Business Development Manager

Baltimore Air Coil • Full-time • Jessup, Maryland, United States • 4w ago

POSITION PURPOSE

BAC’s Business continues to grow, with further rapid growth potential in high-growth verticals. Data center cooling is one of the key verticals for BAC.

The Business Development Manager, Data Centers is an important role responsible for driving growth and expansion within the company’s targeted industries (Data Centers). This position focuses on providing support to the key initiatives developed by the Global Data Center Division by increasing market share through effective business development strategies.

Leading this important growth initiative will require you to bring industry-leading expertise and best practices that are biased toward customer satisfaction. Our ideal candidate will be trusted to dive right in and help accelerate our growth by building a comprehensive and actionable plan for new and adjacent markets within the developing market of data centers. The desired candidate will be highly skilled at assembling the internal and external resources, value selling, maintaining, and developing customer relationships at multiple levels, and will be able to communicate internally and externally at a technical level. The ideal candidate will develop relationships with key players in the targeted Industry and will join a team of like-minded go-getters to achieve our company vision of “Reinventing cooling to sustain the world.” We seek a candidate who will courageously and consistently demonstrate our core values: courage, innovation, responsibility, and trust.

PRINCIPAL ACCOUNTABILITIES

Drive profitable growth of BAC’s data center business by identifying new customers and new opportunities across existing, adjacent, and emerging markets.
Identify global prospect accounts, establish and develop new relationships, explore, map out, and navigate their organizations, and ultimately convert them into BAC customers by winning the first order(s).
Close cooperation with regional teams, including direct sales and channel partners, business development professionals, and engineering teams.
Understand data center cooling systems and represent voice of the customer to drive the development of tailored solutions, optimizing for water and power consumption as well as CO₂ emissions.
Prepare and deliver technical presentations to targeted customers and influencers, showcasing BAC’s system design expertise and comprehensive product portfolio. Effectively communicate total cost of ownership (TCO) at the system level.
Strengthen team capabilities to leverage BAC’s full product portfolio and application expertise to influence customer design and specifications.
Create and present bid proposals, and win first order(s), effectively converting prospects into customers.
Execute a global sales strategy with measurable KPIs (e.g., network expansion, relationship development, generate leads, secure basis of design for new opportunities, win first orders.)
Provide executive leadership and feedback on industry trends, customer needs, and competitive offerings. Contribute ideas for business development based on market insights.

REQUIRED KNOWLEDGE & SKILLS

Bachelor’s degree or above in mechanical engineering
Understand the entire cooling system; the ability to understand the Data Center market and its developments and projects.
Ability to influence others in the organization with no direct reporting relationship.
Excellent proficiency in English and proven capability to interact effectively with international clientele.
Have market analysis and Business judgement ability.
Innovative, resourceful, aggressive, responsive.
Strong organizational, communication and coordination skills.

KEY RELATIONSHIPS

Global target customers
Global and Regional Business Development teams
Regional Sales teams
3^rd party BAC representatives
Internal Engineering and Innovation Teams
3^rd party consultants

TRAVEL

Work remotely, travel up to 50%

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