Business Development Manager-Custom Automation

About Us

Machine Solutions is the premier provider of advanced equipment and services for the medical device, biopharmaceutical, and blood- and plasma-collection industries. We support our customers’ needs and growth by delivering quality and value through a wide breadth of products. Machine Solutions provides proprietary mechanical solutions to a variety of complex process, testing and device design challenges. Our equipment has become the industry standard for stent crimping, balloon catheter pleating and folding, catheter braiding and medical device manufacturing applications. As a pioneer in radio frequency technology, the company has continued to develop advancing technology for thermal forming, molding and welding plastic for medical manufacturing, biopharmaceutical, and blood- and plasma-processing applications. Our experienced team of engineers has been instrumental in automating manual processes that enable our customers to increase production volumes and profit margins, and we believe in providing a superior customer experience by designating resources to a dedicated aftermarket team that is always ready to provide technical service and process support. Machine Solutions is privately owned by BW Forsyth Partners, a Barry-Wehmiller company.

BW Forsyth Partners is the investment arm of multibillion-dollar global manufacturing and engineering consulting firm Barry-Wehmiller. Established in 2009, BW Forsyth Partners blends Barry-Wehmiller’s unparalleled legacy of value creation and people-centric culture development with keen investing experience to help companies realize their true potential. With a focus limited to areas known well, BW Forsyth Partners seeks to partner with leadership teams to acquire small- to middle-market companies in the capital and component equipment, and professional services sectors. In each of our operating companies, BW Forsyth Partners deploys operational improvements and strategy development without compromising the autonomy, strategic vision and entrepreneurial spirit of their leadership teams.

Job Description

Machine Solutions Inc.  |  Business Development Manager, Intec Automation Americas

COMPANY SUMMARY

Intec Automation, Inc. is an established (25+ years of business), custom automation company based in Rochester, NH that specializes in the design and build of custom automation equipment.  To support our continued growth, we are looking for an energetic leade to serve as Business Development Manager (Custom Automation).

Our Parent Company

Machine Solutions, Inc. (MSI) is a pioneer and leading supplier of medical product process and testing equipment. MSI has been instrumental in automating several manual processes within stent and catheter manufacturing. Machine Solutions includes two internationally recognized brands: MSI and Vante. Our combined product catalog allows us to be a single source supplier for 10+ manufacturing and testing processes. We offer an excellent opportunity for highly motivated individuals in a fast-paced, biotech organization.

JOB DESCRIPTION

Business Development Manager, Intec Automation Americas

Territory Ownership, Disciplined Prospecting, and Predictable Personal Bookings

Reports to

Sales Director, Intec Automation Americas

Job profile

Business Development Manager

Location

Field-based / remote within the Americas

Function

Commercial – Intec Automation Sales

Travel

Domestic travel up to approximately 50% or more, dependent on territory

Team

Individual contributor; partners with Applications Engineering, Sales Operations, and channel partners

Position Summary

The Business Development Manager, Intec Automation Americas is a territory-owning seller responsible for generating and closing qualified custom-automation opportunities in an assigned geography, in support of the Intec Automation Americas fiscal-year operating plan. The role carries personal bookings accountability and is expected to grow a durable, expanding pipeline through disciplined, protected prospecting and strong selling execution, whether that growth comes from new accounts or existing relationships.

Reporting to the Sales Director, Intec Automation Americas, the Business Development Manager operates as a hunter and account owner: qualifying new opportunities, quarterbacking the win plan, and working alongside the Applications Engineering team through concept development, costing, and proposal development. The role centers on two things: prospecting for new opportunities, and managing and winning the opportunities already in front of us.

The Business Development Manager is accountable for two connected outcomes: generating personal bookings against the assigned territory today, and building the qualified pipeline, account plans, and CRM discipline that make future bookings more predictable. Selling activity should build durable, growing account relationships across the territory.

Primary Responsibilities

Territory Ownership and Personal Bookings

• Own monthly, quarterly, and annual personal bookings performance against the assigned bookings target within the Intec Automation Americas operating plan.

• Plan, manage, and implement the sales process from prospecting through close, including disciplined post-sale follow-up.

• Grow a defined territory, aligned with the Americas account-mapping and territory structure, while continuing to support and grow the accounts already assigned to you, including those that may fall outside that territory.

• Balance new account development with account-expansion work on existing relationships, growing both in parallel.

Protected Prospecting and Pipeline Creation

• Build and grow a qualified pipeline sufficient to support quarterly and annual personal bookings commitments, combining proactive outbound prospecting into net-new accounts with continued growth from existing relationships and territory.

• Maintain a defined outreach cadence with clear persistence criteria for how many touches an opportunity receives before it is reprioritized.

• Use the Ideal Customer Profile, account-mapping, and prospecting tools established under the Commercial Operating System to identify and qualify net-new targets.

• Identify new sales opportunities within existing accounts and report market and competitive intelligence back to the Sales Director and broader commercial team.

Applications Engineering Partnership

• Qualify opportunities and work alongside the assigned Applications Engineer to ensure the win strategy carries through concept generation, solution generation, and proposal development.

• Quarterback the opportunity throughout the quoting cycle, keeping the Applications Engineer aligned to customer pain points, requirements, and competitive position.

• Stay engaged with the opportunity through revisions, negotiation, and close, maintaining clear ownership from qualification to signed order.

• Understand the customer's technical requirements well enough to shape a clear, qualified opportunity alongside Applications Engineering.

Commercial Operating System Adoption

• Maintain accurate, current Salesforce opportunity data, including stage, value, close date, contacts, source, next action, and forecast classification.

• Use Blue Sheet planning to structure and lead strategic or competitive opportunities.

• Participate in coaching-centered deal and pipeline reviews with the Sales Director, bringing specific, dated customer next actions rather than status updates alone.

• Apply funnel-stage discipline consistently, including timely movement of stalled opportunities and defined follow-up.

Forecasting and Account Planning

• Create a quarterly sales forecast for the assigned territory and maintain an ongoing revenue-growth plan.

• Own forecast honesty - surface timing and execution risk early, validating any committed opportunity against real customer evidence.

• Maintain account plans for named strategic or expansion ac