Business Development Manager

Who We Are:

We are Newark, an Avnet Company, part of Farnell Global, the fast and reliable distributor of products and technology for electronic and industrial system design, maintenance, and repair. From research and design through prototype to production, we are here to help you access the products and services you need 24/7. With more than 80 years of experience, 47 localized websites, and a dedicated team of over 3,500 employees, we provide every component you need to build the technology of tomorrow.

Farnell Global trades as Farnell in Europe, Newark in North America, and element14 throughout Asia Pacific. We also sell direct to consumers through a network of resellers, and our CPC business in the UK.

We have been part of the established global technology distributor, Avnet, since 2016. Today, this relationship allows us to support our customers at every stage of the product life cycle, offering a truly unique distribution model, as well as expertise in end-to-end delivery and product design.

Job Summary:

Newark is seeking a Business Development Manager for Dwyer Omega/ACI, dedicated to growing the Sensors, Instrumentation and Process Measurement business, including sensing, measurement, monitoring, and control applications. The right candidate does not need prior DwyerOmega experience. We are looking for a technically strong professional who can quickly learn a broad instrumentation portfolio, become credible with customers, identify applications, and aggressively develop new business with Newark sales teams and DwyerOmega.

Principal Responsibilities

• Develop new business within existing and prospective accounts by identifying sensing, measurement, monitoring, automation, process-control, and environmental applications.

• Meet with customers to understand how they measure or control temperature, pressure, flow, level, humidity, force/strain, environmental conditions, and other process variables.

• Translate application requirements into relevant product categories and coordinate deeper supplier/application support when required.

• Partner with Newark sales teams on account targeting, technical discovery, customer calls, solution positioning, quote follow-up, and closing activity.

• Actively pursue new opportunities rather than waiting for inbound demand, using customer conversations, campaigns, competitive displacement, cross-sell opportunities, and market intelligence to build pipeline.

• Own disciplined follow-up of supplier, marketing, web, tradeshow, campaign, and sales-generated leads from qualification through closure or documented disposition.

• Partner with Dwyer Omega on growth programs, product launches, campaigns, training, customer events, opportunity reviews, and business reviews.

• Capture competitive intelligence, application trends, customer feedback, and portfolio gaps that can generate new growth initiatives.

Job Level Specifications:

Prior experience with Dwyer Omega is not required but experience with sensors, process controls or other related products is beneficial. The core requirement is a strong technical foundation and demonstrated ability to learn engineered products and applications quickly. Relevant familiarity may include:

• Temperature measurement: thermocouples, RTDs, probes, transmitters, controllers, data logging, and related instrumentation.

• Pressure and differential-pressure measurement: sensors, transducers, transmitters, gauges, switches, manometers, and application fundamentals.

• Flow and level measurement: flow meters/sensors, flow switches, valves, level transmitters, sensors, and switches.

• Process control and monitoring: controllers, indicators, alarms, recorders, signal conditioning, data acquisition, IIoT/wireless monitoring, and related systems.

• Environmental and building-automation sensing includes temperature, humidity, pressure, air/gas measurement, indoor-air-quality, and related HVAC/BAS applications.

• Force and strain measurement or adjacent industrial instrumentation experience is beneficial.

• Ability to interpret specifications, understand installation and application requirements, recognize tradeoffs, and quickly connect a customer need to an appropriate product family.
• Revenue and gross-profit growth for the DwyerOmega business.

• New accounts, applications, and qualified pipeline created through proactive business development.

• Strong lead-to-opportunity, opportunity-to-quote, and quote-to-order progression.

• Customer opportunities advanced or closed through effective technical discovery and sales collaboration.

• Rapid development of working knowledge across the DwyerOmega portfolio and effective execution of supplier growth initiatives.

• Strong technical experience in industrial instrumentation, automation, process control, HVAC/building automation, manufacturing, engineering, field service, applications, technical support, electronics, or a comparable environment.

• Demonstrated ability to learn a broad technical product portfolio quickly and apply product specifications to real customer applications.

• A commercial mindset and strong desire to prospect, create opportunities, follow up persistently, and help close new business.

• Comfort speaking with engineers, technicians, maintenance teams, operations personnel, integrators, buyers, and sales professionals.

Work Experience:

• Minimum experience required is typically 5+ years with bachelor's or equivalent. It's possible for a career salesperson to plateau for many years at this level.

Education and Certification(s):

• Bachelor's degree or equivalent experience from which comparable knowledge and job skills can be obtained.

Distinguishing Characteristics:

• Experience with sensors, industrial instrumentation, process measurement, HVAC/building automation, controls, industrial automation, or comparable technical products.

• Experience supporting manufacturing, process industries, building automation, water/wastewater, energy, food and beverage, aerospace, laboratory, or other measurement-intensive environments.

• Applications engineering, technical sales, distribution, systems integration, field service, CRM, lead management, or pipeline-development experience.
• Associate degree, bachelor’s degree, technical certification, or equivalent practical experience in engineering, engineering technology, instrumentation, automation, electronics, or a related technical discipline.

• Ability and willingness to travel based on customer, supplier, and business needs.

An applications engineer, controls or automation specialist, instrumentation engineer or technician, HVAC/BAS professional, process engineer, field-service specialist, technical support professional, or technical salesperson who learns quickly, enjoys solving customer problems, and wants direct accountability for business growth.

Location & Travel 

The ideal candidate will be located near the Los Angeles area. Travel is expected based on customer, supplier, training, event, and opportunity needs and may range from 20%-40%.

Build relationships. Solve technical problems. Create new revenue.

What We Offer:

The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills.

Avnet is an Equal Opportunity Employer committed to providing equal opportunities to all employees and applicants for employment without regard to race, color, religion, ancestry, national origin, sex (including pregnancy), age, marital status, sexual orientation, gender identity or expression, disability, veteran status, genetic information or any other characteristic protected by law. This policy of non-discrimination also applies to religious dress and grooming practices. Avnet will accommodate employee religious dress standards and grooming practices that do not result in undue hardship for the Company.  If you are interested in applying for employment with Avnet and need special assistance or an accommodation to apply for a posted position contact our Human Resources Service Center at (888) 994-7669.