Business Development Manager

The Business Development Manager (BDM) is responsible for prospecting and closing new business and managing existing business within a specified geographic, assigned or named territory. The BDM serves as the primary contact for the decision-makers and leads the sales process. The BDM works closely with the Operations, Sales Management and other company resources to successfully manage the account needs to achieve revenue, gross margin and other targets.

We offer a generous commission plan that has no cap on earnings potential.

ESSENTIAL DUTIES and RESPONSIBILITIES

• The successful candidate must have industrial services sales experience as well as established contacts within the Refinery, Petrochemical, Power Generation and other similar related industries in the Minnesota and/or Midwest markets.
• Achieve revenue, retention and penetration targets in new and existing accounts within the Refining, Fossil Power, Nuclear Power, Petrochemical, Fabrication, Off-Shore, Pulp & Paper and other industries
• Achieve blended product mix (Combustion, Electrical Resistance, Furnace, Maintenance, Turnarounds, Projects etc.) revenue, margin and other targets based on total account potential
• Must possess fundamental knowledge of client billing, invoicing and project management systems and effectively communicate vital data, in detail, to appropriate personnel to ensure ASRI is compliant with client procedures
• Thoroughly review all contracts, client procedures and requirements and then communicate effectively, in writing, to the appropriate department and/or individuals all information needed to ensure compliance to operational, administrative, safety, invoicing/billing and other requirements
• Researches, contacts, qualifies, prepares and presents solutions to acquire new and maintain existing accounts
• Manages overall relationship with all customers by developing a high value-add relationship with decision makers
• Manages day-to-day relationship with existing customer by developing a high value-add relationship with buyer
• Identifies short-term and long-term sales and penetration opportunities
• Coordinates sales, operations and finance efforts with other company groups and resources
• Evaluates capability, capacity and determine all requirements to prepare quotations, bids and tenders
• Must be able to enter orders (or signing contracts), prepare production work orders and coordinate with operations management and receive, enter and process change orders
• Determines quality objectives and requirements to meet service level agreements.
• Processes, measures and communicates customer satisfaction before, during and after each job
• Practices effective expense control, including itineraries, to maximize travel and logistic
• Complete and submit internal and external reports in a timely and accurate manner
• Develop pricing, written proposals, and invoicing within the parameters established by corporate office.
• Other duties may be assigned as needed.

COMPETENCIES

• Thorough knowledge of company and industry related products and services
• Excellent customer service, communication and interpersonal skills
• Strong analytical skills and the ability to multi-task with or without supervision
• Strong business, operational, technical and financial acumen including costing and gross margin analysis
• Self-starter, results oriented and ability to work independently as well as strong teambuilding attributes
• Strong verbal, written, presentation, time management and organizational skills
• Computer literacy, including competency related to MS Office, Contact Mgt and other PC based applications
• Detail oriented with strong administrative follow-up and follow-through
• Demonstrated analytical, negotiating, and problem-solving skills
• Ability to accurately forecast and design plans to hit existing business revenue and profit targets
• Ability to set targets and obtain design growth plans and hit new business revenue
• Demonstrates consultative selling skills as well as the ability to interface with the customer at every level
• Ability to win customers in both a compressed and extended buying cycle

EDUCATION and/or EXPERIENCE

Bachelor’s degree preferred, not required. Minimum of four (4) years direct selling experience required; or an equivalent combination of education, training and experience. Heat treating experience helpful, industrial experience a must. Creative selling, project management skills and strategic planning ability required. Candidate should be competitive and self-motivated with strong work ethic. Must be confident and trustworthy with a genuine concern to balance both the company and the customer needs.

PHYSICAL DEMANDS

The physical demands described are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work is generally sedentary; however it may be necessary to assume project management and/or technical responsibilities and therefore the physical requirements for those jobs may be required on an interim basis. Job requires physical effort associated with using the computer to access information, or occasional standing, walking, and lifting needed to carry out everyday activities associated with a 24 hour service based company.

Note: Will visit the district shop area or a customer site which could require moderate physical effort and use of motor skills requiring manual dexterity. While performing these duties, employee will regularly sit, stand, walk, stoop, kneel, crouch and climb. May operate industrial heat treating equipment which requires manual dexterity requiring some coordinated movements.

WORK ENVIRONMENT

The work environment characteristics described are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Works in a generally sedentary environment. The noise level is usually low to moderate. Tasks do not generally expose employee to physically unpleasant or hazardous conditions.

Note: May visit a ASRI shop/yard area or customer site which could require working in a safety sensitive environment associated with the industrial heating industry with potential exposure to unpleasant or hazardous conditions,