North America Sales and Business Development Manager

Key Responsibilities:
1.

Market Analysis & Opportunity Development



* Conduct structured market analysis to identify growth opportunities across:



* Geographic expansion


* End markets and industries


* Application-based opportunities

Evaluate competitive landscape, customer needs, and emerging trends

Translate insights into actionable growth strategies and prioritized targets
1.

Opportunity Identification, Qualification & Routing



* Identify and qualify new business opportunities aligned with strategic growth areas


* Direct opportunities through the appropriate path:



* Existing Product Fit: Transition to Sales team for execution


* Minor Product Modifications: Coordinate with Product Management and Innovation; transition to Sales upon readiness


* New Product Opportunities: Route to Innovation/Engineering for evaluation and potential development

Maintain clear ownership until formal handoff to Sales
1.

Customer Engagement & Pipeline Creation (Primary Focus)



* Proactively identify and engage target customers and end users


* Develop early-stage relationships and uncover application requirements


* Position Roper as a solutions provider through consultative engagement


* Build and maintain a strong, continuously replenished opportunity funnel


* Transition qualified opportunities and accounts to the Sales team for ongoing management


* Maintain focus on new opportunity creation rather than long-term account ownership

1.

Sales Leadership (North America)



* Lead and manage Regional Sales Managers across North America


* Provide coaching, mentorship, and strategic direction


* Ensure alignment with commercial objectives and growth priorities


* Support expansion of direct and distributor sales through leadership and guidance
(Note: Distributor identification and onboarding remains the responsibility of Regional Sales Managers)

1.

CRM Discipline & Sales Process Execution



* Ensure consistent and accurate use of Pipedrive CRM across the sales organization


* Drive accountability for timely updates, pipeline visibility, and forecasting accuracy


* Reinforce standardized sales processes and data integrity

1.

Trade Shows & Market Presence



* Identify and prioritize key industry trade shows and events


* Recommend participation strategy (attend vs.

exhibit)


* Represent the company to generate leads and expand market visibility

Key Performance Indicators (KPIs):


* Volume and quality of new opportunities added to the pipeline


* Pipeline conversion rates and contribution to revenue growth


* Expansion into new markets, applications, and geographies


* Sales team CRM compliance and pipeline accuracy


* Effectiveness of opportunity handoff to Sales

Qualifications & Experience:


* Bachelor's degree in Business, Engineering, or related field (MBA preferred)


* 7-10+ years of e...