Business Development Manager

Industry And Business Development Manager (IBDM)

Work Model: This role can be performed remotely from an approved location, with flexibility based on business needs and applicable requirements.

Purpose, content and expected results

Position Overview

We are transforming our regional Product Marketing function to drive strategic, market-led growth by aligning with key industries where we win. As an Industry And Business Development Manager (IBDM), you will be responsible for developing and owning the commercial success of your assigned industry by developing targeted go-to-market (GTM) strategies, messaging, and sales enablement tools that drive revenue growth and market share.

You will serve as the IBDM of your assigned industries, ensuring that our solutions are positioned effectively, our sales teams are enabled to win, and our market presence is competitive. This role requires a blend of strategic thinking, market analysis, and hands-on execution to ensure our solutions and campaigns align with industry trends, customer needs, and business priorities.

Responsibility and essential tasks

Strategic tasks

Market Share by Industry – Segmenting, mapping and understanding our share of the assigned industry, and how we can grow our share.

Strategy Validation / execution – Validate and execute the Linear Motion division strategy, what are the trends in the assigned industry, what impact does that have on our road to grow, and how or what we need to adjust.

Solution Idea (5P)– Understand the gap to our offering in the assigned industry and propose solutions how to close those gaps.

Competitive Analysis – Understand and evaluate impact from competition as well as how we compare to competition and if that is blocking us to grow in the assigned industry.

Market Discovery / Problems (5P)- Understand our position in the assigned industry from a 5P point of view, identify the gaps and propose solutions how to close the gaps.

VOC collection – Actively involved in VOC collection supporting current and future Linear Motion division strategy and product roadmaps in the assigned industry.

Tactical tasks

Customer experience – Be part of an exceptional customer experience by customers in the assigned industry.

Sales alignment / training – Develop and conduct training for internal as well as external audience related to assigned industry promoting our capabilities, values and solutions.

Industry Campaign Deployment – Propose and support industry campaigns supporting the growth plan for the assigned industry.

Advocacy & Promotion – Join and support in customer meetings for Linear Motion division solutions, be active in developing and conducting webinars, as well as working and visiting exhibitions for assigned industries.

Product / Industry Value Proposition – Propose, build and support suitable product and industry value propositions to promote growth for the assigned industries.

Additional Roles & Responsibilities

Authority to propose a solution to a customer from the Linear Motion product portfolio

Authority to propose changes in collateral such as catalogs, manuals etc.

Role and Process Intersection (Internal, external)

OEM customers

Distribution partners

Account managers

Product Management

Strategic product marketing

Marketing communications

Various engineering roles

Customer care and commercial operations

Operations, Planning, Production, Purchasing, Quality etc.

Processes

Industry and product segmentation

Strategic planning

4 Step selling / Value selling

Quoting

Business case development and Tollgate

Technical support

Problem solving (PSP)

VOC Voice of the Customer

Marketing communications, webinars, articles etc.

Key Metrics

Bookings and Sales growth

Funnel growth

Market share

Required Education and Experience

Degree in Engineering (Mechanical or Electrical) or marketing

Experience of mechanical components combined with electrical equipment such as motors

Experience in understanding calculation, dynamics and strength of materials

Sales and Marketing experience is a benefit

Required competence (Specify competencies that are essential for the function in bullet points)

Understanding added value on products in an application

Need to know how to make value calculations and margin calculations

Margin calculations is done by known costs + estimated costs + added value + margin = price

Good knowledge about production process and lead times

Microsoft Office

Fluent in English

Other languages like German or French is a benefit

Core Value Behaviours

Service minded

Structured and well organized

Sense of urgency (prioritisation)

Result oriented

Good interpersonal skills

Good communication skills, adjusting to customer

Educational

Ability to handle stress