Business Development Manager

Essential Duties and Responsibilities

• Prospecting and Business Development
• Research and understand the market within the regional territory, including all potential customers and their relative size and potential to utilize HMT products or services.
• Act as the subject matter expert on Mission Critical portfolios (Power, HVAC, UPS, Switchgear), designing solutions that address redundancy, uptime, and compliance needs.
• Understand key business drivers of each potential customer in the tank construction and maintenance areas (e.g., do they buy based on price, quality/long-term cost-of-ownership, customer service, technical support, etc.)
• Understand competitive situation within each potential customer, and provide feedback to product teams on market trends, competitor offerings, and customer requirements
• Gain valuable tank outage schedule information and collaborate with HMT Operations Management in order to position HMT in a lead position through proactive, pre-outage sales activities
• Sales Planning and Strategy
• Absess, qualify and rank existing/target customers in order to prioritize resource allocation
• Develop and maintain Key Account Strategy for critical accounts and growth opportunities
• Define sales objectives that are in alignment with Regional strategy and revenue goals
• Define and regularly maintain tactical plan (Sales Action Items) to sustain progress toward sales objectives
• Sales Activities
• Conduct sales-related activities in person and by email & phone to promote HMT products and services to potential clients; including but not limited to:
• Cold calls and introductory presentations
• Presenting HMT products and service capabilities for both generic (e.g. lunch & learn, intro presentations) or tank-specific opportunity situations
• Consulting on specific tank opportunities in order to position HMT as a primary technical advisor for the project
• Effectively handling technical inquiries to get the customer rapid, accurate and effective response to technical questions
• Maintain regular schedule of contact with customers via phone and on-site visits to uncover upcoming projects and secure the opportunity to provide proposals for products and services
• Develop and strengthen relationships with key decision makers and influencers in order to further advance our presence and sales objectives within each customer; including but not limited to:
• Sales calls at the customer’s place of work
• Social interactions at conferences, trade shows, and customer outings
• Social outings, meals, golf, etc. (that are reasonable and customary, in line with HMT’s policies for meals & entertainment) for the purposes of fostering customer relationships or expanding network to develop additional sales opportunities
• Understand customer needs and assist customers to select the right equipment and/or services for their applications
• Achieve specification of HMT products for projects and facilities in the territory
• Secure opportunities for HMT to bid on specific New Installation, Modification, and Maintenance events
• Collaborate with other regions and support cross-regional sales efforts by providing intelligence and making calls on cross-region stakeholders that reside in their territory
• Remain knowledgeable of company's products and solutions to be effective in sales efforts
• Budgeting, Forecasting and Management Communication
• Provide timely and directionally accurate market activity information, including forecasts and market condition information to assist management with making business decisions
• Play a critical role in the budgeting and forecasting processes, including conducting customer spending surveys and providing information about upcoming tank outages and major projects
• Provide regular updates in the form of opportunity trackers and re-forecast intelligence
• Provide regular updates to sales & operations management to facilitate support and collaboration
• Provide market condition information as requested
• Actively participate on sales team calls to share sales best practices, collaborate on strategies to close sales, and share market & competitive intelligence

Qualifications & Education

• Willing to travel (Weekends and overnight may be required – Estimated travel 50%)
• 5+ years of industry experience in the Construction, Industrial, Manufacturing, Sales, Business Development and Management. Experience Selling Mission Critical Products/Services is preferred.
• Understanding of MEP (Mechanical, Electrical, Power Generation, and Plumbing) systems or IT infrastructure
• Excellent written and oral communication skills