Business Development Representative

Powder Process-Solutions is a cutting-edge provider of powder handling systems, which includes engineering, design, installation, automation, start-up and turnkey solutions for the food and dairy industry. We are currently looking for a candidate with an interest in providing Quality, Cost-effective, Food processing solutions to match the needs of our customers.

Job Title:

Business Development Representative

Basic Function:

To grow the PPS systems business by establishing relationships with VP/Director level contacts at strategic accounts (PPS customers and prospects). Proactively engage with strategic accounts to increase awareness of PPS, expand client’s vision, fill pipeline by identifying upcoming CAPX projects and qualifying that they are within PPS capabilities. Manage strategic relationships in tandem with Sales Engineers while they take opportunities through the PPS sale process. Develop plan with Sales Director for strategic customer engagement and execute to plan.

Responsibilities:

Business Development

• Interface directly with clients; develop new relationships, nurture existing relationships. (Relentless development).
•  Prepare and deliver PPS capabilities presentations that expand client’s vision of PPS. Explain system applications or services to customers, prospective customers, and their key employees. Create awareness, demand and build Strategic pipeline.
• Qualify opportunities (effective discovery) to confirm they are a good fit for PPS and the customer.
• Utilize visits to site to build awareness, identify opportunities, and create demand.
• Network via Industry groups, events, conferences, and trade shows.
• Build out Org Charts for Strategic Accounts.
• Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product line developments.
• Identify and develop relationships with “C” Suite- Director level key stakeholders and decision makers.
• Use all available data (PPS sales history, Web, LinkedIn, etc.) to prepare Strategic Account targets for sales presentations and customer visits.
• Continually solicit for customer satisfaction. Meet or exceed their expectations in terms of quality of product and service delivered.

Strategic

• Demonstrate understanding of how PPS operates including strategy, profitability, and operations
• Embrace a mindset of continuous improvement
• Provide professional representation in communications and interactions across the company, the industry, and the community
• Translate vision and strategy of company into sales strategies and initiatives that directly drive desired sales activities and results
• Provide regular, open and transparent communications with leadership regarding successes, challenges, and changes
• Stay aligned with leadership on goals, strategies, processes, and key decisions.

Teamwork

• Collaborate with sales team to understand customer requirements, promote solutions, and provide strategic support.
• Partner with Sales Engineers when executing Sales Process to secure the order. Leverage Executive relationships.
• Work collaboratively and cross functionally with all departments within the organization.
• Be prepared to actively participate in team meetings and 1:1’s.
• Develop rapport and strong working relationships within the organization including the Sales Director and the sales team.
• Identify opportunities for PPS Strategic Pipeline for assignment to Sales Engineers by Sales Director.

Sales Operating System

• Drive the Sales Operating System, including:
  o Sales process and reporting, including mission-critical activities such as “VP/Director level meetings-presentations
  o Build a pipeline by identifying CAPX projects within strategic accounts
  o Partner with PPS Sales Engineers to move opportunities through sales process to close
  o Routine meetings (1×1’s, team meetings, training, forecasting, management reporting)
  o Systems such as CRM, Org Charts
  o Key measures including annual goals and monthly milestones
• Identify opportunities for process improvement and constructively make suggestions for that improvement.
• Update CRM system, recording all sales activity in a timely fashion.
• Be involved in assuring that you are working safe and free from known health and safety hazards.

Sales Growth & Pipeline Management

• Achieve or exceed yearly Pipeline Target.
• Achieve or exceed yearly PPS Systems Sales Budget.
• Manage to monthly-quarterly-annual goals for activity level expectations.
• Proactively manage opportunities in the pipeline.

Position Requirements:

• 7-10 years proven track record of B2B sales, 5+ years food/dairy industry related sales experience preferred
• Demonstrated track record of developing and nurturing relationships with VP and Director level contacts
• Track record of consistent sales performance uncovering and winning large complex high value CAPX projects ($1M+)
• Demonstrated leadership abilities, including strong direct communication, persuasion and presentation skills, expanding clients vision, ability to navigate and resolve ternal and client conflicts, confidence, measured decisiveness, problem-solving skills, and reading/connecting with staff and clients
• Hunter not Farmer mentality
• Highly organized, driven, analytical and ethical
• Computer savvy, with efficient clerical skills
• Attention to detail and accuracy
• Critical Thinking
• Strong prospecting, technical communication, persuasion and presentation skills
• Active listener
• Ability to identify and develop new business opportunities

Physical Environment/Working Conditions: 

• Must be able to travel 40% of the time.
• Must be able to manage the demands of a full time salaried position
• Must excel at multi-tasking and be able to work on multiple deals at one time
• Must have experience working both independently and in a team-oriented, collaborative environment.
• Must be able to work within a process plant, including but not limited to climbing stairs, ladders, and working on elevated platforms

Please send resume and cover letter to: [email protected].