Senior Business Development Manager

Overview

As Thermon's Senior Business Development Manager, you'll be responsible for Thermon's instrument, analytical, and mechanical product line growth and expansion providing excellent customer service. You'll assist Thermon's sales organization to acquire new customers, sell additional products or services to existing customers and diversifying to other customers/industries. You'll utilize a wide range of sales skills, people skills and expertise about their product line/projects business and how those products can serve customers and build their businesses.

Key Responsibilities and Accountabilities

• Drive business growth to achieve sales targets.
• Develop sales forecasts, territory potentials, territory analysis and collaborate with management in setting adequate sales quotas and goals.
• Work cross functionally with sales personnel for other business lines within the company to communicate with and about key EPC and Turnaround contacts and opportunities in the Refining, Chemical, and Petrochemical sites.
• Create and maintain relationships with customers to better understand and achieve their needs in shutdowns, turnarounds and new construction projects.
• Responsible for managing customer accounts as assigned.
• Deliver product presentations and training.
• Develop and execute territory strategies, tactics, and plans.
• Develop and maintain strong relationships with customers, Representatives and Distribution network.
• Develop knowledge and understanding of customer processes applications.
• Maintain Thermon's Customer Relationship Management tool (CRM) with accurate sales opportunity/funnel tracking and use available information to leverage Thermon's customer for all sales activities and opportunities.
• Establish relationships within customer organizations to maintain an awareness of upcoming capital projects and maintenance, repair and operations (MRO) requirements to identify applications for Thermon's product line.
• Execute territory specific sales growth initiatives as determined by Senior Management.
• Identify and target key decision makers to develop relationships at appropriate and varied levels across customer groups and organizations including but not limited to the following:
  • End user engineers and engineering managers
  • End user field level, district or regional supervisors or managers
  • End user Operations supervisors and managers
  • Engineering consulting firms and EPCM organizations, as applicable
  • Gas plants, refineries, upgraders and petrochemical processing plants
  • Original Equipment Manufacturers (OEMs)
  • Industrial and Commercial distributors
  • Procurement staff for all the above
• Assist in estimating, quoting, preparation of bids and proposals, with a focus on setting competitive strategies and pricing on major projects.
• Maintain ethical business practices.
• Negotiate sales agreements / orders.
• Plan and work industry trade shows.
• Provide technical expertise on Thermon's product line and applications.
• Provide technical expertise to determine feasible and cost-effective solutions.
• Promote a Thermon customer-focus by executing a winning cross-selling strategy
• Managed assigned expense budgets.
  • Other responsibilities as may be assigned by management from time to time.

Qualifications

• B.S. (Electrical Engineering preferred), field or other experience as an Electrician or a strong background in Power Distribution rental or sales
• Minimum 10 years work experience as Sales Account Manager, Sales Manager, Business Development or other role with Direct Sales / Business Development responsibility
• Experience dealing with Refining and Petrochemical projects and plants, construction experience is a plus
• Articulate complex electrical distribution scenarios to engineering groups and well accustomed to a client facing role

The physical requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

Regular Activities: Willingness and ability to travel up to + 50% of the time

Key Characteristics, Competencies and Skills

• Ability to work autonomously and drive results with minimal direct supervision
• Self-driven and motivated
• Able to effectively initiate, develop and maintain multi-level working relationships with customer organizations
• Exceptional customer service skills with the ability to establish and maintain strong customer relationships
• Superior teamwork and leadership skills across a multi-faceted organization
• Strong written and verbal communication skills
• Outgoing, friendly, enthusiastic and sociable
• Experience with CRM is a plus (especially Microsoft Dynamics)
• Proficient in use of Microsoft Office Software (Word, Excel, Outlook, PowerPoint, etc.)
• Must be comfortable giving and participating in customer training presentations
• Strong sales track record
• "Hunter" sales mentality – ability to help develop a territory from scratch

Technical Expertise: Ability to demonstrate depth of knowledge and skill in a technical area.

• Effectively applies technical knowledge to solve a range of problems.
• Possesses an in-depth knowledge and skill in a technical area.
• Develops technical solutions to new or highly complex problems that cannot be solved using existing methods or approaches.
• Sought out as a subject matter expert to provide advice or solutions
• Keeps informed about cutting-edge technology in his/her technical area.

