Business Development Manager, Industrial Rental Markets

Gates Corporation is a leading manufacturer of application-specific fluid power and power transmission solutions. The Business Development Manager for Rental Markets will be responsible for developing profitable sales growth through OEM and end-user markets, aligning local sales strategies with business objectives, and coordinating sales efforts across the product portfolio.

Responsibilities:

• Use your expertise in the Rental Market segment within the United States, including a deep understanding of the segment's technical process needs and challenges, to develop and drive a strategy for growth in this segment
• Create and execute the business plan, in line with the Americas Strategic Plan and revenue targets
• Understand and communicate to internal stakeholders Rental Market general architecture & applications related to Gates products and respective OEMs
• Understand industry dynamics, decision-making process, and decision makers on product specification and buying decisions
• Identify and map key players in the decision-making chain (Rental company leadership, regional/branch managers, maintenance managers, mobile equipment services, etc.)
• Technology trends/technology shifts - understand how the industry requirements are changing and translate how it affects the utilization of our products and services
• Identify industry standards and requirements for focus in terms of development, qualifications, and testing/demonstration for market legitimacy
• Identify and size opportunities related to new product and technology development
• Drive marketing efforts and market awareness of Gates Fluid Power and Power Transmission portfolio for different Rental Market customers
• Work closely with the technical sales team, application engineers, and existing account management organization to develop a pipeline of new project opportunities and define winning sales strategies to identify growth opportunities and innovation
• Lead matrixed organizational structures to align sales, engineering, and distribution resources to a common goal
• Define and develop go-to-market plans for applicable product lines in our portfolio with primary focus on the Rental Market
• Create a product content roadmap to support Business Development and Lead Gen activities, working in cooperation with PLM and Marketing organizations
• Define and continuously maintain critical market intelligence from the market, customer, and competitor views for the Rental Market segment
• Research and analyze Market Size, Market Segments, Economic & Regulatory Drivers, Applications & Technologies Products / Systems / Services, Channels to Market, Industry Trends, Competitors, perform SWOT Analysis, etc. Utilize this market intelligence against current and future strengths/capabilities in alignment with the business line strategy and to identify inorganic growth opportunities
• Monitor key competitors' performance; compare to our own performance and draw conclusions on areas of growth opportunities and/or identify competitive threats to the business

Requirements:

• Bachelor's Degree is required
• Minimum of 10 years of professional experience with at least 5 years of business development or account sales experience within the rental market
• Background with the Rental Market infrastructure required
• Travel for this role is allotted at 50%
• Must be legally authorized to work in the United States without company sponsorship