Business Development Manager
2 months ago
**Company Introduction**:
Arrow Machine and Fabrication Group is an engineering-focused solution provider of machined castings, fabrications, and assemblies.
We serve OEM customers in the rail, material handling, mining, defense, heavy truck, agriculture, power systems, construction, nuclear, engineered products, architectural, and forestry industries.
We have access to the broadest range of metalwork solutions in the world through our elite group of companies. Arrow focuses on providing innovative design, quality craftsmanship, and exceptional customer service.
**Direct Reports : Vice President of Business Development, Arrow Off-Road**
**Job Title : Business Development Manager**
**Role Summary**:
The Business Development Manager acts as the key sales contact / representative to provide products and services to new and existing customers. They should be an expert in their market, identifying sustainable growth opportunities in machined castings and metal fabricated products & services, that align with the business’ strategy.
This role work will work with the broader Arrow team (including, but not limited to, Customer Service, Engineering, Purchasing, Planning, Quality and Operations) to develop strategic sales plans and execute a functional sales approach. They develop and maintain a strong relationship with the customer base and provide insight and customer feedback for development of market strategies. The Business Development Manager is expected to be the in-house expert of both their customers and the markets that they serve, including knowledge on competitive threats.
**Responsibilities**:
Ø **Strategic Sourcing and Business Development**
- Develop new product line opportunities and business solutions with new and existing customers and/or identify areas of expansion for current offerings
- Identify and develop strategic partnership opportunities with potential new customers in markets Arrow currently competes, as well as new markets and/or product lines
- Lead diverse internal project group to meet customer targets in new product development (Quality, Manufacturing Engineering, Supply Chain / Materials)
- Act as the “voice of the customer” to support and influence Operations to do what is needed to enable business growth and enhancement of customer partnerships
- Work with Supply Chain Management and/or Purchasing on the identification and development of strategic sourcing opportunities and partnerships to support new business development opportunities
Ø **Relationship and Business Development Responsibilities**
- Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors
- Responsible for managing the customer relationship for assigned customers
- Regular visits with purchasing/strategic sourcing groups of the customer in order to support them, understand their needs and enhance partnerships for business growth
- With a view to strategic business development, act as the single point of contact between Arrow and the customer for all issues related to delivery performance, quality, pricing, NPI execution, deviation requests, contracts / long term agreements (LTAs)
- Understand, support and communicate effectively between customers and internal stakeholders regarding performance improvement on quality, cost and delivery
- Act as the interface between operations and the customer for manufacturability related issues
- Create, analyze and present business cases for new business opportunities and LTAs
- Work with the sales team in commercial negotiations, source substantiation, information/ capacity/ sales reviews and related activities
- Forecast, track and conduct regular reviews of key account metrics (e.g. quarterly sales results and annual forecasts)
- Negotiate new contracts and LTA’s; review and administer new and current contracts
- Maintain customer pricing to remain current with variable costs, such as FX, materials, freight and others
- Interface with the Commercial, Engineering and Quality groups of the customer in order to support them, understand their needs and grow the business
Ø **Costing / Quoting Responsibilities**
- Have a sound understanding of how products are manufactured
- Support the preparation of detailed cost estimates for review and approval
- Review and analyze estimates and determine selling price based on customer and market knowledge
- Negotiate contracts and monitor contract / program performance to maximize profits
- Preparation and support of quotations / pricing / margin reviews
- Provide a price based on the understanding of the customer and the market
- Review PO’s to ensure that the terms of the quotation are met and liaise with the customer where there are discrepancies
This position description is not intended to serve as an exhaustive list of tasks, competencies, prerequisites, or goals. Other tasks or goals may be assigned - either on a temporary or permanent basis - as deemed necessary by company
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