Business Development Consultant - MES, IIoT & Digitalization

Role & responsibilities

Account Management and Customer Engagement

• Manage and develop relationships with assigned manufacturing customers.
• Act as a regular point of contact for customer stakeholders.
• Understand customer plants, business priorities, ongoing projects and future investment plans.
• Identify opportunities for additional automation, MES, IIoT, SCADA, historian and digitalization solutions within existing accounts.
• Conduct regular customer visits and follow up on ongoing opportunities.
• Build relationships with plant, engineering, operations, maintenance, IT, OT, procurement and management stakeholders.
• Monitor customer satisfaction and coordinate internally to address concerns.

Opportunity Development

• Understand customer requirements, operational challenges and business objectives.

• Work with pre-sales and technical teams to develop appropriate solution concepts.

• Coordinate customer meetings, technical workshops, plant visits, demonstrations and proofs of concept.

• Explain BASE Automations capabilities in clear business terms.

• Identify customer requirements related to areas such as:

• Industrial automation

• MES and production management

• OEE and downtime monitoring

• Traceability and genealogy

• Quality and recipe management

• SCADA and historian solutions

• IIoT and industrial data collection

• Energy and utility monitoring

• ERP, PLC and third-party system integration

• Maintain regular follow-up until the opportunity is converted or formally closed.

Proposal and Commercial Coordination

• Coordinate with pre-sales, proposal and estimation teams to prepare quotations and proposals.
• Collect the customer information required for solution design and estimation.
• Support the preparation of scope, pricing, commercial terms and proposal submissions.
• Present proposals and commercial offers to customers with support from senior team members where required.
• Coordinate technical and commercial clarifications.
• Follow up with customers, procurement and other stakeholders to support order closure.
• Ensure that commitments made during discussions are accurately communicated to internal teams.
• Support contract, purchase order and payment follow-up activities.

Existing-Account Growth

• Prepare account-development plans for assigned customers.
• Map customer plants, departments, decision-makers and existing systems.
• Identify cross-selling and repeat-business opportunities.
• Track upcoming projects, expansion plans, modernization initiatives and digitalization programmes.
• Maintain regular engagement even when there is no immediate enquiry.
• Work toward developing BASE Automation as a long-term technology partner for assigned accounts.
• Support renewals, upgrades, annual support opportunities and expansion projects where applicable.

New-Business Support

• Follow up on qualified leads provided by inside sales and marketing teams.
• Conduct initial customer discussions to understand interest and opportunity potential.
• Support the qualification of new opportunities based on need, budget, timeline and decision-making process.
• Participate in industry events, exhibitions, seminars and networking activities.
• Develop new customer relationships when opportunities arise, while maintaining primary focus on existing accounts.

Marketing and Lead-Generation Support

• Work with the marketing and inside-sales teams to identify target industries, companies and customer profiles.
• Provide customer and market inputs for campaigns, webinars, events and promotional content.
• Support the development of customer case studies, success stories and industry-specific messaging.
• Share information on market trends, competitor activity and recurring customer requirements.
• Participate in campaigns and events intended to create qualified opportunities.
• Provide timely feedback on the quality and relevance of leads generated.

CRM and Sales Process Management

• Maintain accurate customer, contact and opportunity information in the CRM.
• Record meetings, follow-up actions, opportunity stages, estimated values and expected closure dates.
• Maintain an updated pipeline for assigned accounts and opportunities.
• Prepare periodic forecasts, account updates and activity reports.
• Track proposals, purchase orders, payment milestones and pending customer actions.
• Coordinate with pre-sales, projects, finance and other internal teams to maintain opportunity progress.
• Follow the companys business-development and approval processes.

Internal Collaboration

• Work closely with the Sales Manager, inside sales, marketing, pre-sales, proposal, application and delivery teams.
• Provide clear customer information and requirements to technical teams.
• Coordinate internal preparation before customer meetings and presentations.
• Support a structured handover of confirmed orders to project and delivery teams.
• Remain connected with delivery teams to understand customer feedback and identify follow-on opportunities.
• Escalate commercial, technical or customer-related risks to the Sales Manager.

Preferred candidate profile

• 2–5 years of experience in business development, account management or customer-facing roles involving industrial automation or manufacturing technology.
• Experience selling to manufacturing companies.
• Exposure to products or services such as PLC, SCADA, drives, instrumentation, control systems, industrial software or automation projects.
• Experience managing customer enquiries, preparing proposals and following opportunities through the sales cycle.
• Experience visiting manufacturing plants and interacting with technical and commercial stakeholders.
• Experience using CRM tools and maintaining opportunity pipelines is preferred.
• Willingness to travel extensively based on customer and business requirements.