Business Development Manager

Job Details: Job Location: PHD Inc Administration Building

• Fort Wayne, IN, Position Type: Full Time, Salary Range: Undisclosed, Job Shift: 1st Shift, Position Summary: PHD is seeking an experienced Business Development Manager to drive strategic growth by developing and expanding relationships with key customers. This role partners with distributors, internal sales teams, and Yamaha Robotics Group (YRG) to identify new opportunities, develop account strategies, and deliver technical automation solutions that create long-term customer value. The ideal candidate is a relationship-driven sales professional with a passion for consultative selling, strategic account management, and helping manufacturers improve their operations through innovative automation solutions.

Essential Duties and Responsibilities

Strategic Account Management: Identify, develop, and manage assigned customer accounts by creating strategic sales plans, researching customer organizations, implementing account strategies, and monitoring progress to support long-term sales growth. Customer Relationship Management: Build and maintain strong relationships with key customer contacts by establishing regular communication, maintaining customer visit schedules, meeting with economic buyers, and positioning PHD as a trusted and preferred supplier.

Account Planning & Execution: Develop, document, and execute business and action plans for assigned accounts while tracking performance through available reports and adjusting strategies to maximize growth opportunities. Distributor Partnership: Provide leadership and support to the distribution channel by working collaboratively with distributors, holding distributor sales personnel accountable for supporting PHD and YRG sales initiatives, and maintaining productive customer relationships.

Technical Sales: Present technical automation solutions by identifying customer manufacturing processes, understanding application requirements, and recommending appropriate PHD and YRG products to meet customer needs. Business Development: Pursue opportunities within assigned customer organizations, including global projects when applicable, while identifying new applications and expanding business across multiple locations.

Sales Performance: Drive sales growth by increasing penetration within assigned accounts, strengthening customer relationships, supporting preferred vendor status, and achieving established business objectives. Professional Effectiveness: Demonstrate effective time management, organization, and independent decision-making while working successfully within a dynamic, fast-paced sales environment.

Knowledge, Skills and Ability Ability to travel up to 75% of the time. Thorough automation product knowledge. Thorough knowledge of how sales interacts with assigned accounts. Ability to present and sell technical product solutions. Ability to gather information and organize it in a presentable manner. Solid understanding of the technical sales process.

Ability to identify decision-makers and build long-term relationships that generate sales opportunities. Ability to identify and define processes within the manufacturing environment. Ability to identify and apply PHD and YRG products within those processes. Ability to effectively work with distributors to increase sales and achieve penetration within assigned accounts.

Ability to work independently and effectively with others. Work Environment: This role requires frequent travel and regular interaction with distributors, customers, and internal teams in support of business development activities. This is a work-from-home position when not traveling. The work-from-home office should be a private, dedicated workspace with minimal distractions and strong internet connectivity.

Physical Demands: This position requires extensive periods of sitting, standing, and walking, along with frequent arm and hand movement and occasional foot movement. The role requires manual dexterity, including wrist rotation, to effectively operate standard office equipment. Good visual ability is required to perform the essential functions of the position.

The above statements are intended to describe the key accountabilities and significant requirements for the performance of this position. They are not intended to be construed as an exhaustive statement of all supplemental duties, responsibilities or other requirements.

Qualifications

Critical Skills/Qualifications: 10 years or more experience in sales. Proven experience developing and managing strategic customer accounts. Demonstrated success building and maintaining long-term customer relationships. Experience working with industrial distributors or channel partners. Ability to travel as required to support customer and business needs.