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Lead, Business Development
2 weeks ago
**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
