Eaton Corporation Business Development Manager, Engineering Services in Rochester, New York
Eaton has an immediate need for a Business Development Manager for Engineering Services. This position can be located at any North America Sales office.
The Business Development Manager, Engineering Services is the primary commercial interface with targeted market partners and key accounts. This role is responsible for developing and managing executive relationships with key companies where partnerships will enhance EESS revenues directly or indirectly in alignment EESS growth programs and account strategies. The role requires a thorough technical, commercial, and P&L understanding of all aspects of EESS value propositions and capabilities to enable specific partner and end customer value propositions.
This position has responsibility for coaching, training and directing service sales specialists and sales engineers who maintain the day to day responsibility for the responsible accounts, coordinating across geographies and segments as a central point of contact for these customers.
Maintains the primary responsibility for customers, partners and opportunities where international coordination and leadership are required.
Provide sales leadership for EESS Transformational Growth initiatives for Services Sales and NAS Organization. Originate opportunities and guide Service Sales Specialists (S3s), NAS Sales Resources, and assigned EESS resources within the region to develop and execute sales plans, customer account plans, and close orders to achieve expected multi-year strategic plan and profit plan growth.
Lead and coordinate sales and marketing activities with EESS Sales & Marketing, NAS Global Client Directors, Industry Segment Managers, Government Sales Managers, Product Line Managers, and Channel Managers to achieve EESS Growth Program Goals.
Coordinate front-end sales support activities for all EESS business units to improve responsiveness to NAS, channel-partners, and end-customers on EESS Growth Programs.
Identify, initiate and manage partner and alliance relationships that are required to meet division Growth Program objectives including but not limited to product and service partners that compliment EESS offerings.
Drive NAS / EESS cross division sales activity to package systems (Microgrid, etc) and pull through Eaton balance of product offering.
Develop and maintain (beyond immediate opportunities) key senior/executive customer relationships with select target customers to aid in the closing of orders and drive cross zone EESS sales strategies.
Lead the improvement of the selling capabilities of EESS S3s, NAS, Channel Partner, and Utility Rep for EESS product & solutions through focused training programs. Act as a content expert and mentor to EESS Sales organization on Growth Programs.
Provide input during product and service development projects (including the EESS Strategic Plan) considering customer needs, market trends, and competitor capabilities.
Participate with marketing team members to develop MARCOM deliverables such as value prop cut sheets, case studies, elevator speeches, brochures, etc. Participate in target trade shows and customer functions as required.
Minimum 10 years’ experience working in direct sales, product lines, or operations in an engineering/engineering service sales environment.
Minimum 5 years’ experience managing people.
- BSEE or BSME. Master’s Degree
Value Selling ability – application of Eaton’s value cycle process.
In-depth knowledge of power distribution products and /or services and the ability to use this experience in managing direct sales efforts: negotiating projects and obtaining orders.
Advanced communication skills with internal personnel to assure that the customer receives the best unified effort and service.
Presentation skills – ability to prepare, present and lead communications involving complex technology solutions, differentiating Eaton’s offerings to C-level Executives down to design engineers to win new orders.
We make what matters work. Everywhere you look—from the technology and machinery that surrounds us, to the critical services and infrastructure that we depend on every day—you’ll find one thing in common. It all relies on power. That’s why Eaton is dedicated to improving people’s lives and the environment with power management technologies that are more reliable, efficient, safe and sustainable. Because this is what matters.
We are confident we can deliver on this promise because of the attributes that our employees embody. We’re ethical, passionate, accountable, efficient, transparent and we’re committed to learning. These values enable us to tackle some of the toughest challenges on the planet, never losing sight of what matters.
Region: North America – US/Puerto Rico
Organization: NAS North American Sales
Job Level: Individual Contributor
Is remote work (i.e. working from home or another Eaton facility) allowed for this position?: Yes
Does this position offer relocation?: No
Travel: Yes, 50 % of the Time
Eaton is an Equal Opportunity and Affirmative Action Employer. Eaton is committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.