Gray, Inc.

Manager, Business Development, Integrated Projects

Job ID 2023-2628
# of Openings
Job Locations
Posted Date
3 days ago(9/21/2023 9:47 AM)
Job Family
BDSALE-Business Development/Sales


AD Process Equipment is seeking an experienced Business Development Manager, Integrated Projects, for the Minnesota or greater Chicago area. 


This person will be responsible for pursuing “integrated” projects for engineering and manufacturing of process equipment and process skids; and building customer relationships that bring these comprehensive opportunities into our pipeline.  Efforts will involve working closely with management and engineering teams at ADI & ADPE, as well as other Gray companies.  It is necessary for the person to have a solid understanding of turnkey or design-build equipment packages, and the importance of engineering and estimating processes for such projects.   


The BDM for integrated projects should be comfortable in a highly competitive landscape where creative solutions and a win strategy are necessary and be able to exhibit experience and success in such environments.  The role will include cross-selling and up-selling efforts involving other Gray companies, especially InLine and Gray Solutions.  Working as part of a cross-functional team is critical to the role, such that proven experience doing so is a key factor.   



  • Experience selling to C Suite ($5M-$15M range) in Food and Beverage and Pharma markets for an engineering or manufacturing company.   

  • Demonstrated success in achieving sales targets/goals. 

  • Assesses potential new markets, evaluates business opportunities, and develops strategies for targeting potential customers. Establishes and enforces standards governing lead generation, prospect contact and follow-up, and opportunity qualification.  

  • Assesses customer needs and positions the organization's products or services as potential solutions. Tracks business development activities and reports on results to management.  

  • Comprehensive knowledge of the field's concepts and principles. Performs complex tasks typically following established processes. Leads and directs the work of other employees and has full authority for personnel decisions. Primarily focused on administering established policies and procedures but may have some impact on departmental budgeting, strategic planning, and procedural change.  

  • Leader at pursuing Integrated Projects for the company, overseeing qualification, and vetting of these opportunities. Also leading cross-functional teams in quoting and securing large projects.  

  • Administers long-term strategic plans for the growth of Integrated Projects. 

  • Assists in the development of strategies for identifying and responding to business development opportunities, which may include internal expansion into new markets or external expansion via partnerships, mergers, acquisitions, or joint ventures. Develops and maintains positive relationships with partners and ensures ongoing satisfaction of the partner organization. 

  • Gathers and analyzes data evaluating new business opportunities or assessing potential markets, to assist executive teams in decision making and planning. Prepares proposals, reports, or presentations demonstrating the potential value of new business opportunities.  

  • Travel 50% minimum. Primarily in North America.   

  • Other duties as assigned. 


  • 4-year degree required. Further education in business or management preferred. 

  • Engineering or Technical background preferred. 

  • At least 10 years of experience. 

  • Experience using CRM to track sales activities and opportunities. 

  • Ability to foster teamwork. 

  • Management skills 

  • Oral and written communication skills 

  • Ability to build collaborative relationships. 

  • Customer service skills 

  • Interpersonal skills 

  • Analytical thinking skills 


The Company fosters a manufacturing-type environment. This position will primarily involve operating a computer at a desk in an office environment.    

  • Lift/Carry- 

  • 0-10 lbs.- Occasionally 

  • 11-50 lbs.- Never 

  • 51-100 lbs.- Never 

  • Push/Pull- 

  • 0-25 lbs.- Occasionally 

  • 26-75 lbs.- Never 

  • 76-100 lbs.- Never 

  • Bend- 0-33% during an 8-hour shift 

  • Twist/Turn- 0-33% during an 8-hour shift 

  • Kneel/Squat- Not at all 

  • Sit- 67-100% during an 8-hour shift. 

  • Stand/Walk- 0-33% during an 8-hour shift 

  • Overhead Reaching- 0-33% during an 8-hour shift 

  • Ladder/Stair- 0-33% during an 8-hour shift 


The Company is proud to be an Equal Opportunity Employer and welcomes everyone to apply. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, or protected veteran status and will not be discriminated against on the basis of disability. 


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