North America Sales and Business Development Manager

North America Sales and Business Development Manager

Job Category: Sales

Full-Time

Remote

Commerce, GA 30529, USA

Description

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

• 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

• 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

• 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)

• 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

• 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 experience in industrial sales, business development, or product management
• Experience in pumps, fluid handling, or related industrial equipment strongly preferred
• Proven track record of developing new markets and driving growth
• Demonstrated leadership experience managing sales teams

Core Competencies:

• Strong "hunter" mindset with a focus on opportunity creation
• Strategic and analytical thinking
• Technical aptitude and application understanding
• Effective cross-functional collaboration (Sales, Engineering, Product Management)
• Leadership, coaching, and team development
• Results-oriented with high accountability

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities 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.