Senior Business Development Manager

Overview

As Thermon's Senior Business Development Manager, you'll be responsible for Thermon's instrument, analytical, and mechanical product line growth and expansion providing excellent customer service. You'll assist Thermon's sales organization to acquire new customers, sell additional products or services to existing customers and diversifying to other customers/industries. You'll utilize a wide range of sales skills, people skills and expertise about their product line/projects business and how those products can serve customers and build their businesses.

As Thermon's Senior Business Development Manager, you'll be responsible for Thermon's instrument, analytical, and mechanical product line growth and expansion providing excellent customer service. You'll assist Thermon's sales organization to acquire new customers, sell additional products or services to existing customers and diversifying to other customers/industries. You'll utilize a wide range of sales skills, people skills and expertise about their product line/projects business and how those products can serve customers and build their businesses.

• Drive business growth to achieve sales targets.
• Develop sales forecasts, territory potentials, territory analysis and collaborate with management in setting adequate sales quotas and goals.
• Work cross functionally with sales personnel for other business lines within the company to communicate with and about key EPC and Turnaround contacts and opportunities in the Refining, Chemical, and Petrochemical sites.
• Create and maintain relationships with customers to better understand and achieve their needs in shutdowns, turnarounds and new construction projects.
• Responsible for managing customer accounts as assigned.
• Deliver product presentations and training.
• Develop and execute territory strategies, tactics, and plans.
• Develop and maintain strong relationships with customers, Representatives and Distribution network.
• Develop knowledge and understanding of customer processes applications.
• Maintain Thermon's Customer Relationship Management tool (CRM) with accurate sales opportunity/funnel tracking and use available information to leverage Thermon's customer for all sales activities and opportunities.
• Establish relationships within customer organizations to maintain an awareness of upcoming capital projects and maintenance, repair and operations (MRO) requirements to identify applications for Thermon's product line.
• Execute territory specific sales growth initiatives as determined by Senior Management.
• Identify and target key decision makers to develop relationships at appropriate and varied levels across customer groups and organizations including but not limited to the following:
  • End user engineers and engineering managers
  • End user field level, district or regional supervisors or managers
  • End user Operations supervisors and managers
  • Engineering consulting firms and EPCM organizations, as applicable
  • Gas plants, refineries, upgraders and petrochemical processing plants
  • Original Equipment Manufacturers (OEMs)
  • Industrial and Commercial distributors
  • Procurement staff for all the above
• Assist in estimating, quoting, preparation of bids and proposals, with a focus on setting competitive strategies and pricing on major projects.
• Maintain ethical business practices.
• Negotiate sales agreements / orders.
• Plan and work industry trade shows.
• Provide technical expertise on Thermon's product line and applications.
• Provide technical expertise to determine feasible and cost-effective solutions.
• Promote a Thermon customer-focus by executing a winning cross-selling strategy
• Managed assigned expense budgets.
  • Other responsibilities as may be assigned by management from time to time.

• B.S. (Electrical Engineering preferred), field or other experience as an Electrician or a strong background in Power Distribution rental or sales
• Minimum 10 years work experience as Sales Account Manager, Sales Manager, Business Development or other role with Direct Sales / Business Development responsibility
• Experience dealing with Refining and Petrochemical projects and plants, construction…