Mary Kate Johnston
Dallas
Summary
Dynamic business development leader with a proven track record at Sandvik Additive Manufacturing, excelling in strategic partnerships and market analysis. Expert in client relationship management and cross-functional leadership, driving significant sales growth and fostering industry networks. Adept at tactical sales planning, delivering impactful results in competitive markets.
Overview
18
18
years of professional experience
Work History
Head of Business Development
Sandvik Additive Manufacturing
05.2026 - Current
- Developed strategic partnerships to enhance market presence and drive growth.
- Led cross-functional teams to align business strategies with organizational goals.
- Conducted market analysis to identify emerging trends and opportunities.
- Managed client relationships to ensure satisfaction and foster loyalty.
- Delivered presentations to stakeholders on business development initiatives.
- Facilitated training sessions for staff on effective sales techniques and strategies.
- Created presentations and proposals for potential clients outlining the value of services offered.
- Facilitated cross-functional communication between departments while ensuring alignment towards common goals.
- Researched current market conditions, competitor activity, legal issues and regulatory changes that may impact the industry or organization.
Sr. Business Development Manager
Sandvik Additive Manufacturing
01.2020 - 04.2026
- Lead remote technical business development team to drive significant sales results with new and existing customers in both AM and MIM markets
- Development and implement strategic sales plan with an application specific focus
- Manage and drive metal powder sales with all major metal printer OEMS through focused development projects with OEMs and end use customers.
- Create and continue to cultivate a trusted network of technical professionals in the additive manufacturing industry
- Plan and lead all technical conferences in the Americas from marketing to presentations.
- Collaborate and support sales team to capture larger market share in existing markets
- Motivate and coach sales team in an uncertain market situations
- Collaborate with business development team to create realistic forecast to motivate and drive sales results
- Provide US acquisitions opportunities to management team to support US growth
Business Development Manager Americas
Sandvik Osprey Ltd.
01.2015 - 12.2020
- Consistently increased Americas sales revenue with double digit growth through customer acquisition and increased market share
- Developed and managed global projects with key customers to drive long-term powder sales through collaboration with internal and external stakeholders
- Developed a new sales position in the Americas to support business growth
- Managed and trained new employee to drive sales growth for Metal Injection Molding and EIGA powders
- Collaborated additive manufacturing activities in the Americas with Sandvik Osprey and Sandvik AM to provide a coordinated customer approach while maintaining transparency within the Sandvik organization
- Established professional network within fine metal powder industry by engaging with industry leaders at events, enhancing business opportunities
- Planned, organized, and attended technical conferences and tradeshows in the Americas and abroad
- Conducted competitor analysis to identify market trends and inform strategic business decisions
Business Development Manager Americas
Sandvik Materials Technology Strip Division
04.2012 - 12.2014
- Grew market share and developed relationships with existing customers throughout North America
- Managed the trial order process in Canada, Brazil and the US
- Acted as point person for implant medical prospects globally
- Conducted market intelligence of key competitors
- Provided detailed research regarding value/supply chain mapping using SMT approach and tools
- Researched and presented target applications/ prospects for sales team to focus sales efforts on
- Boosted customer acquisition and growth through a focused sales and marketing approach
- Created market segmentation report for core business areas to support three-year strategic plan
Certified Sales & Marketing Navigator
Sandvik Materials Technology Business System
01.2008 - 03.2012
- Trained Sales Internal Sales organizations on the SMT Business System change management model and SMT Business System stable level tools/audit process.
- Defined and introduced optimal working approaches in sales and marketing, enhancing operational effectiveness
- Facilitated development of value-added services policies, contributing to profit increase
- Created sustainable change within the organization through onsite training and workshops based on SMT way of working
- Eliminated waste by mapping process flows of inside sales divisions, clarifying information gaps and repetitive procedures
- Developed core management skills during bi-monthly extensive internal training
- Conducted performance management training sessions for managers and employees
- Led and designed various forums, workshops and fieldwork for the line organization
- Provide Financial Analysis results for transforming SUs to make strategic sales plans and decisions
- Coach the line organization on developing and implementing an effective pricing approach and negotiation preparation.
- SMT Brazil SU Transformation (2009)
- SMT Mexico SU Transformation (2010)
- Spring SU Strategic Value Based Pricing (2011)
- Tube SU, USA Pricelist Initiative (2011)
- Tube SU, Americas Nuclear Initiative (2011-2012)
- SMT Business System Audits
- Strip Sales Americas (2011)
- Sandvik Thermal Process Inc. (2011)
Education
B.S. - Business Management
University of Scranton
12-2003
Skills
- Strategic partnerships
- Market analysis
- Client relationship management
- Cross-functional leadership
- Sales forecasting
- Tactical sales planning
- Industry networking
- Customer acquisition strategies
Training
- Sandvik Leadership Training, 2021
- Sandvik SGL Training, 2023-2024
- Sandvik Materials Technology Diversity Management Training, 60 Top Women Managers, 4-5 Day course, 2010-2012
- Navigator Academies, 20 x 4 Day Management Training Courses, 2008-2012
Industry Organizations
- MPIF – Industry Development Board, 2017 - present
- AMAM - Marketing Committee, 2017 - present
- MPIF – AMPM Conference Chair, 2023
Timeline
Head of Business Development
Sandvik Additive Manufacturing
05.2026 - Current
Sr. Business Development Manager
Sandvik Additive Manufacturing
01.2020 - 04.2026
Business Development Manager Americas
Sandvik Osprey Ltd.
01.2015 - 12.2020
Business Development Manager Americas
Sandvik Materials Technology Strip Division
04.2012 - 12.2014
Certified Sales & Marketing Navigator
Sandvik Materials Technology Business System
01.2008 - 03.2012
B.S. - Business Management
University of Scranton