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Business Development Manager – Defense OEM Sales - Only apply through official OTTO company site: www.ottoexcellence.com

  • Our Business Development Manager – Defense OEM Sales is a leadership position with overall responsibility to create and execute growth strategies that increase profitable revenue for OTTO product sales to radio communications OEMs serving the Defense industry, worldwide.  Manages OEM accounts and independent international sales representatives, dealers, and distributors to drive revenue growth.

    The Business Development Manager is an experienced sales professional who thoroughly understands how to drive sales with large OEM accounts and who has experience working with a network of international defense-related, manufacturer’s representatives and dealers.  Equipped with an in-depth knowledge of OTTO Engineering radio accessories, the manager will manage and support customers, prospect for new opportunities, and harness the capabilities of OTTO to deliver solutions to customers.

  • Increase revenue and drive profitable growth of OTTO products to radio communications equipment OEMs that serve the US and international Defense industry.

    • Set the strategy and direction for growth initiatives that drive sales to industry leading and emerging two-way radio equipment manufacturers serving the global Defense markets.
    • Increase OTTO’s visibility and sales with existing defense radio OEMs through face-to-face visits, phone contacts, e-mail, trade shows and other channels.
    • Develop new business opportunities with emerging defense radio OEMs, especially those that support new military radio waveforms.
    • Prepare sales forecasts for assigned OEM accounts.Achieve or exceed forecasts.
    • Recommend product pricing and prepare customer quotations.
    • Develop key customer relationships at Director-level and above with OEM decision-makers, product managers, supply chain managers, and sales professionals.
    • Familiarity with Federal acquisition and contracting practices.
    • Deliver sales-oriented presentations to customers, demonstrating the value of OTTO’s products.
    • Build bench strength by leading, developing, and coaching direct reports.

    Grow OTTO’s business with manufacturer’s representatives, dealers, and distributors serving the international Defense industry.

    • Takes ownership of strategy development for OTTO’s network of manufacturer’s representatives and dealers.
    • Prioritize target markets and determine market entry strategy for new countries and regions.
    • Stimulate independent manufacturer representatives, dealers, and end user customers within the designated territory to increase business with existing customers and to develop new customers and new products.
    • Provide product training to international reps and dealers.
    • Prepare dealer/distributor price recommendations collaborating with peers and the Sales Director.
    • Prepare sales forecast and tactic for international reps and dealers.Achieve or exceed forecast.
    • Monitor and review sales rep effectiveness on a regular basis and provide guidance for improvement. Hire and terminate sales reps within region as necessary to improve company performance.
    • Travel as needed to participate in training, dealer sales calls, end user sales opportunities, and trade shows.

    Coordinate applications engineering support to provide customer solutions.

    • Coordinate internal OTTO team members, including engineering, customer service, quality, and operations to ensure that customer expectations are achieved.
    • Define requirements and develop business cases for new product opportunities including features, benefits, specifications, cost targets, and forecasts.Secure commitment for the execution of new product initiatives via OTTO’s internal processes.
    • Recommend product pricing and prepare customer quotations.
    • Provide market feedback to management including competitive position, new product opportunities, and key industry trends.
    • Serve as the initial contact for customer requests, pre-sales and post-sales support.

    Assist the Marketing team with the creation of technical materials and with communication of new product and promotion ideas for target markets.

    • Collaborate with marketing team to develop strategies, communications, and collateral materials.Develop key product messages, prepare and review collateral content, and ensure that OTTO’s brand promise is effectively communicated in catalogs, sell sheets, price lists, and other related collateral material.
    • Communicate customer-driven technical documentation needs.
    • Coordinate and participate in trade shows and industry events in North America, Europe, and Asia.

    Increase overall business profitability

    • Evaluate customer profitability to develop and execute pricing strategies that increase business profitability.
    • Actively participate in design driven product cost reductions, representing the voice of the customer.
    • Find, communicate, and execute opportunities to increase product and optimize travel and entertainment expenses.
    • Assist with other related duties as required or assigned.

     

     

     

    • Bachelor’s Degree required.
    • Minimum of 7 years of experience in OEM sales, OEM sales management, or OEM product management.
    • Experience working with multiple distribution channels, including dealers, distributors, manufacturer’s representatives.
    • Military radio communications industry experience strongly desired.
    • Experience with RF technology, two-way radio accessories, and intercoms used in commercial and military products desired.
    • Strong oral and written communications skills.
    • Professional presentation skills.
    • Strong technical aptitude and the ability to understand and communicate technical information.
    • Ability to translate customer requirements into product solutions.
    • Strong organizational skills and the ability to coordinate multiple projects simultaneously.
    • A team player and leader with experience coordinating efforts of a cross-functional team to ensure desired outcomes are achieved.
    • Able to travel globally as required, 30%-50%.
    • Self-motivated.
    • Good attention to detail and strong follow-up skills.
    • Ability to analyze sales results, interpret data, and prepare corrective actions based upon data.
    • Knowledge of Microsoft Word, Excel and PowerPoint.
    • Experience with Salesforce.com desired.
    • Available for non-standard or extended work schedule.

    OTTO Engineering is an Equal Opportunity Employer: Disability/Veteran

    OTTO Engineering does not accept unsolicited resumes from third party recruiters, agencies, or similar organizations; any submissions will not be honored.

  • 1/28/2021

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