What are the responsibilities and job description for the Regional Sales Manager position at The Brock Group?
The Brock Group provides specialty craft and maintenance services to key industries across North America. We are dedicated to offering the safest and highest quality service and solutions. We view ourselves as partners with our customers, our employees and the communities in which we operate. Our performance-driven culture is led by having and developing the best people, the most efficient processes and the right tools for the job.
Qualifications and Detail about the Position
Business Development Manager
Oil & Gas and Energy Industries
The Business Development Manager, based in Indianapolis, leads activities for acquiring new business for the Brock Group. The position is responsible for the complete business development cycle including Strategic Planning, Marketing, Sales Planning / Forecasting, Client Identification, Client Relationships, Sales Strategy, Qualifications, Proposals, Presentations and Contracts and monitoring client satisfaction for services performed.
Duties and Responsibilities
- Lead strategic planning process (5%)
o Develop and implement the strategic plan, including;
§ Identification of company objectives
§ Strategy to achieve objectives
§ Development of strategic plan
- Lead marketing activities (10%)
o Develop and implement marketing plans
- Lead sales activities (75%)
o Develop annual sales forecast and plan
§ Create sales objectives
§ Develop sales metrics
o Prepare / oversee qualification documents / presentations
o Prepare / oversee proposals / presentations
o Identify and screen opportunities
o Communicate sales activities to company
o Engage operations in sales activities
o Utilize the sales tracking system from identification of opportunity through disposal (award, loss, cancellation, other)
o Lead the pursue / no pursue & bid / no bid decision process
o Lead / develop sales strategy for winning work
o Develop and maintain client relationships
§ Identify decision makers
o Understand client buying process including client objectives, needs and drivers
o Lead contract reviews and negotiate / finalize with client
§ Compliant with company standards and preferences
o Lead / oversee proposal decision approval process
- Develop and maintain network through industry associations, such as, WSPA (5%)
- Monitor client satisfaction for ongoing contracts (5%)
o Provide feedback internally
Qualifications
- B.S. Engineering / Technical / Science degree preferred
- 5 years sales leadership experience in target industries, such as oil refining, industrial gas, terminals, chemicals, power, etc.
- Engineering, construction and / or maintenance services experience
- Relationships in the target industries
- Understating of EPC and / or maintenance execution within the above targeted industries
- Ability to interface client executive management, as well as site-based personnel
- Excellent interpersonal and listening skills
- Exceptional communication skills (both written and verbal)
- Energetic, self-starter, relationship builder, commercial / business mindset
- Strong interpersonal and persuasive skills with ability to motive clients and fellow employees
- PC proficiency in MS word, Excel, PowerPoint and Outlook
Safety
- Accountable for personal safety and for promoting safety with clients and fellow employees
Location Information:
Covanta Indianapolis Inc.
Location of Job: US:IN:Indianapolis
Shift:
Exempt: Yes
Work Type: Full Time
Working Conditions:
We conform to all the laws, statutes, and regulations concerning equal employment opportunities and affirmative action. We strongly encourage women, minorities, individuals with disabilities and veterans to apply to all of our job openings. We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity, or national origin, age, disability status, Genetic Information & Testing, Family & Medical Leave, protected veteran status, or any other characteristic protected by law. We prohibit Retaliation against individuals who bring forth any complaint, orally or in writing, to the employer or the government, or against any individuals who assist or participate in the investigation of any complaint or otherwise oppose discrimination.
