At Modine, we are engineering a cleaner, healthier world. Building on more than 100 years of excellence in thermal management, we provide trusted systems and solutions that improve air quality and conserve natural resources. More than 13,000 employees are at work in every corner of the globe, delivering the solutions our customers need, where they need them. Our Climate Solutions and Performance Technologies segments support our purpose by improving air quality, reducing energy and water consumption, lowering harmful emissions and enabling cleaner running vehicles and environmentally-friendly refrigerants. Modine is a global company headquartered in Racine, Wisconsin (USA), with operations in North America, South America, Europe and Asia. For more information about Modine, visit www.modine.com.
Position Description
We are seeking a dynamic and results-driven Business Development Manager to join our team, specializing in identifying and securing new business opportunities in Data Centers. The ideal candidate will possess a strong background in sales, technical expertise working in the data center industry, and a proven track record of building relationships with key industry players. Our approach is rooted in the 80/20 principle, value-added selling, differentiated service models, and a structured sales process that includes developing Account Plans, Opportunity Plans, and Pre-Call Planning to drive growth and deliver exceptional value to our clients.
Key Responsibilities
- Business Development: Identify and pursue high-impact sales opportunities within the Data Center market, focusing on new opportunities for air handling sales. Apply the 80/20 principle to prioritize efforts on the most promising accounts and high-value opportunities.
- Client Engagement: Build and nurture strong relationships with key decision-makers and influencers. Utilize value-added selling techniques to understand client needs and provide customized solutions that deliver significant benefits and ROI.
- Technical Expertise: Apply deep knowledge of Data Center technologies to effectively communicate and demonstrate the value of our products and services. Serve as a technical consultant, offering expert advice and tailored solutions that meet specific client requirements.
- Sales Strategy: Develop and execute a strategic sales plan that leverages differentiated service models to meet diverse client needs. Use insights from market trends, competitor analysis, and customer feedback to refine strategies and drive growth.
- Proposal and Negotiation: Craft and present compelling proposals that highlight our unique value propositions. Negotiate terms and close deals with a focus on creating win-win outcomes that align with both client expectations and company objectives.
- Collaboration: Partner with internal teams, including engineering, project management, and customer support, to ensure seamless delivery and exceptional service. Provide feedback to enhance product offerings and service models based on client interactions and industry developments.
- Account Planning: Develop comprehensive Account Plans for key clients, outlining strategies for engagement, growth, and relationship management. Identify long-term objectives and tailor approaches to meet the unique needs and challenges of each account.
- Opportunity Planning: Create detailed Opportunity Plans for specific sales prospects, including goal-setting, timeline management, and resource allocation. Develop strategies to address client pain points and highlight how our solutions provide value.
- Pre-Call Planning: Conduct thorough Pre-Call Planning to prepare for client interactions. Research client backgrounds, review previous interactions, and outline key discussion points and objectives for each meeting or call.
- Reporting and Analysis: Maintain detailed records of sales activities, pipeline status, and customer interactions. Analyze sales data and metrics to measure performance, identify key trends, and adjust strategies to maximize impact.
Required Education & Qualifications
- Education: Bachelor’s degree in engineering, business or related field.
- Experience: 5+ years of sales experience with a focus on the Data Center sector. Demonstrated success in applying value-added selling and differentiated service models to achieve sales targets.
- Technical Knowledge: Strong understanding of Data Center technologies and industry trends. Ability to articulate complex technical information in a clear and persuasive manner.
- Skills: Excellent communication, negotiation, and presentation skills. Proven ability to apply the 80/20 principle, engage in value-added selling, and leverage differentiated service models to drive client success. Experience with Account Plans, Opportunity Plans, and Pre-Call Planning.
- Attributes: Self-motivated, results-oriented, and adept at working independently. Proven track record of thriving in a fast-paced, target-driven environment.
Estimated Base Salary Range - $124,000 - 172,000
The wage range for this role takes into account a wide range of factors including but not limited to skills, experience, and location.
Modine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by law. Modine provides a competitive benefit package, which could include paid vacation, short term disability, 401(k), health, dental, vision, life insurance, flex spending benefits, tuition reimbursement, Health Savings Account and much more. Human Resources will provide more detail upon your hiring.
