Understand key industry service offerings and confidently communicate their application across the manufacturing ecosystem—including industrial manufacturing, automotive, aerospace & defense, consumer products, food & beverage, logistics, and distribution markets—to a diverse group of stakeholders
Demonstrate an understanding of global trade management strategies, including import/export compliance, tariff mitigation, customs valuation, duty optimization, free trade agreements, and cross-border supply chain operations
Demonstrate an understanding of manufacturing operations, global supply chain optimization, automation, operational technology, and digital transformation initiatives and their impact on client operations and growth strategies
Monitor and communicate emerging trends related to global trade regulations, tariffs, geopolitical risk, supply chain disruption, reshoring initiatives, and international sourcing strategies to identify and develop new business opportunities
Demonstrate an understanding of emerging manufacturing technologies (e.g., automation, robotics, AI, IoT, data analytics, and smart factory solutions) and their impact on operational efficiency and business transformation
Monitor and communicate emerging trends related to industrial automation, smart manufacturing, supply chain resilience, reshoring initiatives, sustainability, and infrastructure investment to identify and develop new business opportunities
Demonstrate an understanding of emerging technologies supporting global trade and supply chain operations, including automation, AI, data analytics, ERP integration, and trade management platforms
Lead the deployment of sales techniques and strategies to integrate services and resources across all lines of service and geographies
Possess a broad understanding of macroeconomic, regulatory, and market trends impacting the manufacturing sector, including global trade policy, supply chain modernization, reshoring, workforce challenges, automation, and industrial investment
Have a conversational understanding of the firm’s significant service offerings beyond manufacturing that intersect with our team's expertise, enabling the utilization of the firm's strategy to deliver and enhance value in an integrated and mutually reinforcing marketplace.
Build, maintain, and expand relationships across the manufacturing and global trade ecosystem, including manufacturers, importers/exporters, distributors, supply chain leaders, customs and trade professionals, investors, and strategic partners
Perform regular, aggressive, and prompt follow up on all Firm-generated leads assigned from campaigns, or ad hoc requests from practice leadership.
Maintain a clear understanding of who your team wishes to target for business development purposes – and why.
Track and analyze emerging manufacturing industry trends and innovations to identify potential opportunities within the sector
Regularly inform practice leadership of changing market dynamics and other factors influencing accounts of strategic importance
Maintain strict compliance with CRM (Salesforce) requirements by consistently documenting opportunity notes and all related activities, and keeping an accurate, up-to-date pipeline of qualified opportunities in accordance with firm protocols
Attain closed business revenue goals associated with both new accounts and existing client accounts (as appropriate), to ensure a profitable return to Firm each fiscal year.
Participate as a key team member on all relevant market development meetings and other in-house discussions.
Create, sustain, and grow relationships with new and existing clients through regular, open communication; ensure performance standards and client satisfaction are consistently met, and proactively communicate and troubleshoot issues as they arise
Maintain deep knowledge of core service offerings and effectively position their application within target markets to influence decision-makers
Collaborate with other BD leaders and practice leaders for an integrated Go-to-Market (GTM) approach
Perform account planning and key account research to optimize business development efforts and account penetration.
Perform primary out-reach efforts, coordinate with marketing personnel on campaigns including prospect calls, emails, and other mechanisms to secure appointments with COI individuals
Requirements
Undergraduate degree from an accredited college or university required; Graduate degree preferred
15+ years of experience in Manufacturing, Industrial Products, Consumer Products, Global Trade Management, Supply Chain, Distribution, Logistics, or related industries, or in professional services supporting these sectors (e.g., accounting, law, management consulting, engineering, trade advisory, customs advisory, or operations advisory), required
Demonstrated understanding of global trade management, including import/export operations, customs compliance, tariff strategy, international supply chain operations, and trade-related regulatory considerations
Demonstrate an understanding of manufacturing market dynamics, operational transformation, global supply chain modernization, trade compliance, tariff strategy, and emerging industrial technologies
Demonstrate strong problem-solving, critical thinking, and thought leadership skills
Strong understanding of emerging technologies and their business applications.
Ability to work under a defined and planned directive with minimal direct day-to-day supervision for implementation