Business Development Manager - AST

Job Description

Job Description

Job Summary

The Manager, Business Development, is responsible for sales of the Company’s products and services in their designated region. The primary responsibility is to create, build and maintain customer relationships with firms that require Matrix storage products and services and convert those needs to profitable sales. The position will work closely with our Business Development team, Estimating and AST Operations and its leadership.

The AST Business Development Manager will focus on Midstream Terminal Operators, Power Generation EPC Companies, Developers, General Contractors, and Owners in the Oil, Gas and Chemical and Power Industries where we can offer value with our construction capabilities for these clients. The goal is to grow our AST business in the Midwest, Mid-Atlantic and Northeast regions while also identifying and securing business for our engineering and energy operating units. The person should have good understanding of the tank business, the midstream (gas & liquids) marketplace, have effective commercial contracting skills, as well as a strong technical knowledge.

This position can be filled in Broomall, PA or Pittsburgh, PA.

• Actively supports the Company’s commitment to safety and its “Core Values”
• Represents the Company at all times with high moral standards while adhering to the Company’s “Code of Business Conduct and Ethics”

• Travels frequently to solicit inquiries from regular and prospective customers and follow-up on current projects. Travel expectations could be as high as 70% or as required
• Use and maintain the company CRM system for account and opportunity management so that the data can be used for business planning and forecasting

• Identify, develop, and maintain customer accounts which have the potential to provide qualified inquiries and profitable sales that meet the revenue goals for the company operating units
• Developing and maintaining account plans for major clients
• Make presentations to customers and prospective customers on the company’s products, services, and overall capabilities
• Regularly meet with clients at their office or facilities and entertain in accordance with our internal policies and our clients’ protocols
• Understand customer’s business model and how our company can help them achieve success
• Identify the accounts procurement practices
• Define the clients’ organization with individual roles and responsibilities, including influencers and decisions makers
• Perform regular customer surveys to make sure we meet the client’s needs
• Support operations teams during project execution as needed to help deliver as sold returns to the company with a satisfied customer

• Develop opportunities with accounts in your territory by matching our companies’ capabilities to the client’s business needs
• Routinely meet with Matrix operations leadership to help qualify and screen opportunities early and forecast precontract support needs
• Manage the company proposal and contract development policy and ensure opportunity reviews and approvals are completed as required by the policy
• Lead the proposal development process, including capture strategy development, collaborating with estimating teams to make sure the capture strategy aligns with the estimating strategy, facilitating proposal development which may include writing content as needed to help differentiate and create value with our offer
• Actively solicit meaningful offer feedback from your clients so that adjustments can be made to close the deal
• Work closely with legal and operations leadership in support of contract negotiations. Help find commercial solutions that address the clients’ contract concerns with our internal risk strategies

• Actively research and collect data on the market trends and drivers that may result in an increase or decrease in business opportunities in your region
• Establish or propose changes in products and services offered based on industry needs and those which would result in cost reduction or schedule improvements
• Understand our competitors’ strengths and weaknesses and changes that they might make that would impact our business
• Performs other responsibilities, as directed

• Bachelor’s degree in Business, Marketing, Engineering or related area, or equivalent job-related experience and knowledge
• 5+ years’ sales, marketing, or business development experience; previous experience in the industrial construction industry preferred
• Advanced interpersonal, oral and written communications skills, including the ability to make cold calls, negotiate with clients, work with customers, and speak publicly
• Ability to read, analyze and interpret technical information, financial reports, and legal documents; fundamental mathematical skills, including use of geometry, fractions, percentages, ratios, and proportions in practical situations
• Strong computer skills, including MS Word, Excel, Access, Outlook, PowerPoint, and Vision, internet search capabilities, and exposure to databases and contact management software experience preferred
• Strong organizational skills, including the ability to work independently with little direction

Full-time employees are offered a comprehensive benefits package, including medical, dental and vision plans covering eligible employees and dependents, disability benefits, life and AD&D insurance, an employee assistance program (EAP), a 401(k) plan with company match, an employee stock purchase plan (ESPP), a robust wellness program and adoption assistance. Some employees may also be eligible for paid time off, tuition reimbursement and a performance or safety bonus program.

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At Matrix, we are dedicated to building a diverse, inclusive, and authentic workplace. We encourage all whose experience aligns with the listed qualifications to apply and explore joining our organization.

EEO/M/F/Disability/Vets Employer

We are an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, genetic information, marital status, disability, veteran status, or other legally protected characteristic or category.

Applicants must be currently authorized to work in the United States on a full-time basis.