Business Development Manager (f/m/d) Advanced Industrial Sensing (AIS EMEA) // Europe

ENABLE – Shape the future with light.

Excelitas is a leading global technology company with more than 7,500 employees focused on delivering market-driven solutions for OEMs and end users in the areas of sensing, detection, imaging, optics and specialty lighting sources for life sciences, advanced industrial, next-generation semiconductors, aerospace and defence.
 

ENGAGE – Get involved today and make your mark on the future with us! Become part of the team that leading technology companies turn to for breakthrough photonics innovation. 
 

EXCEL – At Excelitas Technologies, you are the reason we excel.

The Business Development Manager is responsible for ensuring the execution of revenue and design wins while driving market growth for the AIS business. This role is integral to expanding our sales footprint and will now also include key channel management responsibilities for the EMEA region. The successful candidate will work closely with at least one major AIS focused channel partner from EMEA, collaborating as a team to drive critical opportunities and deliver outstanding results.

Key Responsibilities:

• Sales & Revenue Growth:
• Grow sales territory/accounts with assigned revenue, bookings, and NPI (design-win) targets.
• Drive attainment of sales, profit, and market share objectives.
• Account Management:
• Effectively manage key accounts by developing intimate knowledge of strategic customers.
• Create and execute detailed account growth plans while providing ongoing customer support and ensuring high levels of customer satisfaction.
• Negotiation & Contracting:
• Lead negotiations with customers and close deals within company guidelines.
• Contribute to the development of contractual agreements with customers.
• Pipeline & Prospect Management:
• Manage and grow the prospect pipeline (funnel), driving existing prospects to closure by mobilizing internal resources.
• Generate and qualify leads through proactive business development activities.
• Channel Partner & Distributor Management:
• Strategic EMEA Channel Management: Assume responsibility for managing and cultivating key relationships with at least one of our major AIS focused channel partner distributors in the EMEA region.
• Joint Business Planning: Collaborate closely with EMEA partners to develop and execute joint business plans and strategic initiatives that align with both partner and company goals.
• Opportunity Development: Work as an integrated team with channel partners to identify and drive critical sales opportunities and design wins within the region.
• Performance Management: Monitor partner performance with periodic business reviews and implementing strategies ensuring market growth.
• Sales Presentations & Value Proposition:
• Develop and deliver strategic sales presentations, effectively articulating the company’s value proposition to customers and partners.
• Market & Product Expertise:
• Maintain deep knowledge of relevant products, market trends, and competitive activities.
• Collaborate with Product Management and Applications Engineering to develop both strategic and tactical initiatives.
• Regional Coordination & Support:
• Act as the initial point of contact on regional issues, coordinating input from appropriate functional teams.
• Business Processes & Reporting:
• Support core business processes including monthly and quarterly operating reviews, annual operating planning, forecast reviews, sales reporting, and expense management.

Critical Success Factors:

• Technical Skills: Bachelor’s degree required; background in Electrical/Optical Engineering or Physics is desirable.
• Sales Skills: Demonstrated ability to manage extensive sales processes within complex customer organizations; 5+ years of sales experience with a strong track record in OEM sales.
• Communication: Exceptional presentation and interpersonal skills with the ability to engage with all organizational levels.
• Leadership & Teamwork: Proven ability to motivate and lead teams in a cross-functional environment.
• Business Acumen: In-depth understanding of Excelitas’ business and core processes.
• Performance Orientation: A strong bias for action with the ability to anticipate, adjust, and drive change effectively.

Job Qualifications:

• Proven track record in Sales.
• Experience in the manufacturing industry is a plus.
• Strong interpersonal skills with the ability to identify and cultivate potential clients.
• Flexibility and motivational ability to drive teams toward desired outcomes.
• High degree of integrity, tact, and persuasive communication skills.
• Capable of leading and executing projects to meet deadlines through effective delegation and resource management.
• Must comply with the International Traffic in Arms Regulations (ITAR).
• Visa sponsorship is not available for any position at Excelitas.

Requirements:

The Business Development Manager will be responsible for achieving sales targets, capturing design wins, and driving revenue growth within the Advanced Industrial Sensing applications/markets. In addition, this role now incorporates key channel management responsibilities for the EMEA region—ensuring robust collaboration with major channel partner distributors to drive market expansion and capitalize on new business opportunities.

We welcome suitable applications regardless of gender, cultural and social background, age, religion, belief, disability or sexual identity.

Excelitas is looking for personalities and innovators to join our global team! 
Visit: www.excelitas.com/join-our-team