Full Job Description
Business Development Manager
The Business Development Manager in each of HMT's Domestic Regions has the primary responsibility of driving sustainable sales of HMT Products and Services to clients and stakeholders in their territories. In this role, they will Identify, pursue, and close new business opportunities within sectors relying on high-reliability infrastructure (e.g., data centers, healthcare, finance). This will include prospecting, penetrating new accounts; developing, nurturing and strengthening relationships within existing accounts; promoting HMT products and services; and positioning sales opportunities for successful negotiation and execution of the work.
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
• Be able to assess, 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; Conduct customer interactions with the purpose of gaining accurate assessment of their satisfaction with HMT's products and services (using HMT's QP-020 tool kit); 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.
