Business Development Manager

About HMT

HMT is the global leader in aboveground storage tank solutions. HMT brings a distinct level of innovation and service to the tank industry through a unique approach of partnering with customers to optimize tank operations. Knowing that every customer's need is different, we use our decades of experience to customize solutions that help tank operations become more efficient, more productive, and more profitable

Role Objectives:
The Business Development Manager for Field Services and Products has the primary responsibility of driving sustainable sales of HMT Products and Services to clients and stakeholders in their territories. In this role, they will be responsible for prospecting, penetrating new accounts; developing, nurturing and strengthening relationships within existing accounts; promoting HMT products and services; and positioning sales opportunities for successful negotiation and execution of the work.

Key Responsibilities:

• Market Research & Business Development: Analyze the regional market to identify potential customers and understand their business drivers, competitive landscapes, and upcoming projects. Build relationships to position HMT as a preferred partner for tank construction and maintenance needs.
• Sales Strategy & Planning: Develop and maintain strategic account plans for key customers and growth opportunities. Prioritize resource allocation based on account potential, align sales objectives with regional goals, and create actionable plans to achieve targets.
• Customer Engagement: Conduct outreach through calls, emails, and in-person visits to promote HMT products and services. Deliver presentations, address technical inquiries, and consult on customer projects to ensure HMT is positioned as the primary technical advisor. Strengthen relationships through regular contact and professional networking.
• Proposal Development & Contract Negotiation: Prepare customized proposals, ensuring optimal value for clients. Respond to bids, secure contract opportunities, and lead negotiations to close deals effectively.
• Collaboration & Reporting: Share market intelligence, customer insights, and competitive data with management. Actively participate in sales meetings to discuss best practices and strategies. Collaborate with other regions to support cross-regional sales efforts.
• Market Trends & Forecasting: Provide timely and accurate market activity reports, including forecasts, customer spending surveys, and updates on tank outages or major projects. Contribute to budgeting and forecasting processes to inform decision-making.

Key Accountabilities:

• Achieve and exceed sales targets in the assigned territory.
• Build and maintain long-term relationships with key customers, ensuring repeat business.
• Provide actionable insights on market trends, customer feedback, and competitive positioning.
• Maintain accurate and up-to-date records of sales activities, proposals, and customer interactions.
• Represent HMT at industry events, conferences, and trade shows, acting as a brand ambassador.
• Effectively manage and optimize coverage of assigned territories to maximize customer outreach.

Skill Requirements:

• Excellent verbal and written communication skills.
• Strong presentation skills.
• Adept with a variety of multimedia training platforms and methods.
• Ability to negotiate contracts and close sales effectively.
• Proficient in using CRM software to track leads, opportunities, and sales data.
• Strong ability to interpret market data, customer feedback, and sales metrics to inform strategies.
• Excellent at prioritizing tasks and managing time to meet deadlines and sales targets.
• Adept at addressing client concerns and resolving conflicts to ensure customer satisfaction.
• Proven ability to work cross-functionally with operations, marketing, and other sales regions.

Knowledge Requirements:

• Familiarity with tank construction and maintenance regulations and industry standards.
• Knowledge of regional market trends, competitor strategies, and customer needs in the industrial and manufacturing sectors.
• Awareness of effective strategies for prospecting, lead nurturing, and upselling.

Experience:

• 10 years of industry experience in the Construction, Industrial, Manufacturing, Sales, Business Development and Management

Education/Training

• Bachelor's Degree from a four-year accredited college or university plus sales experience, or combination of suitable years of experience and education

Physical Requirements:

• Sitting for up to 8+ hours
• Willing to travel up to 50% of the time
• Standing occasionally
• Walking occasionally
• Talking frequently
• Hearing frequently
• Usage of hands and fingers
• Reaching with hands and arms

HMT is an Equal Employment Opportunity Employer. We will not tolerate discrimination because of race, color, religion, sex, age, national origin, military or veteran status, mental or physical disability, genetic information, gender, gender identity or expression, sexual expression, or any other unlawful reason. All qualified applicants are encouraged to submit applications for employment. Employment with HMT is At-Will.