North America Sales and Business Development Manager

1. Market Analysis & Opportunity Development
2. Conduct structured market analysis to identify growth opportunities across:
• Geographic expansion
• End markets and industries
• Application-based opportunities
3. Evaluate competitive landscape, customer needs, and emerging trends
4. Translate insights into actionable growth strategies and prioritized targets
5. Opportunity Identification, Qualification & Routing
6. Identify and qualify new business opportunities aligned with strategic growth areas
7. 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
8. Maintain clear ownership until formal handoff to Sales
9. Customer Engagement & Pipeline Creation (Primary Focus)
10. Proactively identify and engage target customers and end users
11. Develop early-stage relationships and uncover application requirements
12. Position Roper as a solutions provider through consultative engagement
13. Build and maintain a strong, continuously replenished opportunity funnel
14. Transition qualified opportunities and accounts to the Sales team for ongoing management
15. Maintain focus on new opportunity creation rather than long-term account ownership
16. Sales Leadership (North America)
17. Lead and manage Regional Sales Managers across North America
18. Provide coaching, mentorship, and strategic direction
19. Ensure alignment with commercial objectives and growth priorities
20. Support expansion of direct and distributor sales through leadership and guidance
    (Note: Distributor identification and onboarding remains the responsibility of Regional Sales Managers)
21. CRM Discipline & Sales Process Execution
22. Ensure consistent and accurate use of Pipedrive CRM across the sales organization
23. Drive accountability for timely updates, pipeline visibility, and forecasting accuracy
24. Reinforce standardized sales processes and data integrity
25. Trade Shows & Market Presence
26. Identify and prioritize key industry trade shows and events
27. Recommend participation strategy (attend vs. exhibit)
28. Represent the company to generate leads and expand market visibility

• 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

• 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

• 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

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

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