Business Development Manager - Indianapolis

About this role

 

FLANDERS is a world leader in renewing machines for heavy industry, specializing in the largest and most intricate applications. Our expertise encompasses distributing, servicing, repairing, designing, and manufacturing electric rotating machines. Additionally, we take pride in offering cutting-edge AI-powered condition-based monitoring, customized controls, seamless systems integration, and advanced automation solutions.

The Business Development Manager is a quota-carrying sales role responsible for owning, retaining, and expanding revenue within an assigned set of strategic accounts or territory. This role independently manages customer relationships, creates new opportunities, and executes commercial activity with a high degree of autonomy and accountability.

 

The Business Development Manager is fully accountable for both protecting existing business and increasing wallet share through deeper penetration of customer operations, expanded scope, and long-term agreements.

This role is best suited for a self-directed, entrepreneurial seller who builds their own plan, manages their own time, and consistently finds ways to hit their number.

 

Here's What You'll Do:

Account Ownership & Customer Strategy

• Own customer relationships and commercial performance, including retention and growth, within assigned accounts
• Develop and execute a personal account strategy aligned to customer needs, operational priorities, and business goals
• Build deep operational understanding of customer environments to identify expansion opportunities and protect incumbent position
• Establish and maintain multi-threaded relationships across key stakeholders to strengthen long-term partnerships

Opportunity Creation & Pipeline Ownership

• Expand share of wallet within existing accounts by uncovering unmet needs and adjacent opportunities
• Maintain a disciplined, forward-looking pipeline that supports consistent quota attainment
• Operate with a “hit the number even if…” mindset—when opportunities stall or are lost, actively replace them

Deal Execution & Commercial Leadership

• Lead opportunity execution from discovery through close for assigned deals
• Drive customer discussions, scope definition, and value positioning tied to operational and financial impact
• Own pricing discussions and negotiations within established guidelines, escalating as appropriate

Internal Coordination

• Independently navigate internal teams (engineering, operations, service, commercial) to advance opportunities
• Ensure internal alignment, follow-through, and execution readiness
• Maintain clear communication and accountability across stakeholders

Sales Discipline & Forecasting

• Maintain accurate pipeline, forecasting, and CRM data
• Manage time, priorities, and customer activity to maximize revenue impact
• Demonstrate strong planning discipline across both short-term wins and long-term account growth 

Here's What You'll Need:

Experience

•  3-5 years experience selling into heavy industry, mining, or industrial operations preferred
• Exposure to selling:
  • Service and repair work
  • Long-term service agreements
  • Capital or project-based work
• Proven ability to manage a pipeline and own a quota

Skills

• Strong discovery, questioning, and customer-engagement skills
• Ability to translate customer challenges into commercial opportunities
• Solid negotiation and closing capabilities
• Strong organizational, planning, and forecasting discipline