Description

Engineering Business Development Manager, Infrastructure

The Engineering Business Development Manager, Infrastructure (EBDM) plays a pivotal role in bridging business development and execution on large scale projects to capture scope in the Infrastructure market with key accounts. Working closely with both teams, the EBDM transitions projects from the initial business development phase into active execution. This includes delivering compelling technical presentations to owners and engineering, procurement and construction firms (EPC's), driving the strategic use of Victaulic solutions, and collaborating with engineering to develop and refine project specifications and drawings. Once the technical scope is defined, the EBDM transitions the project to the execution team, supporting pricing, delivery, and installation to ensure seamless project delivery and customer satisfaction.

Success in this role requires a strategic mindset, strong communication skills, and the ability to engage stakeholders at all levels-from piping engineers to executive leadership. The EBDM works closely with sales leadership, business development, sales operations, and product development to align strategies and achieve business goals.

Responsibilities:

Market Research & Expertise

• Strategically evaluate assigned market, collaborating with the Business Development and/or Sales Leader to prioritize target accounts.
• Map and prioritize large-scale projects with high potential to move from front end engineering design (FEED) to the EPC phase.
• Attains comprehensive expertise in various aspects, including:
• Product features and benefits, account influences, market and product applications, and technical language.
• Specifications as an industry document, comprehending both content and language intricacies.
• Competitive products and their positioning in the market

Prospecting & Lead Generation

• Source and qualify new business opportunities through networking, outreach, and industry events.
• Engage with key decision-makers (e.g., Chief Engineers, Mechanical Managers, Estimating Managers, Project Directors).
• Employ strategic social engineering to enhance relationships and gather market intelligence.

Sales Strategy & Planning

• Develop and execute an annual business plan aimed at penetration and expansion of Victaulic's influence within assigned accounts (owners, engineering/procurement/construction firms) by crafting and fortifying owner guidelines, master specifications, and project specifications.
• Deliver technical presentations, product demos, and lead negotiations with prospective clients.
• Manage the full sales cycle-from project FEED development, through handoff to execution teams.

Reporting & Analysis

• Leverage Salesforce to effectively capture, share, and collaborate account and project details with the team, ensuring seamless communication and coordination.
• Provide regular updates to the Sales VP on progress, challenges, and opportunities.
• Fulfill additional responsibilities as assigned.

Qualifications (education, experience, personal attributes):

• Bachelor's degree in engineering with PE license or construction management strongly preferred.
• Previous sales experience preferably related to the construction industry or engineering fields.
• Proven track record of success, including business development, sales, and account management while achieving targets and complex sales.
• Engineering skills in writing and developing design specifications a plus.
• Proficient project management and communication skills.
• A self-starter who enjoys working in an autonomous leadership role while being a member of a team of highly skilled colleagues.
• Ability to demonstrate drive, resiliency, and adaptability while possessing a team mindset.
• Ability to demonstrate learning agility, creative thinking, problem solving and resourcefulness.
• Solid organizational and time management skills; able to work in a virtual setting with minimal supervision.
• Capable of lifting 50+ pounds.
• Willingness to travel overnight as required by the position and territory.

Benefits:

In this role, you will qualify for a company vehicle, laptop, iPhone, corporate credit card and a car maintenance card. You will also be eligible for health and welfare benefits, 401K, life insurance, long and short-term disability, parental leave, tuition assistance and retiree benefits. Ask to review our Benefits-at-a-Glance for a complete list of benefits offered.

Disclaimer: This description is not a comprehensive list of activities and responsibilities required of an employee. These activities and responsibilities may change, or new ones may be assigned at any time.

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