Business Development Manager

Business Development Manager

Job Category: Sales

Pay or shift range: $120,550 USD to $174,563 USD The estimated range is the budgeted amount for this position. Final offers are based on various factors, including skill set, experience, location, qualifications and other job-related reasons.

Description

For over 50 years, Banner Engineering has been at the forefront of industrial automation. We offer products and solutions including award-winning sensors, wireless solutions, machine safety, indication and LED lighting. From Fortune 500 leaders to innovative startups, Banner's award-winning products and solutions are helping companies around the world increase efficiency, reduce costs, safeguard equipment, and protect personnel. Our commitment to innovation shows through a continuous, market-driven evolution of products and technology. With engineers employed in nearly every major department, engineering is in our DNA.

Banner is a rapidly growing company that offers many personal development opportunities, an excellent benefits package, and a collaborative team of employees who are passionate about what they do.

Position Summary

The Business Development Manager plays a key role in driving growth by partnering closely with hyperscalers and their consulting engineers to influence design specifications and secure Banner product placement in new hyperscale data center projects.

This position reports to the Senior Director of Strategic Business Development.

Key Responsibilities

• Engage with Original Equipment Manufacturers (OEMs) to ensure Banner solutions are positioned for liquid cooling, safety, cabling, and condition monitoring solutions in data centers.
• Build and maintain relationships with hyperscalers, consulting engineers, OEMs and others in the partner network that supply products, system or services for Datacenter builds.
• Partner with engineering firms to promote Banner solutions.
• Secure Banner product inclusion in Approved Vendor Lists (AVLs) and design specifications.
• Partner with hyperscaler procurement teams on vendor qualification and contracting processes.
• Navigate long-cycle sales between 12 and 24 months and manage a robust pipeline of hyperscale projects.
• Ability to manage large complex projects that span multiple regions or areas of interest including contractors, subcontractors, consultants, distributors and end users.
• Collaborate with distribution partners for fulfillment and project execution.
• Coordinate with Banner's Contractor / Integrator focused internal Business Development Manager to ensure downstream execution at panel shops and contractors that align with hyperscaler specifications.
• Participate in industry trade shows, associations or other such strategic events in order to expand Banner presence in the market.
• Meet or exceed annual sales targets and pipeline development goals.
• Track and report on forecasted orders, ensuring visibility of outcomes.
• Maintain accurate records and documentation related to all opportunities, including entering them and keeping them up to date in the CRM system.
• Uphold compliance with organizational policies, procedures, and applicable regulations.
• Other duties as assigned.

What You Bring to the Table

To perform this job successfully, you must be able to perform each essential duty satisfactorily, and regular attendance is required. The requirements listed below are representative of the knowledge, skill, and/or ability required to perform this job. Reasonable accommodation may be made to support individuals with disabilities.

Required

• Bachelor's Degree in Engineering, Physics, Business, or related field, or equivalent professional experience
• A minimum of 5 years of experience selling into the data center ecosystem with strong relationships across hyperscalers (AWS, Google, Microsoft, Meta, etc.)
• Has an existing network within hyperscalers, OEMs, consulting engineers, or MEP contractors
• Strong technical sales ability and expertise in automation / controls, sensing, cabling, and safety systems
• Nurture existing business relationships and expand contact databases while mapping out new departments and areas of interest within these accounts
• Strong proactive prospecting and data mining experience using tools such as Linkedin Sales Navigator or Zoom
• Proven ability to influence design specifications and manage long sales cycles
• Proficiency in MS Office Suite
• Strong verbal and written communication skills
• Ability to effectively manage long projects and collaborate across teams
• Ability to travel up to 50% to meet distributors or customers

Preferred

• Understanding of MEP design processes and data center standards (Tier levels, PUE, uptime Institute)
• Familiarity with Salesforce CRM, etc.
• Experience working in a fast-paced environment
• Demonstrated ability to manage multiple projects
• A strong interest in/or alignment with data center industry trends

What to Expect at Work

Physical Demands

• May sit for up to 8 hours per day.
• Continuous movement, walking, or standing at times.
• Exposed to a computer screen for extended periods.
• May require repetitive motions such as utilize a computer mouse, keyboard, computer, and other standard office equipment.
• Communicate with others frequently.
• Ability to travel by car or airplane to customer sites frequently 50%

Working Environment

• Corporate office environment indoor and climate-controlled
• Frequent interaction with external partners and customers, as well as employees across all levels of the organization.
• Exposure to moderate noise, moving mechanical parts, and temperature changes in production areas.
• PPE may be required in specific areas (e.g., safety glasses, hearing protection)
• Standard hours Monday through Friday; occasional overtime or travel may be required
• Field position working on-site at customers, from your car, and from your home depending on the day.
• Exposure to various manufacturing, warehousing, or related industrial locations as well as moderate noise, moving mechanical parts, and temperature changes in production.

Core Values

Customer Driven, Accountability Focused, Integrity Always, New Solutions Every Day

If you excel in a dynamic, collaborative environment and are looking for meaningful challenges and opportunities to grow, you'll find a great fit here. Banner Engineering is a premier employer headquartered in MN, offering competitive compensation, comprehensive benefits, and opportunities for professional development as we rapidly grow in the Industrial Automation industry.

Banner Engineering is an equal opportunity employer that considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, national origin, disability, or protected veteran status.

Equal Opportunity Employer (EOE) M/F/D/V

This job description reflects management's assignment of key responsibilities.

It does not prescribe or restrict the tasks that may be assigned.

Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.