Business Development Manager

Exponential Power is a leading provider of stored power solutions and services utilized by data centers and various industries. The Business Development Manager will be responsible for generating orders and sales within the Data Center business unit, managing customer accounts, and providing technical sales support while participating in team and marketing activities.

Responsibilities:

• Directing and leading all sales activities within a defined region and specific existing accounts including the following:
• Growth of existing accounts in orders, sales, and profitability
• Identification and pursuit of new customers to gain orders and sales growth
• Support and communicate with Customer Service to ensure effective customer response and care
• Bring feedback to the organization (voice of the customer) to continually monitor industry changes/direction and client needs
• Maintain a sales funnel to ensure monthly, quarterly and annual sales goals are met and exceeded
• Gather and interpret data to forecast future orders and shipments based on a three-month rolling forecast model
• Provide a weekly report of sales activities
• Along with management, develop annual sales budgets
• Develop and execute an annual sales plan
• Work with management to establish individual goals that support Company initiatives for sales, margin and targeted product and services categories
• Define target markets for growth that are aligned with Company initiatives
• Develop data center customers and outline strategic objectives necessary to capture new orders
• Develop and maintain a sales channel strategy that provides opportunities for growth and supports company initiatives for expanded growth into existing and targeted markets
• Regular travel, up to 50% on occasion
• Meet with key distributors/channel partners and develop shared goals to make addition sales
• Sell support and training at key/targeted accounts
• Provide technical support to customers to ensure customer satisfaction and increase repeat sales
• Assist in preparation of quote opportunities and support the quotation engineering team in preparing solutions that provide the best product or service at appropriate margins
• Monthly participation with the management review team
• Scheduling and participating in marketing functions
• Scheduling and selling training seminars
• Participation in and management of exhibitions at outside events that promote the Company

Requirements:

• College degree from accredited institution in Business, Marketing, Engineering, or a related field
• Experience in CRM, reporting, forecasting and budgeting
• Experience and ability to close multi-million dollar sales
• Ability to manage long sales cycles
• Understanding of Tier 2 through Tier 4 data centers
• Consultative sales orientation that includes products and services focused on value, not price
• 5+ years sales experience in UPS systems, BESS, and associated services
• Knowledge of data center infrastructure; including and especially back up power requirements
• Familiarity with partner organizations such as engineering firms and those with complimentary products and/or services