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Business Development Manager— Oil Free Products

Location: Michigan City, Indiana, United States
Job ID: 45600
Date Posted: Jun 24, 2020
Segment: Industry
Business Unit: Hitachi Industrial Equipment Systems
Company Name: Sullair, LLC
Profession (Job Category): Sales
Job Type (Experience Level): Experienced
Job Schedule: Full-time
Remote: Optional

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Summary of the position:

The Business Development Manager (BDM) is responsible for contributing to the short and long-term growth of the company through the development and execution of the strategic and tactical sales, customer service, and marketing plans for the Sullair Oil Free portfolio.  These products will include, but not be limited to, Scroll, Oil Free Screw, Centrifugal compressor, and Oil Free related Air Treatment. The BDM will be responsible for growing these products in all our channels to market (Distribution, National Accounts, Retail, etc.). Sales growth is the significant objective for this role.

Duties and responsibilities:
  • Directly responsible for business development and sales while indirectly responsible for marketing and customer service, with the purpose to drive growth and achieve all targets for channels.
  • Analyze and identify opportunities to secure new businesses from current Distributor and National account base and optimize profit and increase revenues.  Manage day-to-day sales activities, ASE and Distributor concerns, ensure product line profitability.
  • Manage customer concerns and issues with the goal of finding root cause.  Work with other Sullair departments to implement change in order to prevent similar issues from reoccurring.
  • Responsible for budgeting, planning, executing and managing sales plan, growth, and profitability.  Meet assigned targets for sales growth, sales volume and strategic objectives in all product categories.
  • Analyze and understand distributor strategies, future product plans, and expansion activities to develop penetration strategies to increase current and new business opportunities, market share and territories.
  • Know, understand, and counter the competition’s marketing efforts at all times, as well as the need of our target market and customers. This is a comprehensive position and requires an individual equally adept at devising a successful strategy and sales plan, as well as personally executing the plan and all associated tactical and strategic actions for expanding the company’s customer base.
  • Evaluate, develop and if necessary, expand existing channels to create new business opportunities.
  • Develop a sales management process that highlights sales performance objectives for each channel partner and internal individual sales contributor.
  • Set financial targets, and critical milestones for a one-, three- and five-year period.
  • Proactively assess, clarify, and validate end customer needs on an ongoing basis. Become the Voice of the Market and Channels for the assigned Product Lines. Work with Product Management to identify and structure product lines to support those needs.
  • Develop and provide product presentations targeted to your different audiences: end users, distribution partners,  Sullair sales teams, engineering firms, and the like.
  • Enlist the support of other Sullair sales specialists, implementation resources, service resources, and other sales, financial, and management resources, as needed.
  • Work closely with Customer Service Representatives to ensure customer satisfaction while at the same time co-developing processes for permanent corrective actions.


  • Bachelor’s degree in Marketing, Business Administration or Engineering.  MBA preferred.
Professional experience:
  • Minimum 10 years of innovative sales and marketing experience, Account Management or OEM sales experience in a business-to-business sales environment. Experience selling Oil free Compressed Air products with a commercial/industrial application is preferred.
  • Must have an established track record of having created successful sales and marketing programs and strategies.
  • Clearly demonstrated ability to lead, facilitate, organize and motivate multiple teams toward identified goals.
  • The business acumen necessary to qualify and prioritize sales prospects/distributor based on revenue potential and other key variables.
  • Strong verbal/written communication skills and the ability to both deliver effective management/executive level presentations and effectively communicate with all levels of the organization.
  • Outstanding work ethic, high-integrity and team player (builder).  Self-motivated, high initiative, self-directed.
  • Excellent organizational skills and the discipline necessary to maintain a strong pipeline of prospects.
  • Aptitude to learn the theory and application of compressors, air treatment, controls and air systems.
  • Excellent familiarity of North American marketplace as it relates to the oil free compressed air industry.
  • Proficiency in Microsoft Office Suite and CRM tools.
  • Ability to travel 50-75% domestic and international.
Key behaviors:
  • Excellent communication skills and a strong desire for serving customers
  • Ability to communicate professionally with all levels of the organization
  • Ability to work well independently or with a team
Direct reports:
  • N/A
 The successful candidate is responsible for complying with Sullair’s Code of Ethics and related policies. In performing the job, the incumbent shall take all steps necessary to comply with our safety rules and requirements and must actively support the organization's efforts to meet and exceed its goals of creating and maintaining a safe workplace.

This description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company's discretion.


Sullair is an equal opportunity employer and will not discriminate based on race, religion, color, age, gender, sexual orientation, national origin, genetic information, veteran status, physical or mental disability, or other protected categories under applicable law, whether in recruitment, employment, promotion, transfer, compensation, or other conditions of employment.

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