Business Development Manager-Custom Automation

About Us:

Machine Solutions is the premier provider of advanced equipment and services for the medical device, biopharmaceutical, and blood- and plasma-collection industries. We support our customers’ needs and growth by delivering quality and value through a wide breadth of products. Machine Solutions provides proprietary mechanical solutions to a variety of complex process, testing and device design challenges. Our equipment has become the industry standard for stent crimping, balloon catheter pleating and folding, catheter braiding and medical device manufacturing applications. As a pioneer in radio frequency technology, the company has continued to develop advancing technology for thermal forming, molding and welding plastic for medical manufacturing, biopharmaceutical, and blood- and plasma-processing applications. Our experienced team of engineers has been instrumental in automating manual processes that enable our customers to increase production volumes and profit margins, and we believe in providing a superior customer experience by designating resources to a dedicated aftermarket team that is always ready to provide technical service and process support. Machine Solutions is privately owned by BW Forsyth Partners, a Barry-Wehmiller company. BW Forsyth Partners is the investment arm of multibillion-dollar global manufacturing and engineering consulting firm Barry-Wehmiller. Established in 2009, BW Forsyth Partners blends Barry-Wehmiller’s unparalleled legacy of value creation and people-centric culture development with keen investing experience to help companies realize their true potential. With a focus limited to areas known well, BW Forsyth Partners seeks to partner with leadership teams to acquire small- to middle-market companies in the capital and component equipment, and professional services sectors. In each of our operating companies, BW Forsyth Partners deploys operational improvements and strategy development without compromising the autonomy, strategic vision and entrepreneurial spirit of their leadership teams.

Job Description:

Machine Solutions Inc.  |  Business Development Manager, Intec Automation Americas

COMPANY SUMMARY:

Intec Automation, Inc. is an established (25+ years of business), custom automation company based in Rochester, NH that specializes in the design and build of custom automation equipment.  To support our continued growth, we are looking for an energetic leade to serve as Business Development Manager (Custom Automation).

Our Parent Company:

Machine Solutions, Inc. (MSI) is a pioneer and leading supplier of medical product process and testing equipment. MSI has been instrumental in automating several manual processes within stent and catheter manufacturing. Machine Solutions includes two internationally recognized brands: MSI and Vante. Our combined product catalog allows us to be a single source supplier for 10+ manufacturing and testing processes. We offer an excellent opportunity for highly motivated individuals in a fast-paced, biotech organization.

JOB DESCRIPTION

Business Development Manager, Intec Automation Americas

Territory Ownership, Disciplined Prospecting, and Predictable Personal Bookings

Reports to

Sales Director, Intec Automation Americas

Job profile

Business Development Manager

Location

Field-based / remote within the Americas

Function

Commercial – Intec Automation Sales

Travel

Domestic travel up to approximately 50% or more, dependent on territory

Team

Individual contributor; partners with Applications Engineering, Sales Operations, and channel partners

Position Summary

The Business Development Manager, Intec Automation Americas is a territory-owning seller responsible for generating and closing qualified custom-automation opportunities in an assigned geography, in support of the Intec Automation Americas fiscal-year operating plan. The role carries personal bookings accountability and is expected to grow a durable, expanding pipeline through disciplined, protected prospecting and strong selling execution, whether that growth comes from new accounts or existing relationships.

Reporting to the Sales Director, Intec Automation Americas, the Business Development Manager operates as a hunter and account owner: qualifying new opportunities, quarterbacking the win plan, and working alongside the Applications Engineering team through concept development, costing, and proposal development. The role centers on two things: prospecting for new opportunities, and managing and winning the opportunities already in front of us.

The Business Development Manager is accountable for two connected outcomes: generating personal bookings against the assigned territory today, and building the qualified pipeline, account plans, and CRM discipline that make future bookings more predictable. Selling activity should build durable, growing account relationships across the territory.

Primary Responsibilities

Territory Ownership and Personal Bookings

• Own monthly, quarterly, and annual personal bookings performance against the assigned bookings target within the Intec Automation Americas operating plan.

• Plan, manage, and implement the sales process from prospecting through close, including disciplined post-sale follow-up.

• Grow a defined territory, aligned with the Americas account-mapping and territory structure, while continuing to support and grow the accounts already assigned to you, including those that may fall outside that territory.

• Balance new account development with account-expansion work on existing relationships, growing both in parallel.

Protected Prospecting and Pipeline Creation

• Build and grow a qualified pipeline sufficient to support quarterly and annual personal bookings commitments, combining proactive outbound prospecting into net-new accounts with continued growth from existing relationships and territory.

• Maintain a defined outreach cadence with clear persistence criteria for how many touches an opportunity receives before it is reprioritized.

• Use the Ideal Customer Profile, account-mapping, and prospecting tools established under the Commercial Operating System to identify and qualify net-new targets.

• Identify new sales opportunities within existing accounts and report market and competitive intelligence back to the Sales Director and broader commercial team.

Applications Engineering Partnership

• Qualify opportunities and work alongside the assigned Applications Engineer to ensure the win strategy carries through concept generation, solution generation, and proposal development.

• Quarterback the opportunity throughout the quoting cycle, keeping the Applications Engineer aligned to customer pain points, requirements, and competitive position.

