Development Manager Jobs in Massachusetts

Senior Sales Engineer / Business Development Manager

Location: Boston, Massachusetts
Company: Kinetic Systems, Inc. – A Division of Prior Scientific
Position Type: Full-Time

Position Summary

Kinetic Systems is seeking an experienced, technically capable and highly self-motivated Sales Manager to manage and grow sales of our vibration isolation and vibration control products.

This is a hands-on technical sales position requiring an individual who can operate independently, identify and develop new business opportunities, manage existing key accounts, understand complex customer applications and work with engineering and operations to develop effective customer solutions.

The successful candidate will have significant responsibility for growing Kinetic Systems' business across scientific research, microscopy, semiconductor, photonics/laser, metrology, life science, industrial and OEM markets.

This position is particularly suited to an experienced technical salesperson who is comfortable working without significant day-to-day supervision and who enjoys both developing new business and managing long-term customer relationships.

Key Responsibilities

Sales Growth and Business Development

• Develop and execute a sales plan to increase revenue and gross profit for Kinetic Systems' vibration isolation products.
• Proactively identify and develop new customers and applications rather than relying primarily on incoming inquiries.
• Develop new business within semiconductor equipment, microscopy, metrology, photonics/laser, life science, research laboratories and other precision-instrument markets.
• Identify strategic OEM opportunities where Kinetic Systems products can be incorporated into customers' instruments and systems.
• Develop relationships with engineering, scientific, purchasing and management personnel within target accounts.
• Expand business within existing customers through additional applications, departments and product lines.
• Identify competitive accounts and develop specific plans to convert them to Kinetic Systems.

Technical/Application Sales

• Work directly with customers to understand their equipment, vibration environment, performance requirements, load, dimensions and other technical requirements.
• Recommend the appropriate standard or custom vibration isolation solution.
• Work closely with Kinetic Systems engineering on technically complex and custom applications.
• Interpret customer specifications, drawings and technical requirements.
• Develop technically and commercially appropriate proposals and quotations.
• Communicate product performance clearly to engineers, scientists and technical buyers.
• Provide technical presentations and product demonstrations when required.

Key Account and OEM Management

• Negotiate commercial terms while maintaining appropriate pricing and gross margins.
• Maintain regular communication with key customers and ensure high levels of customer satisfaction.

Sales Management and Planning

• Use the company's CRM system consistently to document opportunities, customer activity and next actions.
• Analyze lost orders and competitive activity.
• Recommend actions to improve win rates, pricing, product positioning and market penetration.
• Monitor sales performance by product, market, customer and application.
• Develop annual sales targets and market-development priorities with company management.

Market Development

• Work with outside and inside marketing personnel to assist in preparing marketing materials and website.
• Identify emerging applications and markets for vibration isolation products.
• Monitor competitors, pricing, product developments and market trends.
• Provide customer and market feedback to engineering and product management.
• Recommend new products, product modifications or accessories based on customer requirements.
• Participate in appropriate trade shows, industry meetings and customer events.
• Work with marketing to improve lead generation, technical content, website effectiveness and sales collateral.

Qualifications

Required

• A bachelor's degree in Engineering, Physics, Applied Science or a related technical discipline is preferred.
• Minimum of approximately 5 years of technical sales experience; 7+ years strongly preferred for candidates assuming full sales-management responsibility.
• Demonstrated ability to sell engineered or technical products to engineers, scientists, OEMs and industrial customers.
• Proven record of developing new accounts rather than simply servicing an established territory.
• Strong technical aptitude and ability to understand customer applications.
• Ability to manage a territory and sales pipeline with limited day-to-day supervision.
• Strong written, verbal, presentation and negotiation skills.
• Ability to develop professional relationships with engineering, purchasing and senior management.
• Experience using CRM systems for opportunity management and forecasting.
• Willingness to travel to customers and industry events.

Highly Desirable

Experience selling products or systems within one or more of the following areas:

• Vibration isolation or vibration control
• Scientific instrumentation, Microscopy, Semiconductor or metrology equipment,
• Laboratory equipment, Analytical instrumentation,

Direct vibration-isolation experience is desirable but is not required if the candidate has a strong technical background and a successful record selling sophisticated engineered products.

Personal Characteristics

The successful candidate should be:

• Highly self-directed and comfortable operating independently.
• Commercially driven and motivated by measurable sales growth.
• Technically curious and able to learn complex applications quickly.
• Comfortable prospecting for new business as well as managing existing customers.
• Organized and disciplined in follow-up, pipeline management and forecasting.
• Credible when communicating with engineers, scientists and technical managers.
• Able to balance customer requirements with profitability and manufacturing capabilities.
• Comfortable taking ownership of problems and driving them to resolution.
• Collaborative with engineering, manufacturing, customer service and marketing.

Travel

Approximately 15-20% travel should be expected, primarily for customer visits, strategic account development, trade shows and industry events.

Compensation

Kinetic Systems offers a competitive base salary plus a performance-based sales incentive program. Compensation will be based on the candidate's technical background, relevant industry experience, demonstrated sales results and ability to independently manage and grow the business.

Pay: $85,000.00 - $120,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off

Experience:

• technical support, sales, or engineering: 2 years (Required)

Ability to Commute:

• Boston, MA 02131 (Required)

Work Location: In person