Business Development Manager

Company OverviewXigent Automation Systems, Inc. is a vertically integrated designer and manufacturer of custom industrial automation equipment, headquarters in Lewis Center, Ohio. We deliver turnkey solutions to manufacturers across the automotive, defense, consumer products, medical device, and industrial sectors. Our project management-based organization provides customers with a single-point interface from concept through commissioning. Xigent’s deep engineering expertise positions us as a trusted partner for complex, high-value automation challenges.Learn more at www.xasinc.com.Role DescriptionThe Business Development Manager (BDM) is the primary relationship owner between Xigent and its customers. This role is responsible for promoting Xigent as an organization, developing and maintaining customer relationships, and shepherding opportunities through the sales pipeline from Lead identification to Purchase Order receipt.The BDM works in close coordination with Applications Engineers, Project Managers, and the VP of Business Development. While the AE and PM own the technical aspects of each opportunity, the BDM is accountable for customer engagement, pipeline discipline, and commercial outcomes. This is a high-visibility role with direct impact on revenue growth and strategic account development.Key ResponsibilitiesLead Development & Qualification•      Identify and qualify new business opportunities from all sources: supplier referrals, cold outreach, professional networking, trade shows, and existing customer accounts.•      Conduct onsite visits to present Xigent’s capabilities and assess application fit.•      Engage customers to understand application requirements, timeline, budget parameters, and competitive landscape.•      Collect all pertinent information required to execute a comprehensive quotation.•      Apply pursuit scoring criteria to prioritize opportunities based on industry fit, account history, deal size, and competitive positioning.•      Present qualified leads to the VP of Business Development for initial assessment and resource allocation.Pipeline Management & Sales Execution•      Manage all opportunities through defined pipeline stages.•      Facilitate introductions between the customer and the assigned Applications Engineer and Project Manager.•      Attend key meetings throughout the quoting process including concept reviews, quote reviews, and customer presentations.•      Maintain weekly follow-up cadence on active quotes and enforce pipeline hygiene standards per age-bucket policy.•      Accurately forecast pipeline value and maintain sales tracking information with all customer correspondence.Account Development & Relationship Management•      Serve as the primary relationship owner with assigned customer accounts throughout all pipeline phases.•      Proactively engage existing accounts to obtain performance feedback and identify follow-on business opportunities.•      Develop and execute account strategies aligned with the tiered account framework (Tier 1: Grow, Tier 2: Maintain, Tier 3: Evaluate).•      Pursue preferred vendor agreements and long-term partnerships with high-conversion accounts.•      Conduct post-decision engagement on all outcomes to document lessons learned and pursue future opportunities.Strategic Contribution•      Contribute to win/loss analysis by conducting structured customer interviews following award decisions.•      Provide market intelligence on competitor activity, customer trends, and industry developments.•      Collaborate with the Marketing and Business Development Coordinator on trade show planning, marketing campaigns, and promotional materials.Required Qualifications•      Bachelor’s degree in Engineering, Business, Marketing, or related field.•      Minimum 5 years of direct sales experience in industrial automation, capital equipment, manufacturing systems, or related technical environment.•      Demonstrated success in consultative selling of complex, engineered-to-order solutions with extended sales cycles.•      Strong understanding of manufacturing processes and the ability to engage technical decision-makers at the plant and corporate level.•      Excellent written, verbal, and presentation skills with comfort presenting to senior leadership.•      Proficiency with Microsoft Office (Excel, PowerPoint, Outlook) and CRM systems.•      Ability to travel up to 50% of the time, primarily within the domestic United States.•      Valid driver’s license and ability to access customer manufacturing facilities.Preferred Qualifications•      Experience selling automation solutions to diverse industries.•      Experience with Salesforce or equivalent CRM platforms for pipeline management and forecasting.•      Technical background or working knowledge of robotics, PLC controls, vision systems, or machine design.Compensation & BenefitsXigent offers a competitive compensation package commensurate with experience, including base salary, performance-based incentives, and a comprehensive benefits package. Specific details are discussed during the interview process.