North America Sales and Business Development Manager

Job Description

Job Description

Key Responsibilities:

1. Market Analysis & Opportunity Development

• Conduct structured market analysis to identify growth opportunities across:
• Geographic expansion
• End markets and industries
• Application-based opportunities
• Evaluate competitive landscape, customer needs, and emerging trends
• Translate insights into actionable growth strategies and prioritized targets

1. Opportunity Identification, Qualification & Routing

• Identify and qualify new business opportunities aligned with strategic growth areas
• Direct opportunities through the appropriate path:
• Existing Product Fit: Transition to Sales team for execution
• Minor Product Modifications: Coordinate with Product Management and Innovation; transition to Sales upon readiness
• New Product Opportunities: Route to Innovation/Engineering for evaluation and potential development
• Maintain clear ownership until formal handoff to Sales

1. Customer Engagement & Pipeline Creation (Primary Focus)

• Proactively identify and engage target customers and end users
• Develop early-stage relationships and uncover application requirements
• Position Roper as a solutions provider through consultative engagement
• Build and maintain a strong, continuously replenished opportunity funnel
• Transition qualified opportunities and accounts to the Sales team for ongoing management
• Maintain focus on new opportunity creation rather than long-term account ownership

1. Sales Leadership (North America)

• Lead and manage Regional Sales Managers across North America
• Provide coaching, mentorship, and strategic direction
• Ensure alignment with commercial objectives and growth priorities
• Support expansion of direct and distributor sales through leadership and guidance
  (Note: Distributor identification and onboarding remains the responsibility of Regional Sales Managers)

1. CRM Discipline & Sales Process Execution

• Ensure consistent and accurate use of Pipedrive CRM across the sales organization
• Drive accountability for timely updates, pipeline visibility, and forecasting accuracy
• Reinforce standardized sales processes and data integrity

1. Trade Shows & Market Presence

• Identify and prioritize key industry trade shows and events
• Recommend participation strategy (attend vs. exhibit)
• Represent the company to generate leads and expand market visibility

Key Performance Indicators (KPIs):

• Volume and quality of new opportunities added to the pipeline
• Pipeline conversion rates and contribution to revenue growth
• Expansion into new markets, applications, and geographies
• Sales team CRM compliance and pipeline accuracy
• Effectiveness of opportunity handoff to Sales

Qualifications & Experience:

• Bachelor’s degree in Business, Engineering, or related field (MBA preferred)
• 7–10+ years of experience in industrial sales, business development, or product management
• Experience in pumps, fluid handling, or related industrial equipment strongly preferred
• Proven track record of developing new markets and driving growth
• Demonstrated leadership experience managing sales teams

Core Competencies:

• Strong “hunter” mindset with a focus on opportunity creation
• Strategic and analytical thinking
• Technical aptitude and application understanding
• Effective cross-functional collaboration (Sales, Engineering, Product Management)
• Leadership, coaching, and team development
• Results-oriented with high accountability