Business Development Manager, Embedded & Industrial Products

Location: Melbourne, Florida (HQ)

Reports To: EVP of Sales and Marketing

Type: Full-time, exempt. Individual contributor, quota-carrying.

Travel: Approximately 30 to 50 percent, primarily domestic

About Contec Americas

Contec Americas is an engineering services company that designs, builds, and sustains complex electromechanical

assemblies for OEMs in regulated industries. We are a subsidiary of the Daifuku Group, headquartered in Melbourne, Florida, and ITAR-registered. Alongside our custom engineering business, Contec offers a catalog of industrial computing products, including embedded industrial motherboards, single board computers, box PCs, panel PCs, and industrial displays, backed by long lifecycle support and revision control that consumer-grade suppliers can't match.

Contec also owns a stake in TenAsys and its INtime real-time operating system, a direct competitor to QNX. That means we can offer OEMs something few board vendors can: the board and the deterministic RTOS from a single accountable supplier.

The Opportunity

We're hiring a hunter to grow our embedded industrial motherboard and catalog product line in North America. This is a new logo acquisition role, not account management. You'll identify industrial OEMs, machine builders, and device manufacturers who need long-life embedded compute, win the design-in, and carry the opportunity through to production revenue.

Design-win selling is a long game. The right candidate knows how to qualify hard early, build engineer-to-engineer trust, and manage a 6-to-18-month cycle from first contact to production purchase orders. The payoff is annuity revenue: once a Contec board is designed into a product, it typically ships for the life of that product.

What You'll Own

• New logo pipeline: Build and work a named target account list of industrial OEMs across automation, medical devices, instrumentation, transportation, and defense integrators. Inbound leads supplement this role; self-generated pipeline is the primary engine.
• Design-win motion: Run the full cycle from prospecting through technical qualification, evaluation units, design-in, and production ramp. Partner with our engineering team on technical validation.
• INtime RTOS attach: Identify where deterministic real-time performance matters and position the board-plus-INtime combination, including displacement plays against QNX-based solutions.
• Cross-functional execution: Work with our inside sales team on top-of-funnel coverage and with marketing on campaign follow-up. Meet speed-to-lead SLA standards on routed leads.
• Pipeline discipline: Maintain accurate pipeline, stages, and close dates in NetSuite CRM.
• Market intelligence: Track OnLogic, ADLINK, Advantech, Kontron, and similar competitors. Feed win/loss insight and customer requirements back to product management to sharpen the roadmap.
• Channel development: Evaluate distribution, manufacturer rep, and trade show opportunities that extend reach without diluting margin.

Scorecard

Performance is measured on an EOS-style scorecard reviewed weekly. Design wins are the primary Year 1 measure; shipped revenue builds as wins convert to production.

• Activity: First meetings with target account engineering or sourcing contacts: 8 to 10 per month.
• Pipeline: Genuinely qualified opportunities added: 4 to 6 per month. Qualified means an identified project, a timeline, and a technical requirement Contec fits.
• Wins: Design wins: 6 to 8 in Year 1, averaging approximately $300K in annual production run rate each. This is the highest-weighted measure.
• Revenue: Shipped revenue, Year 1: $250k+ from evaluation units, pilot runs, and fast-cycle deals.
• Exit run rate: Committed annuity run rate entering Year 2: $2.5M, supporting Year 2 shipped revenue of $2.5M or more.
• Coverage: Pipeline coverage of at least 3x target at all times.
• Responsiveness: Speed-to-lead SLA compliance on routed marketing leads.

What You Bring

Required:

• 5+ years selling embedded computing hardware: industrial motherboards, SBCs, embedded modules, industrial PCs, or closely adjacent products.
• Demonstrated design-win sales experience with OEMs. You can walk us through a deal you took from cold outreach to production shipments, and it holds up under questioning.
• Technical fluency: comfortable discussing x86 and ARM platforms, standard form factors, I/O requirements, thermal and lifecycle constraints, and revision control with hardware engineers.
• A hunter's track record. Your history shows new logos landed, not inherited accounts grown.
• CRM discipline and clean forecasting habits. NetSuite experience is a plus.

Preferred:

• Existing relationships with industrial automation, medical device, or instrumentation OEMs in North America.
• Familiarity with real-time operating systems (INtime, QNX, VxWorks) and where determinism drives buying decisions.
• Experience selling long-lifecycle products into regulated industries.
• Comfort working within a Japanese parent company culture.

Compensation

Base salary of $96,000 plus target commissions of $64,000; on-target earnings of $160,000. Structure is 60/40 base to variable, and commissions are uncapped above target. Benefits per Contec Americas standard plan.

Year 1 commissions are milestone-based, reflecting the length of embedded design cycles:

• 30 percent: qualified target-account pipeline
• 25 percent: paid evaluations and design registrations
• 25 percent: pilot or prototype programs
• 20 percent: booked revenue and production conversions

Beginning in Year 2, revenue and gross margin performance become the majority of the commission plan.

Contec Americas is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.