Business Development Manager

Job Description:

Founded in 1912, ITW (NYSE: ITW) is a global industrial company centered on a differentiated and proprietary business model. The company’s seven industry-leading segments leverage the ITW Business Model to generate solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required. ITW’s more than 45,000 dedicated colleagues around the world thrive in our decentralized, entrepreneurial culture.

In 2024, the company achieved revenues of $15.9 billion, with roughly half coming from outside North America. To learn more, please visit www.itw.com .

Division Description:

ITW Electronics Assembly Equipment (EAE) Division is made up of four brands strongly recognized by Contract Manufacturers and OEMs in the Electronics and Industrial Markets.  The Division designs, develops, manufactures, and markets capital equipment primarily used in the assembly process of Printed Circuit Boards (PCBs) and other industrial applications. To learn more, please visit www.itweae.com

Position Summary

The Business Development Manager will oversee the Thermal Processing Solutions area of the business and will be responsible for identifying, developing, and securing new business opportunities for Industrial Ovens and Thermal Processing Solutions within strategic markets. This role focuses on industries where Thermal Processing Systems directly impact product performance, safety, and production continuity.

The Business Development Manager will lead opportunities for development in market identification through contract award and/or position the company as a preferred vendor for the customer.

Essential Job Responsibilities:

Business Development & Market Growth: Develop and execute strategic growth plans for targeted industries and geographic markets.Identify and qualify new business opportunities through direct prospecting, industry networking, referrals, and market intelligence. Build relationships with key decision-makers across Manufacturing, Process Engineering, Plant Management, Quality, Operations, and Executive Leadership

Drive specification positioning efforts to influence customer requirements for current and/or future project development cycles.

Expand market share through competitive displacement and strategic account development.

Consultative Sales Leadership: Understand customer manufacturing processes and identify opportunities Coordinate technical and commercial discussions regarding industrial oven systems, thermal processing applications, and production requirements for target customers.

Develop value-based solutions that address critical customer challenges such as product quality, regulatory compliance, traceability, uptime, and operational risk.

Present proposals, business cases, and return-on-investment analyses to customer stakeholders.

Facilitate the negotiations of commercial terms and contracts while maintaining company margin objectives.

Strategic Account Management: Develop long term relationships with high level personnel at key accounts operating in mission critical manufacturing environments Serve as a trusted advisor throughout the customer lifecycle.

Coordinate cross-functional resources to support customer requirements and ensure successful project execution.

Identify opportunities for repeat business, plant expansions, upgrades, and service contracts.

Maintain regular customer engagement through site visits, technical reviews, and executive-level meetings as needed and ongoing, if warranted, in conjunction with the Primary Sales Representative.

Industry & Market Intelligence Monitor industry trends, competitive activity, emerging technologies, and market developments.

Participate in industry associations, trade shows, technical conferences, and networking events.

Provide market feedback to leadership, engineering, and product development teams.

Support strategic marketing initiatives through customer insights and market intelligence.

Sales Planning & Reporting Maintain accurate opportunity and account information within Salesforce CRM systems.

Develop forecasts and account growth strategies.

Track key performance indicators and sales activities.

Prepare management reports and participate in business reviews.

Qualifications/ Skills:

• 5+ years of successful business development, technical sales, or strategic account management experience in capital equipment.
• Demonstrates success developing new business and achieving aggressive sales growth objectives.
• Strong understanding of industrial manufacturing environments and production processes.
• Excellent communication, presentation, negotiation, and relationship management skills.
• Ability to engage both technical and executive-level decision-makers.
• Proficiency with CRM systems and Microsoft Office applications.
• Experience selling industrial ovens, furnaces, environmental test chambers, thermal processing equipment, or related manufacturing systems preferred
• Knowledge of thermal processing applications including curing, drying, heat treatment, baking, annealing, sterilization, or composite processing preferred
• Familiarity with aerospace, medical, defense, electronics, or highly regulated manufacturing environments preferred
• Understanding of industry standards such as AMS2750, CQI-9, NADCAP, FDA, GMP, ISO 9001, AS9100, or other quality and compliance requirements preferred
• Experience with long-cycle capital equipment sales and complex solution selling preferred
• Education: Bachelor's degree in Engineering, Business, Industrial Technology, or related field, or equivalent industry experience.
• Other Pertinent Qualifications- Candidate must have: Valid (current) passport
• Valid U.S. Driver’s License
• The ability to travel domestically and internationally up to 40% of the time.
• ITW EAE is not currently hiring individuals who now or in the future will require sponsorship for employment visa status.
• Join a successful, collaborative team where your expertise can make an immediate impact. We offer competitive compensation and a comprehensive benefits package, including health, dental, life, and LTD insurance, paid parental leave, a 401(k) with company match, and a generous tuition reimbursement program.
• ITW is an equal opportunity/affirmative action employer.  All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.
• If you are a qualified individual with a disability and are unable or limited in your ability to use or access the online application system process due to your disability, please email jena.fossum@itweae.com to request assistance. No other requests will be acknowledged.