Business Development Manager - Thermal Imaging
Market: Power Generation, Industrial Reliability, Service Providers
Territory: United States
Reports to: Thermal Imaging Business Unit Manager
Position Overview
The Business Development Manager is a customer‑focused sales professional with experience selling technical instrumentation into industrial and power‑generation environments. This role requires a proven track record of generating direct sales, managing channel partners (VARs), and supporting customers in predictive maintenance and reliability applications.
Experience with thermal imaging is preferred, but candidates with backgrounds in vibration analysis, motor circuit analysis, ultrasound, or related condition‑monitoring technologies are strongly encouraged to apply.
The ideal candidate thrives in an entrepreneurial environment, demonstrates strong technical aptitude, and is highly self‑motivated. Training at Testo’s headquarters in Germany may be required.
Responsibilities:
Sales & Business Development
- Generate direct sales by identifying, qualifying, and closing opportunities with power generation, industrial plants, facility maintenance, and reliability service providers.
- Manage and grow value‑added reseller (VAR) channels through consistent engagement, training, and joint sales activity.
- Conduct onsite and virtual product demonstrations, presentations, and evaluations for customers and partners.
- Attend and support industry events, trade shows, and customer training sessions.
- Develop and execute territory and market expansion strategies to drive sustained growth.
Customer & Market Engagement
- Provide technical guidance to customers regarding product selection, applications, and best practices.
- Maintain strong communication and follow‑up with customers throughout the sales cycle.
- Support marketing by contributing application insights, product feedback, and content ideas.
- Analyze industry trends and competitive activity to identify new opportunities.
Operational Responsibilities
- Support short‑term and annual business planning, including forecasting and pipeline management.
- Maintain accurate opportunity data within CRM and adhere to company reporting standards.
- Collaborate with cross‑functional teams including marketing, product management, and service.
- Uphold company policies, procedures, and professionalism at all times.
- Perform additional responsibilities as assigned to meet organizational objectives.
Qualifications
- Bachelor’s degree in business, engineering, or a technical field; equivalent experience considered.
- 5+ years of sales experience in industrial instrumentation, condition monitoring, or reliability technologies (e.g., thermal imaging, vibration, MCA, ultrasound).
- Strong technical aptitude with ability to explain complex solutions to engineers and reliability professionals.
- Demonstrated success generating direct sales and managing channel partners.
- Proficiency with Windows, Office 365, CRM.
- Excellent written, verbal, presentation, and negotiation skills.
- Ability to travel 50%+ domestically, with occasional international travel.
- Valid driver’s license with clean driving record and a valid passport
Compensation
- Base Salary + Commission + Management by Objectives (MBO) Plan
