Business Development Manager

About HMT

HMT is the global leader in above ground storage tank solutions. HMT brings a distinct level of innovation and service to the tank industry through a unique approach of partnering with customers to optimize tank operations. Knowing that every customer’s need is different, we use our decades of experience to customize solutions that help tank operations become more efficient, more productive, and more profitable.

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 be responsible for 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.

The ideal candidate will be from the South Louisiana (New Orleans or Baton Rouge areas, preferably).

• 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.
• Understand key business drivers of each potential customer in the tank construction and maintenance areas (e.g., price, quality/long-term cost-of-ownership, customer service, technical support).
• Understand competitive situation within each potential customer, including current tank contractors and product & service providers.
• Gain valuable tank outage schedule information and collaborate with HMT Operations Management to position HMT in a lead position through proactive, pre-outage sales activities.
• Sales Planning and Strategy:
  Assess, qualify and rank existing/target customers to prioritize resource allocation.
• Develop and maintain Key Account Planners for strategic accounts and growth opportunities.
• Define sales objectives aligned with Regional strategy and revenue goals.
• Define and regularly maintain a 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, introductory presentations, and presenting HMT capabilities for generic or tank-specific opportunities.
• Consult on specific tank opportunities to position HMT as a primary technical advisor for the project and handle technical inquiries to provide rapid, accurate responses.
• Maintain regular contact with customers via phone and on-site visits to uncover upcoming projects and secure proposals for products and services.
• Develop and strengthen relationships with key decision makers and influencers to advance sales objectives within each customer, including on-site calls, conferences, trade shows, and appropriate social engagements.
• Assist customers in selecting the right equipment and/or services for their applications; achieve specification of HMT products for projects and facilities in the territory.
• Generate proposals for HMT products, including equipment selection, cost estimating and proposal customization to optimize value proposition.
• Secure opportunities for HMT to bid on specific repair & maintenance and/or product opportunities.
• Collaborate with other regions and support cross-regional sales efforts by providing intelligence and engaging cross-region stakeholders.
• Remain knowledgeable of company products and solutions to be effective in sales efforts.

• Provide timely and directionally accurate market activity information, including forecasts and market condition information to assist management with decision-making.
• Contribute to budgeting and forecasting processes, including conducting customer spending surveys and providing information about upcoming tank outages and major projects.
• Provide regular updates through opportunity trackers and re-forecast intelligence.
• Provide regular updates to sales & operations management to facilitate support and…