Business Development Director: Manufacturing

About Sand

Sand Technologies is a fast-growing enterprise AI company that solves real-world problems for large blue-chip companies and governments worldwide.

We’re pioneers of meaningful AI: our solutions go far beyond chatbots. We are using data and AI to solve the world’s biggest issues in telecommunications, sustainable water management, energy, healthcare, climate change, smart cities, and other areas that have a real impact on the world. For example, our AI systems help to manage the water supply for the entire city of London. We created the AI algorithms that enabled the 7th largest telecommunications company in the world to plan its network in 300 cities in record time. And we built a digital healthcare system that enables 30m people in a country to get world-class healthcare despite a shortage of doctors.

We’ve grown our revenues by over 500% in the last 12 months while winning prestigious scientific and industry awards for our cutting-edge technology. We’re underpinned by over 300 engineers and scientists working across Africa, Europe, the UK and the US.

About the role

We deliver strategic consulting and AI-driven solutions that generate tangible business value for our clients. As a fast-growing organization, we are seeking a dynamic and results-oriented Business Development Director to lead the expansion of our Manufacturing business in the US.

Our initial focus will be on process and batch industries, including chemicals, pulp & paper, food & beverage, and pharmaceuticals. While these sectors will be our primary targets, we will also pursue strategic opportunities in discrete manufacturing as they arise.

As the Business Development Director, you will lead efforts to drive growth in the US market, leveraging your established industry network to foster new relationships and strengthen existing ones. As an advocate for AI and technology, you will identify opportunities, build a robust sales pipeline, and achieve ambitious business targets. Acting as a trusted partner to clients, you will help identify and address complex challenges with innovative solutions.

You will work closely with the Managing Director (MD) of the Manufacturing Sector and report directly to them. Together, you will collaborate to shape and refine the Manufacturing offerings, positioning the organization as a key player in the industry.

Specific Responsibilities

• Develop and implement sales strategies to achieve business targets.
• Identify new business opportunities and build strong relationships with prospective clients, including tier 1 and 2, as well as smaller Manufacturing companies.
• Meet or surpass sales goals and objectives.
• Stay up-to-date with industry trends, competitive landscape, and technological advancements in the Manufacturing sector, ensuring that our solutions remain competitive and relevant.
• Work collaboratively with other departments in the company to deliver high-quality solutions to our customers.
• Attend industry events and conferences to represent the company and build relationships with prospective clients.
• Provide regular feedback to the management team on market developments, opportunities, and threats.
• Work to bring additional talent into Sand and build a larger go-to-market team over time.
• Keep track of customer feedback and work closely with the customer service team to ensure customer satisfaction.

Requirements - Essential

• Consultative selling: Ability to understand client problems and then be able to work together with them to discover the applications required to deliver business value.
• A minimum of 5 years of sales experience, preferably within the manufacturing sector, and a total of 10+ years in consulting sales, with a proven track record of selling to tier-1 and tier-2 manufacturing companies.
• Demonstrated success in meeting or surpassing sales goals and objectives
• Confident, articulate, but humble and willing to learn
• Strong communication and presentation skills
• Proven ability to build and maintain strong relationships with customers and stakeholders
• Existing network in the US Manufacturing industry
• A passion for digital strategy/transformation, technology and AI
• Strong analytical and data-driven approach to sales
• Ability to travel regularly to meet customers and attend industry events
• Bachelor's degree in business, manufacturing engineering, or a related field

Requirements - Preferable

• Experience with negotiating MSAs and contracts
• Prior experience with professional services or technology consulting firms
• Experience in selling data modernization and AI engagements
• Experience working in manufacturing plants
• Experience as a system integrator

Personal Attributes

• Courage: Willingness to speak up, challenge the status quo, and embrace new challenges.
• Humility: Openness to learning, seeking help when needed, and a focus on serving others.
• Adventure: A passion for setting ambitious goals, tackling difficult tasks, and finding joy in the journey.
• Initiative: Proactive problem-solving, a sense of ownership, and a willingness to go above and beyond.
• Resilience: The ability to bounce back from setbacks, persevere through challenges, and emerge stronger.

Due to the considerable amount of virtual work and interaction with colleagues and customers in different physical locations internationally, it is essential that the successful applicant has the drive and ethic to succeed in working in small teams physically but in larger efforts virtually. Self-drive to communicate constantly using web collaboration and video conferencing is essential.