Business Development Manager

We seek a dynamic, results-driven Business Development Manager to identify and secure new business opportunities (sales hunter) within the Power Generation sector, focusing on system integrators and upfitters. The ideal candidate will have a strong background in sales, technical expertise in heat transfer solutions (or technical selling), and a proven track record of building relationships with key industry players. Our approach is rooted in the 80/20 principle, value-added selling, differentiated service models, and a structured sales process to drive growth and deliver exceptional value to our clients.

• Business Development (Primary Focus): Identify and pursue high-impact sales opportunities within the Power Generation market, focusing on system integrators and upfitters. Apply the 80/20 principle to prioritize efforts on the most promising accounts and high-value opportunities.
  • Client Engagement: Build and nurture strong relationships with key decision-makers and influencers. Utilize value-added selling techniques to understand client needs and provide customized solutions that deliver significant benefits and ROI.
  • Technical Expertise: Apply deep knowledge of heat transfer technologies and applications to effectively communicate and demonstrate the value of our products and services. Serve as a technical consultant, offering expert advice and tailored solutions that meet specific client requirements.
  • Sales Strategy: Develop and execute a strategic sales plan that leverages differentiated service models to meet diverse client needs. Use insights from market trends, competitor analysis, and customer feedback to refine strategies and drive growth.
  • Proposal and Negotiation: Craft and present compelling proposals that highlight our unique value propositions. Negotiate terms and close deals with a focus on creating win-win outcomes that align with both client expectations and company objectives.
  • Collaboration: Partner with internal teams, including engineering, project management, and customer support, to ensure seamless delivery and exceptional service. Provide feedback to enhance product offerings and service models based on client interactions and industry developments.
• Account Management: Develop and maintain strong relationships with key accounts in the Power Generation sector. Ensure client satisfaction, address their needs, and manage ongoing projects to deliver exceptional service and value.
  • Account Planning: Develop comprehensive Account Plans for key clients, outlining strategies for engagement, growth, and relationship management. Identify long-term objectives and tailor approaches to meet the unique needs and challenges of each account.
  • Opportunity Planning: Create detailed Opportunity Plans for specific sales prospects, including goal-setting, timeline management, and resource allocation. Develop strategies to address client pain points and highlight how our solutions provide value.
  • Pre-Call Planning: Conduct thorough Pre-Call Planning to prepare for client interactions. Research client backgrounds, review previous interactions, and outline key discussion points and objectives for each meeting or call.
  • Reporting and Analysis: Maintain detailed records of sales activities, pipeline status, and customer interactions. Analyze sales data and metrics to measure performance, identify key trends, and adjust strategies to maximize impact.
    

• Bachelor's degree in Mechanical Engineering, Business Administration, or a related field. Advanced degrees or professional certifications in technical sales or business management are a plus.
• Experience: 7+ years of technical sales experience as a sales hunter with off-highway OEM's or similar with long sales cycles. Demonstrated success in applying value-added selling and differentiated service models to achieve sales targets.
• Technical Knowledge: Ability to articulate complex technical information clearly and persuasively. Strong understanding of heat transfer technologies, applications, and industry trends is a plus.
• Skills: Excellent communication, negotiation, and presentation skills. Proven ability to apply the 80/20 principle, engage in value-added selling, and leverage differentiated service models to drive client success. Experience with Account Plans, Opportunity Plans, and Pre-Call Planning.
• Attributes: Self-motivated, results-oriented, and adept at working independently. Proven track record of breaking into new accounts/markets and thriving in a fast-paced, target-driven environment.