Thoroughness: Ensuring that one's own and others' work and information are complete and accurate; carefully preparing for meetings and presentations; following up with others to ensure that agreements and commitments have been fulfilled.

• Sets up procedures to ensure high quality of work (e.g., review meetings).
• Monitors and checks the accuracy of the quality of one's own work.
• Develops and uses systems to organize and keep track of information or work progress.
• Carefully prepares for meetings and presentations.

Interpersonal Awareness: The ability to notice, interpret, and anticipate others' concerns and feelings, and to communicate this awareness empathetically to others.

• Understands the interests and important concerns of others.
• Notices and accurately interprets what others are feeling, based on their choice of words, tone of voice, expressions, and other nonverbal behaviour.
• Anticipates how others will react to a situation.
• Listens attentively to people's ideas and concerns.
• Understands both the strengths and weaknesses of others.
• Understands the unspoken meaning in a situation.
• Says or does things to address others' concerns.
• Finds non-threatening ways to approach others about sensitive issues.
• Makes others feel comfortable by responding in ways that convey interest in what they have to say.

Building Collaborative Relationships: The ability to develop, maintain, and strengthen partnerships with others inside or outside the organization who can provide information, assistance, and support.

• Asks about the other person's personal experiences, interests, and family.
• Asks questions to identify shared interest, experiences, or other common ground.
• Shows an interest in what others have to say; acknowledges their perspectives and ideas.
• Recognizes the business concerns and perspectives of others.
• Expresses gratitude and appreciation to others who have provided information, assistance, or support.
• Takes time to get to know co-workers, to build rapport and establish a common bond.
• Tries to build relationships with people whose assistance, cooperation, and support may be needed.
• Provides assistance, information, and support to others to build a basis for future reciprocity.

Attention to Communication: The ability to ensure that information is passed on to others who should be kept informed.

• Ensures that others involved in a project or effort are kept informed about developments and plans.
• Ensures that important information from his/her management is shared with his/her employees and others as appropriate.
• Shares ideas and information with others who might find them useful.Uses multiple channels or means to communicate important messages (e.g., memos, newsletters, meetings, electronic mail).
• Keeps his/her manager informed about progress and problems; avoids surprises.
• Ensures that regular, consistent communication takes place.

Fostering Teamwork: As a team member, the ability and desire to work cooperatively with others on a team; as a team leader, the ability to demonstrate interest, skill, and success in getting groups to learn to work together.

• Listens and responds constructively to other team members' ideas.
• Offers support for others' ideas and proposals.
• Is open with other team members about his/her concerns.
• Expresses disagreement constructively (e.g., by emphasizing points of agreement, suggesting alternatives that may be acceptable to the group).
• Reinforces team members for their contributions.
• Gives honest and constructive feedback to other team members.
• Provides assistance to others when they need it.
• Works for solutions that all team members can support.
• Shares his/her expertise with others.
• Seeks opportunities to work on teams as a means to develop experience, and knowledge.
• Provides assistance, information, or other support to others, to build or maintain relationships with them.

Managing Performance: The ability to take responsibility for one's own or one's employees' performance, by setting clear goals and expectations, tracking progress against the goals, ensuring feedback, and addressing performance problems and issues promptly.

• Set specific, measurable goals with management that are realistic, but challenging.
• Set dates for completion and clarifies expectations about what will be done and how.
• Enlists his/her manager's support in obtaining the information, resources, and training needed to accomplish his/her work effectively.
• Promptly notifies his/her manager about any problems that affect his/her ability to accomplish planned goals.
• Seeks performance feedback from his/her manager and from others with whom he/she interacts on the job.
• Prepares a personal development plan with specific goals and a timeline for their accomplishment.
• Takes significant action to develop skills needed for effectiveness in current or future job.
• Establishing Focus: the ability to develop and communicate goals in support of the business' mission.
• Acts to align own goals with the strategic direction of the business.

Interpersonal Awareness: The ability to notice, interpret, and anticipate others' concerns and feelings, and to communicate this awareness empathetically to others.

• Initiative: Identifying what needs to be done and doing it before being asked or before the situation requires it.
• Flexibility: Openness to different and new ways of doing things; willingness to modify one's preferred way of doing things.