Pana-Pacific:
Pana-Pacific’s dedicated sales and engineering experts have worked side-by-side with Commercial Vehicle (CV) manufacturers for over 50 years, to develop and implement quality products for vehicles that live up to the required standards. CV customers rely on Pana-Pacific’s expertise in the areas of mobile audio and entertainment, satellite radio, safety, navigation, camera and video systems, wireless communication, telematics, asset tracking, mobile appliances and more. Pana-Pacific has a systems-integration approach, which has positioned the company to offer world class products from global companies to the CV manufacturers as well as their dealers and other valued customers. With 17 original equipment (OE) manufacturers as customers, Pana-Pacific provides services to approximately 2,500 OE dealers, over 40 OE part distribution centers and thousands of CV fleet companies. At any given time, there are over 2,000 unique OEM part numbers in stock and available for shipment from Pana-Pacific’s warehouse facility in Fresno, California.
Primary Objective of Position:
The Business Development Manager is responsible for driving net-new business growth through the identification, development, and acquisition of OEM customers, new markets, and channel opportunities. This role is highly strategic and externally focused, requiring a strong “hunter” mindset to build pipeline, penetrate new industries, and convert opportunities into long-term revenue streams.
Essential Duties and Responsibilities:
The Business Development Manager plays a pivotal role in shaping and driving new market / customer efforts for the organization. Their efforts will lead to the identification, development, and growth of new markets and customer relationships. This role is responsible for expanding our OEM footprint by uncovering new opportunities, building strategic partnerships, and converting prospects into long-term customers.
Duties:
Key Responsibilities
New Market & Channel Development
- Identify, evaluate, and prioritize new industries, applications, and geographic markets aligned with company capabilities
- Develop and execute go-to-market strategies for targeted OEM segments
- Conduct market research, competitive analysis, and opportunity sizing
- Partner with engineering and supplier development teams to align solutions with emerging customer requirements
New Business Acquisition (Primary Focus)
- Build and actively manage a robust pipeline of qualified OEM opportunities
- Prospect and engage new customers through networking, industry events, referrals, and targeted outreach
- Understand customer supply chains, sourcing strategies, and technical needs to position differentiated solutions
- Lead the full sales cycle from initial contact through award and handoff
- Develop compelling value propositions, proposals, and commercial strategies
Strategic Account Development & Growth
- Establish and maintain relationships with key decision-makers (engineering, procurement, operations, executive leadership)
- Drive long-term revenue growth through new program wins, cross-selling, and multi-year agreements
- Support program launches to ensure alignment with customer expectations
- Partner with internal teams to resolve commercial issues, scope changes, and customer concerns
- Monitor customer satisfaction, program performance, and expansion opportunities
Partnership & Ecosystem Development
- Identify and develop strategic partnerships and channel relationships that expand market reach
- Evaluate and onboard new technology or manufacturing partners aligned with customer demand
- Negotiate commercial agreements that create mutual long-term value
Pipeline Management & Reporting
- Maintain accurate pipeline, forecasts, and activity tracking in CRM
- Report on KPIs including pipeline growth, conversion rates, and revenue growth
- Provide market intelligence and strategic insights to leadership
Qualifications
- Bachelor’s degree in Engineering, Business, or related field (Engineering strongly preferred)
- 5–10 years of experience in business development, OEM sales, or technical sales
- Proven track record of opening new accounts and entering new markets
- Experience managing long sales cycles and complex OEM programs
- Strong technical aptitude with ability to understand engineered products and applications
- Established network within OEM customers (automotive, heavy truck, industrial, electronics preferred)
- Excellent negotiation, communication, and relationship-building skills
- Willingness to travel as required
Core Competencies
- Hunter mindset / new business creation
- Strategic thinking and market development
- Consultative selling and value-based positioning
- Cross-functional collaboration
- Resilience and results orientation
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
- Ability to sit, stand, walk, and use hands/fingers for extended periods
- Occasional lifting up to 25 lbs
- Visual acuity required for detailed work
- Reasonable accommodations provided as required
Required
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Bachelors or better in Engineering or related field
Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights (https://www.eeoc.gov/poster) notice from the Department of Labor.
