Senior Manager, Business Development

Senior Business Development Manager

Organization Summary

Lindsay Corporation (NYSE: LNN) is a leading global manufacturer and distributor of irrigation and infrastructure equipment and technology. Established in 1955, the company has been at the forefront of research and development of innovative solutions to meet the food, fuel, fiber and transportation needs of the world’s rapidly growing population. Lindsay’s irrigation segment includes solutions for agricultural irrigation systems, remote irrigation management and scheduling technology as well as irrigation consulting, design and industrial IoT solutions. Also a global leader in the transportation industry, Lindsay’s infrastructure segment manufactures equipment to improve road safety and keep traffic moving on the world’s roads, bridges and tunnels. As a global company, Lindsay is committed to growing a healthy culture worldwide in which diversity is supported and employees are empowered. Lindsay’s values (leadership, integrity, collaboration, accountability and respect for others) help drive us to accomplish our mission by working together – because we know we can go farther and faster as a team than we can as individuals.

Position Description

Lindsay Corporation is seeking a Senior Business Development Manager for its Infrastructure division. This pivotal role involves joining a highly collaborative, customer-focused team tasked with driving project sales for the RoadZipper™ product segment within the Infrastructure group. The RoadZipper solution has a long sales cycle and may include system sales, rentals and related services. This is an on-going market development role and requires expertise in understanding complex project sales with multiple stakeholders. The system allows users to increase roadway safety for motorists and workers while maintaining mobility and improving environmental sustainability.

Position Details

The SBDM will lead the development, nurturing and closing of business opportunities at the federal, state, municipal and associated industry stakeholder level for the territory or opportunities assigned. Understanding the long-lead sales cycle and the ability to continuously manage the various cycle phases of multiple projects simultaneously is critical to the SBDM's. This is a full-time, remote position and will require significant travel.

Responsibilities

• Lead sales efforts for the Road Zipper product, acting as an individual contributor while collaborating across teams to achieve performance goals.
• Analyze and understand industry dynamics, the competitive landscape and identify opportunities for growth
• Identify, develop, and close high-value opportunities, ensuring alignment with customer needs and financial targets.
• Cultivate strong relationships with key stakeholders at all organizational levels, consistently seeking opportunities to expand the business.
• Operate effectively in a matrix-based organization, working across One-Lindsay shared services and contributing to broader corporate initiatives.
• Represent the company at industry conferences and association meetings, promoting thought leadership and fostering industry connections.
• Define solutions, assess traffic engineering and commercial needs, develop, and execute plans including approved Go-to-Market strategies.
• Identify, develop, and close revenue-based opportunities with DOT’s, consulting engineering firms and DOT contractors.
• Successfully execute the go-to-market strategy and drive opportunities to close.
• Maintain highly interactive relationship and collaborate with all internal commercial team members (marketing, application engineering, field support services, sales leadership, peers and colleagues.
• Build and maintain strong relationships with key clients by understanding the client’s needs in detail, project by project, and providing value-based solutions.

Qualifications

• Bachelor’s degree in Business, Engineering, or Construction Management (Advanced degree preferred).
• 10+ years of relevant business development and sales complex project sales experience in closing value-based solution sales. Preferred experience within the transportation infrastructure segment, but not required.
• Candidates with understanding and experience with industry associations and agencies such as: USDOT/FHWA, State Government/DOTs, AASHTO, IRF, TRB, ITS America, toll-way authorities & concessionaires, is desired but not required.

• Proven knowledge of strategic sales and solution methodology. Ability to execute for wins.

• Proven experience building and managing strong partnerships to achieve sales targets.

• Demonstrate strong skills in data analysis and interpretations, and collaborate with leadership on findings.

• Proven relationship building skills, collaboration within a cross-functional team environment.
• Strong technical aptitude, ability to grasp concepts and solve complex problems.

• Exceptional verbal and written communication skills, with the ability to influence and engage diverse stakeholders.
• Proficient in PowerPoint, Excel, Word, and Salesforce/CRM systems.
• In-depth knowledge of state government bid processes, consultative and collaborative team selling, pricing strategies, and contract negotiations for large-scale projects.

Key Attributes for Success:

• High energy, self-motivated professional with a relentless need to win and succeed.
• Strong relationship-building skills, with a focus on long-term partnerships and customer satisfaction.
• Proactive, opportunity-driven mindset with a relentless focus on driving project sales.

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