#92191  Business Development Manager West Coast

 

Engineering Degree and 3 years of work experience.  Must be a true hunter, able to prospect and aggressively pursue new business while developing and maintaining account relationships.  Must be someone who understands West Coast Culture and be able to call on customers like Space-X, Tesla, and Apple.  Will be working closely with Product Development and Engineering teams.

  1. What is the title of the position? Business Development Manager West Coast
  1. What are the three most important functional tasks this person will perform? Prospecting, Product Recommendations, Acct Management
  1. Background of successful hires? Why successful?  The person who previously held the job?
  2. One formerly Composite Engineer, Mechanical Engineer Degree – No sales experience.  Speaks language of the customers.
  3. Other Sales Background, not Mechanical Engineer,  Can get in to big OEMs like Boeing and meet with 6 or 7 people.  Very likeable.
  1. Background of the person you seek?  Just an Engineer i.e. ME, Metals or some other adv material,  Robotics, Understands composites and the value they bring.
  1. Education required? Desirable?  Minimum education?     Four-year degree, Engineering preferred.
  1. Personality type which would fit in well? West coast culture.  SpaceX, Tesla, Apple.  Younger gen-x A little less formal.
  1. What outcomes must be achieved in this position and within what time frame?
    1. Understand product portfolio and value proposition          in 3 mts.
    2. ID five new large OEM prospects                                               in 6 mts.
    3. Closed at least two new significant sales opportunities.     in 12 mts.
  1. Promotional opportunity? Time frame?
    1. Sales management, Basic to Sr. BD position.  One year possible.
    2. RSM in 3-4 years.
  1. What is the sizzle? Why would an outstanding person want this position?  Very unique technology in our industry.  Corporate owner pouring money on investment portfolio.
  1. Company details? Sales, growth last/next five years?  We can provide Web site or other place where you can learn about company?            $40-50MM.  Business unit in large ($B) polymer company.
  2. Are there any companies from which you would not want to recruit because of special business relationships or such things? No one not to recruit from.
  3. Travel? (100% is four nights per week.)            50-75% forever.  Can vary a little.  Someone based in LA could call on six local accounts from 7A to 5P.  Four Salesmen in the country.

 

  1. Works with/Sells to: OEM, Industrial,  NOT Distributors, Engineers, Executive??
  1. What staff will this person have, and how will they fit into the organization? Individual contributor,  Will be supported by three inside sales reps and three customer service reps.
  1. People work for people. To whom will the candidate report, and what is their title? How long have they been with the company?  What prior positions have they held?  What is their educational background?  What outside interests are they involved in?  Why are they excited about working for the company?  (Remember.  Good Candidates ask tough questions.)    Associate Director of Marketing Engineered Materials for North America. Nine years with company.
  1. What makes this person a good boss? Primary roll is to ensure team gets paid.  Coach and mentor to insure success.
  2. When do you need this person to be on board? Yesterday
  3. What are the weaknesses of your own company, and how have we overcome them? In the past we would bring in new opportunities but didn’t have the technical expertise to execute on new technologies. We have grown our Engineering staff and can now succeed with new, exciting applications.
  4. Why don’t you fill this position internally? We need to grow our Sales presence with additional people.
  5. How long has the hiring manager been with the company? What prior positions have they held?  What is their educational background?  What outside interests are they involved in?  Why are they excited about working for the company?   “Nine years.  BS ME,  Engineer for Lockheed Martin.  How long with company before promoted?  I started at Company in 2007 as a Product Development Manager. I’ve been functioning as Sales Manager since 2014. I enjoy Organization because the senior leadership provides us the freedom to drive our own strategic direction. I also enjoy waterskiing and cycling.”
  6. What sort of company benefits do you offer?   Competitive. 401k with company match, 11 paid holidays, vacation, uncapped sales incentive plan, etc.  Company car includes insurance and fuel for business and personal use.  OK for spouse to drive.

Comments are closed.