Power Gen & Heavy Industrial - Business Development Manager

Job Description:

ITW Description:

Founded in 1912, Illinois Tool Works Inc. (NYSE: ITW) is a diversified Fortune 200 manufacturing company that delivers specialized expertise, innovative thinking and value-added products to meet critical customer needs in a variety of industries. Ranked among Fortune Magazine’s most admired companies, the company focuses on solid growth, improving profitability and strong returns across its worldwide platforms and divisions. These divisions serve customers and markets around the globe, with a significant presence in developed as well as emerging markets. ITW’s revenues totaled $15.9 billion in 2024.

Division Description

ITW Electrostatics, a division of Illinois Tool Works (NYSE: ITW), part of Test, Measurement and Electronics segment is industry leading manufacturer and designer of static control devices for equipment makers and end users. Electrostatics division revenues were ~$210MM in 2024 and it is headquartered in Hatfield, PA USA. Division has operations in USA, Europe, China, and Asia, including nine manufacturing plants and 500+ employees. Electrostatics division brands include: SimcoION, Eltex, Pillar Technologies, Teknek, Opto Diode, Vortec, Paxton, AEGIS).

Position Summary:

The Power Generation and Heavy Industrial Business Development Manager is responsible for driving strategic growth in power generation markets through the development of long-cycle, technically complex opportunities. This role focuses on building deep customer relationships, influencing early-stage specifications, and translating application requirements into differentiated commercial solutions. The position also plays a key role in defining how the business engages and grows within its end markets by leading market discovery and insight generation, building credibility and influence, and shaping where and how the company invests in industry presence. In addition to power generation, the position supports large rotating equipment applications in heavy industrial environments where the cost of failure is high and equipment performance and reliability directly impact downtime, maintenance costs, and lost revenue. Bachelor's degree and minimum of 7 years of experience in sales, business development, or channel management in a technical/industrial environment required.

As a Business Development Manager, you will get to work in a fast-paced and dynamic environment, leveraging your entrepreneurial spirit, problem solving skills, adaptability, and passion for business partnership to create great business opportunities. This is an exciting opportunity to be a key stakeholder and contributor to growing our Industrial business, while working with a high degree of autonomy.

Essential Duties and Responsibilities:

Commercial Strategy & Execution

• Develop and execute account strategies to grow revenue in power generation and critical heavy industrial markets
• Maintain an accurate pipeline and provide forecasts for strategic accounts and markets
• Negotiate commercial terms with direct customers, and support partnered negotiations as needed
• Support pricing strategy, complex quotations, and proposal development for large opportunities

Market and Customer Development

• Build and maintain strong relationships with key decision-makers (engineering, procurement, operations, industry influencers)
• Build industry expertise by attending tradeshows, expos, symposiums and network with industry associations and experts
• Identify and prioritize opportunities in high-potential power generation and industrial end-markets
• Lead the pursuit of long-cycle, complex sales opportunities from prospecting through contract award
• Partner with marketing and product management to develop targeted campaigns, messaging, and go-to-market strategies

Technical Sales & Solution Development

• Build deep application understanding and identify pain points through research and conducting customer interviews
• Conduct technical presentations, demonstrations, and trials to validate solutions
• Provide input for product development priorities based on market and customer feedback
• Serve as the technical expert for the product portfolio, able to present solutions and answer detailed application questions
• Translate customer technical requirements into viable solutions, working closely with internal engineering and operations teams

Qualifications/Experience:

• 7+ years of experience in technical business development, solution sales, or account management with long-cycle sales.
• Bachelor’s degree in Engineering, Technical Business, or related field (advanced degree a plus).
• Ability to work cross-functionally with internal stakeholders (engineering, marketing, operations, finance).
• Excellent strategic selling, communication, presentation, relationship-building, and negotiation skills
• Demonstrated success developing new markets/customers and closing complex deals
• Strong technical aptitude with the ability to engage credibly with engineers and technical stakeholders and clearly explain complex technical concepts
• Ability to travel (30-50%) to engage customers and markets.
• Experience selling into industrial, manufacturing, or technology-driven markets
• Strong interpersonal skills with the ability to build trust and rapport with partners and colleagues
• Self-starter with a solutions-oriented mindset and a collaborative approach
• Electromechanical experience and understanding preferred
• Proficiency in Microsoft Excel and PowerPoint

Benefits:

Take this opportunity to join a successful and enthusiastic global team where you can make a significant impact immediately. You will enjoy a competitive salary and generous benefits package that includes health, dental, life, LTD insurance, 401K (with company match), employee assistance, wellness and 100% tuition reimbursement programs. ITW is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, disability, or protected veteran status.

ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.