Integrator Business Development

Integrator Business Development Job Title: Integrator Business Development Department: Sales Reports To: Sales Manager FLSA Classification: Exempt Employment Type: Full-Time, At-Will Location: Downers Grove, IL (hybrid with travel up to 40%) Salary Range: $70,000 – $95,000 base + commission; OTE $100,000 – $135,000, uncapped (commensurate with experience) Who We Are Every product has a journey before it reaches your hands—and on the manufacturing floor, every handoff matters. Conveyor systems keep materials moving from one stage to the next, helping people, equipment, and processes operate as one coordinated team. IKI designs the systems that make those handoffs seamless, turning thousands of moving parts into a winning operation. For more than 50 years, we've helped manufacturers keep that momentum going. From a single conveyor to fully integrated material handling systems, we solve complex production challenges by creating smarter, more efficient ways to move products, connect operations, and keep businesses running at their best. The Integrator Business Development Professional That same approach shapes how we grow our integrator market. You will take ownership of building relationships, navigating complex opportunities, and keeping momentum from first conversation through project award. By connecting customer needs with the right internal teams, you turn opportunities into lasting partnerships and sustainable growth. The ideal Integrator Business Development professional acts as the lead blocker for every deal—clearing the path, opening doors, and paving the way so our solution design teams can create the play that seals the deal. You don't engineer the solution yourself; instead, you lead with curiosity, build genuine relationships with integrator partners, manage a complex pipeline, and connect customer needs with IKI's technical teams. From first contact through project award, you take ownership, create alignment, and keep every opportunity moving toward its full potential. Responsibilities Own the integrator market segment — from first appointment to project award. Build relationships at all levels within integrator organizations. Prospect independently by making 30 calls per week within the integrator channel to build a pipeline. Engage leads from our outbound marketing function and develop them into real opportunities. Manage 55+ active opportunities at varying stages, keeping Salesforce accurate and current. Develop & implement customized communication standards across book of clients to stay top of mind; ideally leveraging automation and AI to assist in these efforts. Coordinate with our Solution Development team to develop competitive proposals. Provide weekly pipeline updates and monthly/quarterly forecasts to the Sales Manager. Other related duties as assigned by the Sales Manager Required Qualifications 3+ years of outside consultative B2B sales success — capital goods, industrial automation, conveyors, or related equipment preferred. A documented track record of opening new accounts and closing complex deals that require consistent and professional follow up systems. Experience managing 6–18+ month B2B sales cycles. Strong CRM discipline — Salesforce experience is a plus. Excellent communicator; able to build trust with engineers, owners, PMs, and procurement alike. Entrepreneurial mindset — self-directed, persistent, and genuinely motivated to win. Ability to travel up to 40% of the time. Education: High school or equivalent Preferred: Knowledge of industrial automation or material handling industry, an established integrator network, outbound marketing or SDR experience, formal sales methodology training, or a college degree in Business, Engineering, or a related field (or equivalent work experience). What IKI Offers: Salary of $70,000 – $95,000 base + commission; OTE $100,000 – $135,000, uncapped (commensurate with experience) Comprehensive b…

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