Director of Business Development

Art's-Way Manufacturing Co - Armstrong, IA

Full-time - Senior

Armstrong, IA

Machinery Manufacturing

About the position

The Director of Business Development and Sales will report directly to the General Manager and is responsible for driving business growth by identifying new business opportunities and managing existing customer relationships. This role will set commercial strategies, collaborate with internal teams to ensure exceptional service delivery, and manage all aspects of the sales process, from prospecting through contract negotiation and closure. Frequent interaction with the production plant will be required as part of the travel expectations to ensure alignment with manufacturing and project needs. The Director of Business Development and Sales will work closely with the leadership team to develop strategies that improve margins and drive company-wide growth.

Responsibilities

• Identify and actively pursue new business opportunities within sectors such as private, commercial, healthcare, higher education, biomedical research, pharmaceutical, and government.
• Lead the entire sales process, including prospecting, lead generation, and contract negotiations, through to deal closure.
• Build and maintain business relationship strategies by understanding customer needs and aligning them with the company's offerings.
• Engage with researchers and review regulatory standards to deeply understand client needs, often through study of Basis for Design documents, Campus Standards, BMBL, and NIH Design Guidelines.
• Develop conceptual building designs that meet client needs while adhering to the constraints of modular construction.
• Collaborate with the General Manager to develop effective pricing strategies that support business goals.
• Conduct in-depth market analysis to shape sales strategies and identify potential commercial opportunities.
• Partner with project management, production, and quality assurance teams to ensure a seamless and positive customer experience.
• Provide input for the annual operating budget and ongoing sales forecasts; actively participate in financial and operational reviews.
• Attend and represent the company at industry tradeshows, providing product presentations to highlight the company's value proposition.
• Stay updated on industry trends, competitor activities, and technological advances, and adapt sales strategies accordingly to maintain a competitive edge.
• Utilize CRM technology for opportunity tracking and lead generation. Engage with social media to promote company activities and accomplishments.

Requirements

• Bachelor's degree in Business Administration, Sales, Economics, or a related field. A Master's degree (MBA) is preferred, but not required.
• Minimum of 10+ years of consultative sales experience, with a proven track record of managing complex accounts and negotiating high-value contracts.
• Experience in Life Sciences, Bio Safety Labs, Modular Construction, or Building Construction is highly preferred.
• Expertise in sales techniques, including qualification, consultative selling, negotiation, and relationship building.
• Proven ability to engage in high-level discussions with C-suite executives.
• Strong interpersonal and communication skills with the ability to work independently.
• Excellent organizational, negotiation, and strategic thinking skills.
• Ability to read and interpret engineered drawings, architectural plans, and floor plan layouts.
• Proficiency with CRM tools and digital communication technologies.
• Ability to handle confidential and sensitive information with discretion and professionalism.
• Understanding of social media platforms and their role in lead generation.
• Willingness to travel 30-50%, including regular visits to the production plant, client meetings, tradeshows, and industry conferences.
• Ability to thrive in a fast-paced, entrepreneurial environment, manage multiple priorities, and meet deadlines.