Business Development Manager

EWI is a world leader in developing and deploying new technologies that enable companies to bridge the gap between R&D and manufacturing implementation.  EWI Associates are passionate about identifying out-of-the-box options that provide a long-term competitive advantage for our clients.  Our clients tell us we are a valuable extension and complement to their innovation, engineering, and manufacturing teams. If you enjoy dealing with customers and solving difficult, technical problems, EWI is the place for you.

EWI is seeking an experienced sales leader to serve in the role of Business Development Manager for our Aviation market.  The successful candidate will be motivated by our mission to provide innovative technology solutions to manufacturers and wants to be a key influencer in shaping an organization that is changing to meet the current and future market needs.  Success will be measured by relationship management, customer acquisition, market growth, margin, and revenue growth.

ESSENTIAL FUNCTIONS:

• Demonstrate passion for EWI’s growth aspirations with desire to personally help fulfill EWI’s vision to be the go-to resource for a renewed U.S. manufacturing sector
• Integrate into our engineering services organization by partnering with technical staff, project management, sales team members, marketing, and business support functions
• Consistently meet increasing sales goals (measured on a quarterly and annual basis) across EWI’s technologies
• Lead and develop market growth strategies focused on existing account growth and new account acquisition; 100% of time dedicated toward achieving this goal, all other activities below are in support of achieving that goal
• Partner with technical staff, marketing, and sales team members to understand and effectively sell EWI’s suite of technology offerings
• Become an expert in your markets by perform market research utilizing internal and external resources to create and lead actionable growth plans distilled for EWI’s business
• Build and cultivate strong, lasting customer relationships
• Partner with technical staff, sales team members, and customers to understand their company business, technology needs, and objectives
• Develop value propositions that differentiate EWI, and clearly communicate value through oral and written communication methods including but not limited to face-to-face engagements, proposals, presentations, web meetings, phone calls, and email
• Lead the sales process working with, and mentoring, technical staff and sales team members to qualify, advance, and close opportunities across assigned markets
• Serve as the primary channel for customer communications throughout the sales process including internal coordination across technical staff, project management, contracting, and leadership
• Negotiate shape, contracts, and price with internal and external stakeholders
• Sell value, grow small narrowly focused sales opportunities into large cross-cutting technology solutions that differentiate EWI in the marketplace
• Provide timely and reliable sales forecasting based on customer feedback

KNOWLEDGE/SKILLS/ABILITIES:

• Demonstrated knowledge of the Commercial Aviation industry
• Demonstrated abilities in consultative sales environment
• Demonstrated capacity to learn and sell advanced manufacturing technology offerings including but not limited to materials joining, forming, automation, additive manufacturing, structural integrity, and data science
• Demonstrate a high level of maturity, polish, and presence with internal and external clients
• Professional writing and presentation skills
• Adept at learning quickly and managing change
• Strong resonance between personal mission and EWI’s mission-oriented work 
• Natural leader with ability to motivate and lead cross-functional teams to achieve company objectives
• Comfortable in a fast-paced, service-minded, mission-based organization focused on customer success
• Exhibits sound judgment in decision making and execution
• Ability to multi-task and work autonomously while under substantial schedule and performance pressure
• Strong interpersonal skills supporting collaboration, negotiation, and teamwork with a diverse group of sales, marketing, engineering, and other internal personnel
• 50%+ travel expected both locally and nationally including travel to individual customers, other EWI locations, and representing EWI at various events and conferences
• Proficient in MS Office (Word, Excel, PowerPoint, etc.)
• Preference, but not requirement, to be based in Columbus, Ohio

EDUCATION:

• Bachelor’s degree or equivalent experience required
• Degree in a technical discipline (e.g. engineering) is preferred
• Certified or completed an industry recognized sales methodology like CFS, CSS, Challenger Sale

EXPERIENCE:

• Five (5) or more years’ experience working in a technical, consultative sales environment with a proven track record of success, including sales, sales management, and sales strategy
• Manufacturing solutions and/or advisory services consulting sales experience preferred
• Experience in selling services to Fortune 500 companies in addition to small/medium-sized companies, including a deep understanding of multi-stakeholder buyer situations and experience in selling high-value, high-cost services
• Proven leadership setting strategic direction and inspiring talent to execute resulting in desired mission and business results

EOE/M/F/Disability/Protected Veteran Status

Accommodations

Individuals who need reasonable accommodations under the ADA in order to participate in the search and/or application process should contact Human Resources at (614) 688-5000.