DVP Business Development, PM&I

Key Responsibilities

Growth Strategy & Execution

• Develop and lead execution of the PM&I growth strategy across LAND, Surface Vision, and Micro-Poise aligned to divisional STRATEGIC priorities.
• Drive initiatives that deliver double-digit growth in orders, sales, and operating profit.
• Translate strategic priorities into clear initiatives with defined owners, timelines, and financial impact.
• Establish operating cadence to track pipeline conversion, growth initiatives, and execution progress.

Market & Opportunity Development

• Identify and prioritize high-value growth segments across core PM&I markets (metals, battery, automotive, electronics, industrial/process).
• Lead market sizing, segmentation, and competitive analysis to guide investment decisions.
• Drive voice-of-customer engagement to uncover unmet needs and emerging application requirements.
• Build and maintain a structured opportunity pipeline with visibility into timing, scope, and win strategy.

Commercial Enablement & Strategic Selling

• Partner with Regional Sales and Business Managers to strengthen key account strategies and large project pursuits.
• Support value-based selling approaches tied to productivity, yield, and performance outcomes.
• Establish top-to-top relationships with strategic customers, EPCs, and OEMs where relevant.
• Drive early-stage engagement in customer capex cycles to influence specifications and positioning.

NPD & Portfolio Alignment (Critical Focus Area)

• Lead process to ensure NPD investments are tightly aligned to growth opportunities and STRAT priorities.
• Partner with Engineering and Product Management to:
• Define clear business cases with quantifiable return expectations
• Prioritize programs based on ROI, market impact, and strategic fit
• Establish mechanisms to track NPD performance vs. original business case assumptions, improving capital allocation discipline.
• Identify portfolio gaps (products, solutions, services) and translate into actionable development plans.

Cross-Business Integration (PM&I Synergy)

• Act as a connector across LAND, Surface Vision, and Micro-Poise, identifying and executing cross-sell and bundled solution opportunities.
• Drive shared market strategies where combined capabilities create differentiated value (e.g., temperature + inspection + measurement systems).
• Facilitate alignment across sales, engineering, and product teams to deliver integrated, customer-centric solutions.

Operating Rigor & Performance Management

• Implement structured processes to evaluate and prioritize growth initiatives and NPD investments across the BU.
• Ensure consistent use of data-driven decision-making tools (pipeline analytics, market models, ROI tracking).
• Provide regular updates to BU and Division leadership on:
• Growth initiative performance
• Market dynamics
• Risks and opportunities

Qualifications

Required Experience & Skills

• Proven experience in business development, strategy, or commercial leadership within industrial or technology-driven businesses.
• Strong understanding of capital equipment markets, industrial inspection, or process measurement systems.
• Demonstrated ability to translate strategy into executable plans with measurable financial outcomes.
• Experience driving cross-functional initiatives in a matrixed organization.
• Strong analytical capability including market modeling, financial analysis, and investment prioritization.
• Executive-level communication and influence skills across internal and external stakeholders.

Education & Experience

• Bachelor’s degree in Engineering, Business, or related field.
• 12–15+ years of experience in business development, product management, strategy, or commercial leadership.
• Experience working across multiple product lines or business units preferred.
• Background in metals, battery, automotive, industrial manufacturing, or process industries strongly preferred.

Additional Information

• Role requires frequent global travel to support customer engagement and internal alignment.
• Requires strong business acumen, leadership presence, and ability to operate at both strategic and execution levels.