OK International is part of the Dover Engineered Products segment of the Dover Corporation. Dover is a diversified global manufacturer with annual revenue of over $7 billion. We deliver innovative equipment and components, specialty systems, consumable supplies, software and digital solutions, and support services through five operating segments: Engineered Products, Fueling Solutions, Imaging & Identification, Pumps & Process Solutions and Refrigeration & Food Equipment. Dover combines global scale with operational agility to lead the markets we serve. Recognized for our entrepreneurial approach for over 60 years, our team of approximately 24,000 employees takes an ownership mindset, collaborating with customers to redefine what's possible. Headquartered in Downers Grove, Illinois, Dover trades on the New York Stock Exchange under "DOV."
OK International is a global manufacturer of electronic benchtop tools and precision dispensing solutions worldwide. We have two major product lines: Metcal electronics bench tool solutions and Techcon dispensing Systems.
We have facilities in Cypress California (US), Chandlers Ford (UK) and Shenzhen (China) supporting our customers worldwide. The OK International Team is dedicated at putting customers first, having an entrepreneurship mindset, innovative culture, cultivating relationships and never compromising on integrity. Welcome to our team!
The Business Development Manager will be responsible for developing the Techcon business through supporting our channel partners on product offerings in the assigned territory. This position will be accountable for business development in Hamburg, Switzerland, Munich, Southwest Germany, Poland and Czech Republic, etc.
Manages all aspects of the channel in the territory ranging from managing the distribution channel to promoting new business. Position reports to the Techcon Global Director of Sales and will be based remotely in Germany from a home office.
Job Duties:
• Support Channel Management of Techcon Systems product within the assigned territory to achieve growth targets.
• Identify new markets, customers, and sales opportunities. Initiate action plan to approach and secure new business for Techcon.
• Build a strategic business plan around market specific regions (Hot Spots) focusing on growth and market share penetration.
• Effectively utilize the CRM system Salesforce.com to build & document business development activities. Utilize the system to help manage the channel, opportunities and KPIs. This includes opportunity management and contact management.
• Have working knowledge of all products to enable demonstration of products to support Channel Management with customers.
• Create mind share and build relations with regional distributors. Provide technical support and training when needed.
• Conduct profitability analysis on existing and future business.
• Present market and other forecasts and provide input on Sales & Marketing budgets.
• Evaluate opportunities that fall outside the current scope of the business and work with product management on new product opportunities.
• Help generate & implement ongoing product training programs at a regional level for the channel.
• Support local trade shows and become involved with regional industry associations.
• Assist with product introduction (Alpha, Beta & channel training) at a regional level.
• Analyze market trends and customer needs while taking action to keep products, programs, pricing and services in line with changing market conditions and trends.
• Provide monthly reports on the assigned region and keep salesforce.com current.
• Travel 50% travel across multiple country territories.
Experience:
• Proven fluid dispensing background, with minimum 3 years of direct experience closely related to the adhesive, dispensing and packaging industries.
• Established business development experience with proven track record of market expansion & established industry relationships.
• Experience of both the distribution and manufacturing in a B2B environment. Ability to balance and determine when accounts should be serviced through distribution or directly.
• Exceptional communications skills, written and verbal; solid proven background in delivering proposals and negotiating deals with corporate management.
• Must be able to meet deadlines, be well organized, and exercise sound judgment related to distribution and key accounts.
• Must have experience in building and following strategy. Able to take direction and execute strategy with limited supervision
Skills:
• Must speak both German and English fluently.
• Possess initiative and drive with strong interpersonal skills.
• Industrial manufacturing experience is required. Experience in fluid dispensing and industries related to adhesive or other technical materials a plus.
• Ability to demonstrate products and find solutions utilizing technical skills.
• Problem solver good at uncovering the customer's pain points.
• Effective and persuasive presentation skills.
• Proficiency in MS Word, Excel, Outlook, PowerPoint, Salesforce and ability to learn new computer programs.
• Computer skills required for reporting purposes, presentations, pricing and data management (CRM experience preferred).
• Ability to multi-task and coordinate multiple priorities.
Education:
Bachelor's degree or equivalent preferred
Competitive Pay & Benefits
Flexible working conditions
Home & Travel expense allowance
Access to Dover learning & development programs
Further Career Opportunities across OK International & Dover Corporation
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