Business Development Manager

JOB SUMMARY

The Business Development Manager is responsible for driving profitable growth by identifying, developing, and winning new customers and new business opportunities for the company’s combustion equipment, industrial products, services, and engineered solutions.

This is a hunter-focused business development role
. The successful candidate will be responsible for opening doors, developing new relationships, getting into industrial facilities and manufacturing plants, uncovering customer needs, creating qualified opportunities, and converting those opportunities into profitable new business.

This individual will be expected to actively build a territory and customer base rather than rely primarily on inbound leads, existing accounts, or an established book of business. Significant time will be spent in the field prospecting, visiting customers and prospects, networking, developing relationships, and advancing opportunities through the sales process.

The ideal candidate is a proven industrial sales or business-development professional with a demonstrated ability to sell complex technical products, equipment, engineered solutions, or industrial services. Experience with combustion systems is highly desirable, but the company will consider strong industrial sales professionals with a demonstrated track record of successfully developing new business in complex technical environments.

The successful candidate will combine strong business-development skills with the technical curiosity and problem-solving ability necessary to understand customer applications and position the company’s solutions effectively.

• Identify, develop, and win new business within assigned markets and territories, with primary responsibility for new customer acquisition and new account development.
• Develop and execute a proactive territory and prospecting strategy focused on generating new revenue and expanding the company’s customer base.
• Open doors with targeted industrial companies, manufacturing facilities, plants, engineering organizations, and other prospective customers where the company does not currently have an established relationship.
• Conduct consistent outbound prospecting through cold calling, email outreach, networking, industry events, referrals, site visits, targeted campaigns, and other business-development activities.
• Research target industries, companies, facilities, applications, projects, and decision-makers to identify high-value prospects and opportunities.
• Build relationships with plant managers, engineering managers, maintenance leaders, operations personnel, procurement professionals, corporate decision-makers, and other technical and executive-level stakeholders.
• Spend significant time
  in the field meeting prospects and customers, visiting industrial facilities, and developing new opportunities.
• Identify customer challenges, operational requirements, capital projects, equipment needs, and service opportunities and recommend appropriate products, equipment, services, and engineered solutions.
• Develop opportunities from initial prospecting through qualification, site evaluation, solution development, proposal, negotiation, and close.
• Build and maintain a
  qualified new-business pipeline
  sufficient to support assigned revenue and growth objectives.
• Establish and execute account-entry strategies for target customers where the company does not currently have an established relationship.
• Pursue complex, consultative sales opportunities involving technical requirements, multiple stakeholders, engineering considerations, capital expenditures, and longer sales cycles.
• Prepare proposals, quotations, presentations, account strategies, and sales plans in coordination with…