• Stay engaged with the opportunity through revisions, negotiation, and close, maintaining clear ownership from qualification to signed order.

• Understand the customer's technical requirements well enough to shape a clear, qualified opportunity alongside Applications Engineering.

Commercial Operating System Adoption

• Maintain accurate, current Salesforce opportunity data, including stage, value, close date, contacts, source, next action, and forecast classification.

• Use Blue Sheet planning to structure and lead strategic or competitive opportunities.

• Participate in coaching-centered deal and pipeline reviews with the Sales Director, bringing specific, dated customer next actions rather than status updates alone.

• Apply funnel-stage discipline consistently, including timely movement of stalled opportunities and defined follow-up.

Forecasting and Account Planning

• Create a quarterly sales forecast for the assigned territory and maintain an ongoing revenue-growth plan.

• Own forecast honesty - surface timing and execution risk early, validating any committed opportunity against real customer evidence.

• Maintain account plans for named strategic or expansion accounts, identifying whitespace and additional product lines or contacts beyond the current point of engagement.

Customer Value and Competitive Selling

• Understand the competitive landscape on active opportunities, including price and lead-time position, to compete effectively on value.

• Participate in structured win/loss reviews that capture competitor, price gap, and decision driver at the time of loss.

• Monitor the external market and internal environment for new market segments, and contribute to business-case development for new opportunities as needed.

Measures of Success

• Personal bookings meet or exceed the assigned annual target with disciplined quarterly execution.

• Qualified pipeline grows steadily, combining new prospecting with continued growth from existing accounts.

• Applications Engineering owns concept development, costing, and technical proposal writing on assigned opportunities, with the Business Development Manager selling and quarterbacking the opportunity throughout and contributing to selling points in the proposal.

• Salesforce, Blue Sheet, and funnel-stage discipline become durable habits, with accurate, current opportunity data at all times.

• Forecasts are timely, evidence-based, and reliable enough to support territory, capacity, and business planning.

• Quarterly Commercial Excellence objectives are completed with documented evidence.

Required Qualifications

• Bachelor's degree in Engineering or Business Management, with two or more years of related experience and/or training, or an equivalent combination of education and experience.

• Three or more years of experience in thecustom automation, capital equipment, or industrial manufacturing industry.

• Ability to understand customer technical requirements and translate them into a clear, qualified opportunity alongside Applications Engineering.

• Ability to read, analyze, and interpret technical and commercial documentation, and to respond professionally to customer, regulatory, or business-community inquiries.

• Ability to define problems, collect data, establish facts, and draw valid conclusions from CRM and pipeline data.

• Willingness and ability to travel domestically, approximately 50% or more depending on territory.

Preferred Qualifications

• Engineering or medical-device manufacturing background.

• Prior experience in a hunter-style, quota-carrying sales role with personal prospecting accountability.

• Formal sales training.

Leadership Profile

• A hunter mindset - energized by prospecting and new-account creation, as much as by growing accounts already in hand.

• A disciplined commercial operator who keeps Salesforce, Blue Sheet, and forecast data current and trustworthy.

• A collaborative partner to Applications Engineering, working alongside the team to carry the win strategy from concept through proposal.

• A competitive seller who evaluates each opportunity's real strengths and weaknesses to compete on value.

• A member of the commercial team who helps set the tone for the organization — bringing a genuine "can-do" attitude toward winning and selling, paired with an honest, clear-eyed view of where we are and where we need to be. We lead with honesty.

Company, Culture, and Benefits

Intec Automation, a Machine Solutions Inc. company, is a custom integrator focused on medical device, diagnostics, drug delivery, life sciences, and high-end consumer products. Our why is helping our customers succeed by creating innovative solutions to their manufacturing needs.

In alignment with Machine Solutions and Barry-Wehmiller values, team members are expected to care for people and perform with excellence through effective communication, customer focus, results, trust, and optimized work processes.

Eligible team members receive a competitive benefits package that may include medical, dental and vision coverage; a 401(k) retirement plan with company match; paid time off and sick time; health savings and spending accounts; short- and long-term disability; life and AD&D insurance; parental leave; and adoption and fertility benefits, subject to applicable plan terms and eligibility.

Physical Demands and Work Environment

This position spends time standing, sitting, walking, using hands to feel, handle, or finger, and reaching with hands or arms. Significant time is spent talking and listening with customers and internal partners. Minimal time is spent lifting weight, but when weight is lifted — for example, equipment demonstrations or site visits — up to 30 lbs may be required. Some time is spent near moving mechanical parts and with risk of electrical shock while on customer sites. The ability to read and interpret body language is important for this customer-facing role. Reasonable accommodation may be made to enable qualified individuals with disabilities to perform the essential functions.

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At Barry-Wehmiller we recognize that people come with a wealth of experience and talent beyond just the technical requirements of a job.  If your experience is close to what you see listed here, please still consider applying.  We know that our differences often can bring about innovation, excellence and meaningful work—therefore, people from all backgrounds are encouraged to apply to our positions.  Please let us know if you require reasonable accommodations during the interview process. ​

Barry-Wehmiller is an equal opportunity employer. M/F/D/V This organization uses E-Verify. Applicants may be subject to pre-employment screening which may include drug screening, reference checks, employment verifications, background screening and/or skills assessments.

Company:

Machine Solutions, Inc.