Position Summary / Objective
This role is responsible for creating and closing new Contract Manufacturing and qualifying Build-to-Print business by executing proactive outbound business development with named and target accounts. The role owns activity from prospecting to qualification to RFQ/quote readiness to quote follow-up to close and ensures clean handoffs to Operations and Project Management at award. This is a hunter role designed to increase qualified at-bats through targeted outreach and disciplined qualification, not a reactive, inbound-only account management function.
Expectations
Right to Say No
This role is expected and empowered to disqualify early when the RFQ is incomplete, the project is not real, or the work is not a fit. Apply clear no-quote and request-more-information standards to protect Operations, estimating capacity, and margin.
Definitions
- BTP: “We build exactly what’s on the print.”
- CM: “They define what; we define how.”
- Rule: If we have to think to understand the print, it is not Build-to-Print.
Measurements
- Annual goal of booked sales: 2.0M–4.0M target, staged as needed based on CM maturity.
- Qualified pipeline generated from named and target accounts by count and dollar value.
- RFQs generated from target accounts and progression through quote sent, follow-up, and close.
- Hit rate: opportunities converted to booked sales.
- Quality/discipline: quote readiness (% RFQs with complete intake), use of no-quote/request-more-info standards, CRM stage hygiene and timely updates.
Summary of Responsibilities
A. Develop new business and decision-making contact relationships with target accounts
- Submit an annual target account acquisition plan for approval, including named accounts, segments, stakeholders, and outreach plan.
- Identify and build a target list of prospects and key contacts across procurement, sourcing, engineering, operations, and program roles.
- Execute outbound prospecting through calls, emails, site visits, referrals, partner channels, and events.
- Identify decision makers and bring MCRI leadership and resources in where appropriate.
- Ensure all Marketing-developed leads are followed up on and reported.
B. Run structured qualification and discovery to improve RFQ quality (do not guess)
- Qualify for fit, including scope, schedule, volumes, quality and compliance requirements, and commercial terms before internal effort is spent.
- Enforce no-quote and request-more-information standards to avoid poor-fit work and rework.
- Maintain discipline of sourcing key information and do not guess.
- Maintain stage progression: prospect, qualify, discovery, RFQ/quote readiness, quote sent, follow-up/commitment, negotiation, and close.
C. Coordinate internal concept and pricing while protecting internal capacity
- Translate customer needs into a clean internal package for estimating and pricing using standard templates and checklists.
- Coordinate cross-functional input from Estimating/Pricing, Operations, and Project Management and incorporate win/loss learnings.
- Apply standardized pricing processes and approved tools to improve turnaround and consistency.
D. Own follow-up, momentum, and close discipline
- Own quote strategy and follow-up cadence from quote sent to commitment to negotiation to close.
- Capture win/loss feedback and feed improvements into process and messaging.
- Maintain CRM stage hygiene including updates, next steps, close dates, and notes to support forecasting.
E. Lead a clean handoff at award
- Lead sales-to-operations handoff using the defined checklist and ensure required documentation is complete at award.
- Stay engaged post-award to ensure expectations align at key milestones and support defined escalation as needed.
F. Partner with Marketing on account-based growth
- Collaborate on account-based campaigns, sequences, messaging, and lead-quality improvements.
- Provide field feedback on objections, competitor activity, and content needs to improve campaign performance.
G. Guardrails (Not Responsible For) — protect hunter time.
- Day-to-day project management after award. PM owns execution.
- Schedule recovery, engineering coordination, or production expediting, except defined escalation support.
- Becoming the default customer service contact post-award. The role stays engaged only to ensure expectations align at key milestones.
Qualifications
Prefer 4-year college degree or equivalent experience.
Work Experience
5+ years in B2B business development/sales in manufacturing, fabrication, machining, assemblies, or industrial services; CM and/or BTP strongly preferred.
Work Skills
- Strong written and verbal communication with ability to build trust with decision makers.
- Technical aptitude to translate requirements into quote-ready scope packages.
- Data discipline with clean CRM records and forecasting habits.
- Ability to work independently and coordinate across Sales, Marketing, Engineering, and Operations.
- Consultative and value-based selling capability with strong follow-through and time management.
Worker Traits
Active, assertive, persistent, confident, enthusiastic, dependable, persuasive, independent, intuitive.
Chally Assessment Category
Consultative Solution Sales / New Business Development (as assigned)