Drives Business Development & Growth Leader

Industrial Automation is a market challenger focused on growing its Drives business and winning customers from established market leaders.

This management role leads the new team of approximately 10-12 Drives Business Development Managers (BDMs) across the OEM, End-User, Process and Channel sales pipes.

The BDMs retain solid-line reporting to their respective sales pipe regional leaders and dotted-line reporting to this role.

You will provide cross-pipe direction, education, guidance and support while driving adherence to agreed deliverables and accountability for business growth.

This is a team leadership role-not a program coordination position or an individual-contributor sales role.

Success requires leading through influence and partnering closely with regional sales leaders to turn prospecting, demand creation and qualified opportunities into new customers and orders for Drives-focused automation hardware, software and services.

What you'll do


* Build and lead the U.S.

Drives BDM team: Lead approximately 10-12 dotted-line BDMs across the OEM, End-User, Process and Channel sales pipes.

Lead hiring in partnership with regional sales leaders, establish onboarding and education, and provide ongoing guidance and support.



* Drive team growth and competitive conversion: Translate Drives growth priorities into BDM territory plans, target-account priorities and agreed deliverables with regional sales leaders.

Guide the team in identifying customers using competitor equipment and building plans to win their business.



* Equip BDMs to create and convert demand: Establish consistent approaches and provide practical guidance so BDMs can:



* Build their own pipeline: Generate leads through calls, emails, LinkedIn, trade shows and local events.

Turn qualified leads from inside sales into meetings and opportunities.



* Reach decision makers: Build relationships with plant managers, engineering, operations, IT and executives to influence technical direction and buying decisions.



* Hand off well: Once a deal is won, transition the account to account managers and delivery teams so it keeps growing.



* Enable business-value selling: Educate and support BDMs in discovery, workshops and demos that connect Drives solutions to customer goals, including uptime, productivity, cybersecurity and modernizing aging systems.



* Support strategic pursuits and connect the team with partners and resources: Support BDMs in strategic customer engagements and major competitive pursuits, helping remove commercial, technical and organizational barriers to winning.

Help BDMs work with system integrators, consulting engineers, OEMs and distributors to expand customer access and advance opportunities.



* Drive accountability and execution discipline: Establish regular business reviews and track agreed deliverables, bFO pipeline growth and conversion, net-new customer engagement, orders and forecast accuracy.

Make commitments and dea...