Sr Mgr - Bus Dev-Fab Sol

Essential Duties and Responsibilities

Business Development & Growth:

• Own the Stoughton Fabrication Solutions (SFS) growth plan and revenue targets, and build and manage a qualified pipeline from first contact through quote, award, and launch.
• Identify and win new business across three core segments: aftermarket programs (retrofit campaigns, upper couplers, and other complex assemblies), Tier-1 trailer OEMs, and contract manufacturing customers.
• Expand into adjacent markets over time, including heavy-duty truck, off-highway, agriculture, and construction OEMs.
• Convert letters of intent and pending opportunities into firm purchase orders and multi-year supply agreements.

Strategic Account Management:

• Serve as the primary commercial lead for strategic SFS accounts, including national fleets and OEM customers.
• Build multi-level relationships across purchasing, engineering, quality, and operations at each account.
• Develop account plans that grow share of wallet, protect margin, and anticipate customers' future needs.
• Lead negotiations on pricing, terms, volumes, and long-term agreements.

Technical-Commercial Leadership:

• Translate customer drawings, specifications, and problems into clear, manufacturable solutions in partnership with Engineering.
• Lead the quoting process: review prints, material, and process requirements, and work with Engineering and Operations to build accurate, profitable quotes.
• Bring the customer's voice into launches, including PPAP, first article inspection, and quality expectations for OEM work.
• Partner with Operations to align commercial commitments with available capacity, lead times, and production planning.

Driving Results:

• Forecast demand and revenue accurately, and report pipeline and performance regularly to the Vice President, Aftermarket.
• Work with the Regional Aftermarket Managers and the dealer network to surface fabrication opportunities and drive pull-through.
• Track market trends, competitor activity, and pricing to shape strategy and positioning.
• Help define the processes, tools, and team needed to scale SFS, including future business development hires.

Above is a list of the most important responsibilities and functions, which are essential to the position. Employees must be able to perform these essential functions satisfactorily with or without a reasonable accommodation. Accommodations will be evaluated and provided to eligible employees on a case by case basis, depending on the employee's medical restrictions, work availability, the nature of the position, the position's essential functions and other relevant factors.

Qualifications:

• Education: Bachelor's degree in Engineering, Manufacturing, Industrial Technology, or Business, or equivalent experience.
• 7+ years in business development, sales, or account management for a manufacturer of fabricated metal components, weldments, or assemblies.
• Hands-on technical knowledge of steel fabrication, including laser/plasma cutting, press brake forming, welding, and coatings such as galvanizing.
• Ability to read engineering drawings and GD&T, and to discuss materials, tolerances, and processes credibly with customer engineers.
• A proven record of winning new accounts and growing revenue against targets.
• Experience managing strategic or key accounts and negotiating pricing and long-term supply agreements.
• Strong financial acumen, including quoting, cost drivers, margin management, and forecasting.
• Travel: Willingness to travel up to 50%.

Preferred Qualifications:

• Experience selling to Tier-1 OEMs in trailer, heavy-duty truck, off-highway, agriculture, or construction equipment.
• Familiarity with OEM quality systems, including PPAP, first article inspection, APQP, and ISO 9001.
• Experience in contract manufacturing or launching a new business line or product category.
• Knowledge of the trailer aftermarket, fleets, and dealer networks.
• Proficiency with CRM tools (such as Salesforce) and ERP systems.

Key Competencies:

• Technical credibility: earns trust with engineers and plant leaders, not just buyers.
• Commercial drive: self-starting, persistent, and comfortable owning a number.
• Builder mindset: thrives on creating process and structure in a new business.
• Collaboration: works across Engineering, Operations, Quality, and the aftermarket sales team.
• Communication: presents clearly to customers and leadership, in writing and in person.

First-Year Success Measures:

• SFS revenue and margin: results against annual revenue and gross margin targets.
• New business: new accounts won and pending opportunities converted to firm orders.
• Pipeline: pipeline value, quote volume, and quote-to-win rate.
• Strategic accounts: revenue growth and retention within strategic accounts.
• Launch execution: on-time, on-quality launches of new programs, measured with Operations.

Working Conditions & Physical Requirements

Please refer to the general office physical demands checklist for more information regarding the working conditions and physical requirements for this job. The role combines office work in Stoughton, time on the manufacturing floor, and frequent travel to customer sites, plants, and industry events, with travel expected at up to 50%, mostly domestic.