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Lead, Business Development

2 weeks ago

Oakville, Canada Samuel, Son & Co., Limited Full time

About Samuel, Son & Co., Limited

At Samuel, we believe every team member brings unique and valuable skills, experiences, and knowledge to our thriving business - enabling us to build on over 167 years of success in the metals industry. We offer countless opportunities for our team members to develop and grow in their careers, empower them to make decisions on the job and be a part of driving positive change - within our organization and in the communities where we live and work. If you’re seeking an inclusive, supportive, and welcoming workplace to make your mark and grow your career, we have the programs, culture, and opportunities to make it happen. We’re stronger together.

Here are some of the great benefits that we offer

  • Competitive wage
  • Company paid health and dental benefits
  • Paid vacation and an annual bonus
  • Defined Contribution Pension Plan with company match
  • Opportunity for career stability and growth
  • Tuition reimbursement program
  • Affinity group for women (dependent on location)
  • On the job training

**Key Responsibilities**

- Customer Relationship Management

  • Developing our customer relationships to ensure that Burloak is recognized as a global leader of additive manufacturing solutions
  • Identify, capture, maintain, and foster key accounts across all industry segments
  • Actively maintain Burloak’s CRM database; support the improvement of Burloak’s CRM utilization

- Pipeline generation

  • Responsible for developing leads, lead maturation, and opportunity conversion
  • Develop pipeline process for high growth target customers
  • Gather pipeline intel and discuss progress against previously targeted customers
  • Look for opportunities for new products and processes

- Commercial Responsibilities

  • Liaise closely with marketing, engineering, operations, PMO, etc. to establish and achieve aggressive growth targets in a global environment
  • Educate customers on additive manufacturing and develop compelling business cases for identified opportunities, including market segmentation and product positioning, to help drive the adoption of additive manufacturing
  • Build network and channels to gather market intelligence and utilize financial, internal marketing and industry data to recommend strategies and courses of action
  • Regularly benchmark and remain current on future trends and developments related to government standards, industry practices, legislation, guidelines, new technologies, and programs related to the Industry
  • Work with customers to review & assess opportunities for additive manufacturing, heat treatment services, lab testing services, and CNC machining services
  • Respond to RFI's/RFP's in a timely manner, ensure that we submit well-structured proposals demonstrating our value proposition; involve cross functional team to validate that we can meet customer requirements
  • Actively seek feedback on quotes/proposals; re-position proposals to improve capture of profitable business
  • Develop pricing models with Burloak team to evaluate opportunities, drive market capture, drive profit margin growth, and ensure that our margins are understood and agreed with senior team
  • Identify and execute on tactical and strategic actions to drive market capture of growth customers
  • Attend domestic and international trade shows/technical conferences to expand sales pipeline
  • Coordinate and attend customer site visits to build relations with decision makers, gain market intel, expand sales pipeline, and convert opportunities
  • Coordinate and support customer visits to Burloak facility

**Key Qualifications/Requirements**

  • Bachelor’s degree in Engineering, or Business-related field
  • Experience in a B2B customer facing role and/or working in a manufacturing environment with 2+ years of experience
  • Experience working in Space, Aerospace and Defence market considered an asset
  • Experience with additive manufacturing, heat treatment, CNC machining, and/or lab testing services considered an asset
  • Familiar with AS9100 requirements; experience with CCGP and/or ITAR requirements considered an asset
  • Excellent verbal and written communication skills
  • Proven ability to translate customer need(s) into solution requirements through creating powerful value propositions and negotiation skills
  • Strong analytical skills; demonstrated experience in gathering and drawing conclusions from business intelligence and market data
  • Proficient using CRM Tools to help achieve business results
  • Demonstrated experience in business case development
  • Ability to develop cost/benefit analysis and provide order bookings forecasts in granular detail
  • Possesses a valid passport and able to travel internationally

SAMSA