent in required job skills and knowledge; displays understanding of how job relates to others; exhibits ability to learn and apply new skills; keeps abreast of current developments; requires minimal supervision; uses resources effectively. - Judgment
Displays willingness to make decisions; exhibits sound and accurate judgment; includes appropriate people in decision‑making process; makes timely decisions; supports and explains reasoning for decisions. - Managing Customer Focus
Develops new approaches to meeting customer needs; establishes customer service standards; monitors customer satisfaction; promotes customer focus; provides training in customer service delivery. - Quality
Applies feedback to improve performance; demonstrates accuracy and thoroughness; displays commitment to excellence; looks for ways to improve and promote quality; monitors own work to ensure quality. - Safety & Security
Determines appropriate action beyond guidelines; observes safety and security procedures; reports potentially unsafe conditions; uses equipment and materials properly. - Teamwork
Balances team and individual responsibilities; contributes to building a positive team spirit; exhibits objectivity and openness to others’ views; gives and welcomes feedback; puts success of team above own interests.
Physical Demands
Work Environment
EEO Statement
The client company and Insperity provide equal employment opportunities to all employees and applicants in all company facilities without regard to race (including hair texture and hairstyles), color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental and/or intellectual disability, age, military status, veteran status (including protected veterans), marital status, registered domestic partner or civil union status, familial status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws.
This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.