What are the responsibilities and job description for the Business Development Manager - HVAC for Pharma position at Smardt?
SMARDT is the leading manufacturer of oil-free designed centrifuges with operations worldwide. We are now expanding our Montreal headquarters and have many ongoing opportunities!
We are looking for a Vertical Market Director (Pharma) to join our team!
Key Responsibilities:
- Strategic Planning & Business Development:
- Develop and implement strategic plans to grow the Pharma vertical markets segment.
- Identify emerging trends, market opportunities, and risks both internally and externally to the Smardt Pharma business
- Set sales targets and create actionable plans to achieve the annual secured sales plan.
- Establish the Smardt Pharma brand of how Smardt delivers business to the market.
- Identify and attend the appropriate industry trade events, attend and market the Smardt brand to the pharmaceutical industry.
- Customer Relationship Management:
- Build and nurture strong relationships with key clients in the Pharma industry.
- Work with key Smardt Sales Reps to develop go to market plans, strategies and execute to drive total market growth.
- Work within the internal Smardt business to establish an Account Management culture.
- Includes but not limited to 1. Account Plans; 2. Internal Account meetings; 3. External Quarterly Business Reviews
- Build a structure in the Pharma teams to deliver best in class sales and service execution
- Build a proactive approach to manage key customer business as well as business develop to bring new customer relationships to the Smardt Pharma business.
- Conduct regular meetings and presentations to update clients on new products, technologies, and solutions.
- Solution Development:
- Collaborate with engineering and product development teams to design and customize chiller solutions that meet specific customer requirements.
- Stay informed about the latest technological advancements in cooling systems relevant to the pharmaceutical industry. (Office, Research & Development, Manufacturing, etc.)
- Be forward thinking about the business.
- Advocate for customer needs within Smardt to influence product development and service offerings.
- Sales Leadership:
- Determine the necessary team to hire, develop and support Smardt pharmaceutical business.
- Provide coaching, mentoring, development opportunities, and performance management to drive team success.
- Develop programs to enhance the team's industry knowledge and sales skills.
- Work closely with Smardt Service to understand the Customer Service needs and plan, create and execute a plan to deliver service to key customers in the DC vertical.
- Forecast bookings monthly to Smardt leadership.
- Cross-Functional Collaboration:
- Work closely with marketing to develop targeted campaigns and promotional materials.
- Partner with the service department to ensure seamless installation, maintenance, and after-sales support.
- Coordinate with supply chain and operations to ensure timely delivery of products and services.
- To the best of abilities, work with the Smardt global organization to manage aspects of key customer businesses. RFP, quality, communication, and all other deliverables.
- Market Analysis & Reporting:
- Conduct market research to stay ahead of industry trends, competitor activities, and regulatory changes.
- Analyze sales data and prepare regular reports for senior management on performance metrics and strategic initiatives.
- Use insights to refine strategies and improve market positioning.
- Budgeting & Financial Management:
- Develop and manage the sales and marketing budget for the Pharma vertical market
- Identify cost-saving opportunities without compromising on quality or customer satisfaction.
- Work with Smardt Finance to develop and manage a pharma vertical market P&L.
- Compliance & Ethics:
- Ensure all activities comply with industry regulations, company policies, and ethical standards.
- Promote a culture of integrity and accountability within the team.
- Stay updated on relevant compliance requirements specific to data centres and specialized industries.
- Networking & Representation:
- Represent the company at industry conferences, trade shows, and networking events.
- Build a strong professional network to enhance the company's visibility and reputation.
- Engage with industry associations and contribute to thought leadership initiatives.
Qualifications:
- Bachelor's degree in Business Administration, Engineering, or a related field; MBA or advanced degree preferred.
- 10 years of experience in sales or business development within the HVAC, chiller industry, or related fields.
- Proven track record of success in the pharmaceutical market and/or specialized vertical markets.
- Strong understanding of the technical aspects of chiller systems and cooling solutions for the pharmaceutical industry.
- Excellent leadership skills with experience managing and developing high-performing teams.
- Exceptional communication, negotiation, and presentation skills.
- Ability to build strong relationships with C-level executives and key decision-makers.
- Proficiency in CRM software, sales analytics tools, and Microsoft Office Suite.
- Willingness to travel as required to meet with clients and attend industry events.
Key Competencies:
- Strategic Thinking: Ability to develop long-term plans that align with company objectives and market opportunities.
- Customer Focus: Deep commitment to understanding and fulfilling customer needs.
- Technical Acumen: Strong grasp of chiller technologies and their applications in data centres and other verticals.
- Leadership: Proven ability to inspire, motivate, and guide teams toward achieving goals.
- Negotiation Skills: Expertise in securing favorable terms while maintaining positive customer relationships.
- Analytical Ability: Skill in analyzing market data, identifying trends, and making data-driven decisions.
- Adaptability: Flexibility to adjust strategies in response to changing market conditions and customer demands.
- Integrity: Upholding high ethical standards and promoting a culture of trust and accountability.
