Business Development Manager - AST

Job Summary

The Manager, Business Development is responsible for sales of the Company’s products and services in their designated region. The primary responsibility is to create, build, and maintain customer relationships with firms requiring Matrix storage products and services and convert those needs to profitable sales. The position works closely with the Business Development team, Estimating and AST Operations, and its leadership.

About the Role

The AST Business Development Manager focuses on Midstream Terminal Operators, Power Generation EPC Companies, Developers, General Contractors, and Owners in the Oil, Gas, and Chemical and Power Industries. The goal is to grow the AST business in the Midwest, Mid-Atlantic, and Northeast regions while also securing business for the engineering and energy operating units.

Essential Functions

• Actively supports the Company’s commitment to safety and its “Core Values”
• Represents the Company at all times with high moral standards while adhering to the Company’s “Code of Business Conduct and Ethics”
• Travels frequently to solicit inquiries from regular and prospective customers and follow-up on current projects. Travel expectations could be as high as 70% or as required
• Uses and maintains the company CRM system for account and opportunity management so that the data can be used for business planning and forecasting
• Account Management: Identifies, develops, and maintains customer accounts which have the potential to provide qualified inquiries and profitable sales that meet the revenue goals for the company operating units
• Develops and maintains account plans for major clients
• Makes presentations to customers and prospective customers on the company’s products, services, and overall capabilities
• Regularly meets with clients at their office or facilities and entertains in accordance with our internal policies and our clients’ protocols
• Understands customer’s business model and how our company can help them achieve success
• Identifies the accounts procurement practices
• Defines the clients’ organization with individual roles and responsibilities, including influencers and decision makers
• Performs regular customer surveys to make sure we meet the client’s needs
• Supports operations teams during project execution as needed to help deliver as sold returns to the company with a satisfied customer
• Opportunity Management: Develops opportunities with accounts in your territory by matching our companies’ capabilities to the client’s business needs
• Routinely meets with Matrix operations leadership to help qualify and screen opportunities early and forecast precontract support needs
• Manages the company proposal and contract development policy and ensures opportunity reviews and approvals are completed as required by the policy
• Leads the proposal development process, including capture strategy development, collaborating with estimating teams to make sure the capture strategy aligns with the estimating strategy, facilitating proposal development which may include writing content as needed to help differentiate and create value with our offer
• Actively solicits meaningful offer feedback from your clients so that adjustments can be made to close the deal
• Works closely with legal and operations leadership in support of contract negotiations. Helps find commercial solutions that address the clients’ contract concerns with our internal risk strategies
• Market Intelligence: Actively researches and collects data on the market trends and drivers that may result in an increase or decrease in business opportunities in your region
• Establishes or proposes changes in products and services offered based on industry needs and those which would result in cost reduction or schedule improvements
• Understands our competitors’ strengths and weaknesses and changes that they might make that would impact our business

Qualifications

• Bachelor’s degree in Business, Marketing, Engineering, or related area, or equivalent job-related experience and knowledge
• 5+ years’ sales, marketing, or business development experience; previous experience in the industrial construction industry preferred
• Advanced interpersonal, oral, and written communications skills, including the ability to make cold calls, negotiate with clients, work with customers, and speak publicly
• Strong computer skills, including MS Word, Excel, Access, Outlook, PowerPoint, and Vision, internet search capabilities, and exposure to databases and contact management software
• Strong organizational skills, including the ability to work independently with little direction

Benefits

Full-time employees are offered a comprehensive benefits package, including medical, dental, and vision plans covering eligible employees and dependents, disability benefits, life and AD&D insurance, an employee assistance program (EAP), a 401(k) plan with company match, an employee stock purchase plan (ESPP), a robust wellness program, and adoption assistance. Some employees may also be eligible for paid time off, tuition reimbursement, and a performance or safety bonus program.