Business Development Manager

About the Voith Group

The Voith Group is a global technology company. With its broad portfolio of systems, products, services and digital applications, Voith sets standards in the markets of energy, paper, raw materials and transport & automotive. Founded in 1867, the company today has around 20,700 employees, sales of 4,8 billion and locations in over 60 countries worldwide and is thus one of the larger family-owned companies in Europe.

Voith Hydro is hiring for:

Business Development Manager
York, PA

Summary – The primary role of the Business Development Manager (BDM) is to develop our customer base and establish long term solid relationships with our customers. This may be on a Regional or Strategic basis. The BDM must develop a rapport with existing and new clients, estimate targets for sales and provide support that will continuously improve relationships. This person grows and retains existing accounts by presenting value-oriented solutions and services to clients. The BDM works with all levels of management and technical staff and establishes strategies for each customer consistent with the company objectives and philosophy. It is the responsibility of the BDM to develop the pipeline of new business across the complete Voith product portfolio for large capital projects and Services coming into the company from their assigned customers in the North American marketplace.

Responsibilities –

• Develop strategies to create value in our customer facilities and operations and explain them to internal and external stakeholders for the purpose of creating high value projects.
• Lead development of winning proposals typically in the range of $20-$200M with the Head of Tendering and assigned Offer project Managers by having a complete understanding of all commercial and technical aspects of offers prepared, and a complete understanding of customer and market value drivers.
• Lead development across the Service Business incl. CAPEX, OPEX, Spare Parts, Long term Service agreements and Automation/Digitalization in alignment with the Head of HyService and the respective regional Service Managers and Product Owners.
• Responsible for leading technical and commercial contract negotiations
• Analyze proposal wins/losses for trends, develop and implement focus or corrective actions as required
• Responsible to maintain and grow the VHNA order pipeline and consistently advance opportunities from development to negotiations.
• Develop and review with Head of Sales any recommended investment plan needed to gain a competitive advantage for Voith on upcoming projects
• Participate in determining market level pricing and pricing the solution/services
• Use a variety of styles to persuade or negotiate appropriately
• Using knowledge of the market and the competitors, identifies and develops the company’s unique selling propositions and differentiators
• Fully responsible and accountable for adherence to the Voith Code of Conduct and compliance policy
• Regular visits to home office in York, PA are required

Qualifications –

• Degree in Business or Engineering combined with business training and appropriate experience or equivalent education and experience
• Minimum of 5 years of relevant work experience with at least 2 years in customer-facing roles (sales, PM, site management, etc.), preferably in energy/hydro power generation
• Prior use of SalesForce or other CRM is helpful.
• Excellent written and oral communication skills required in English (other languages like French and Spanish are also helpful.
• Excellent interpersonal skills and team player
• Strong organizational skills
• Meticulous attention to detail and accuracy to work product
• Self-motivated and ability to work autonomously on long term customer- and market-development projects
• Ability to meet and establish deadlines
• Flexibility and the ability to thrive in a dynamic environment

Principal Working Relationships –

• Management Board
• Head of Sales and Tendering
• Head of Projects
• Head of Service

• Head of Commercial Management
• Regional Service Managers
• Account Managers
• Project Managers

Physical Demands -

The physical demands described here are representative of those that must be met to successfully perform the key actions of job.

• The employee is also required to talk and/or hear in an office setting (noise level is low).
• The employee is frequently required to stand and walk in an office environment from 4-8 hours and to meet Owners at their power stations. Visit to power stations will require the ability to use stairs and wear typical jobsite Personal Protective Equipment (PPE).
• The employee is occasionally required to reach with hands and arms; lift; stoop, or crouch.
• The vision requirements: close vision, distance vision, peripheral vision, and depth perception and adjust focus.
• The job will require regular travel by car and airplane and the ability to stay multiple nights in a hotel.
• Employee must be able to support all manner of dress code from plant and shop workwear to business formal

* This job description is not all encompassing. It is intended to be a general description of the responsibilities of this position.

Voith US Inc. is an EEO/AA/VEVRAA compliant Federal Contractor and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, or any other classification protected by federal, state, or local law. We welcome everyone to apply, especially those individuals who are underrepresented in the industry including people of color, LGBTQI+ community, women, individuals with disabilities (both seen and unseen), Veterans, people of any age or family status. We embrace the competitive advantage that diversity brings and we strive to create a working environment that is inclusive of thought and talent.