POSITION PURPOSE
The Business Development Manager will support industrial manufacturers’ representatives, BAC sales personnel, and select owner, contractor, and consulting engineer accounts. This individual is responsible for identifying and qualifying leads, developing technical and commercially sound solutions, securing orders, and coordinating projects to ensure client satisfaction. The Business Development Manager will develop and execute a comprehensive, actionable business plan that identifies priority segments, target accounts, strategic partnerships, and new market opportunities.
The role requires regular travel to customer meetings and industrial jobsites, preparation and delivery of technical and commercial presentations, development of proposals, and ongoing management of key opportunities and relationships. The Business Development Manager will work closely with internal teams and channel partners to strengthen BAC’s industrial market position, increase the opportunity pipeline, and deliver profitable, sustainable growth.
PRINCIPAL ACCOUNTABILITIES
- Meet or exceed fiscal year sales and margin goals.
- Participate actively in vertical-market specific industry organizations to forge and build relationships within them and to generate sales leads for pursuit.
- Identify and analyze target market segments that will fuel industrial business growth. Formulate and execute strategic and tactical plans that create new business with buyers & influencers in these segments.
- Identify and pursue key owner and consulting engineer clients that are critical to the growth of the Industrial business. Lead business development activities with these clients in conjunction with BAC rep network.
- Identify industrial market competitors with intelligence gathering and provide thorough and comprehensive strengths/weaknesses analyses. Assist Product Marketing in development of business cases for New Product Development projects.
- Provide technical, strategic and commercial support to representatives, BAC sales personnel and select direct accounts. Lead HVAC & Industrial sales representatives to develop industrial business in their local markets.
- Research, develop and provide answers to special requests of both technical and commercial nature. Lead knowledge transfer to Application Engineering to ensure depth of industrial application capability within BAC.
- Garner the necessary support from internal resources (product engineering and application engineering) to ensure successful solution development and to maintain focus on business development and sales.
- Develop and deliver internal and external training materials for sales personnel and clients. Transfer knowledge to BAC rep network to ensure depth of industrial sales & application capability in BAC rep network.
- Create highly-professional written proposals and deliver technical sales presentations in support of selling BAC equipment and solutions.
- Travel to customer sites, corporate offices and consulting engineer’s offices in support of sales personnel and to meet with select owner and consulting engineer accounts.
- Develop and maintain relationships with sales personnel and accounts. Ensure fluid cooperation and communication between territory boundaries for both reps and clients.
- Lead project management efforts, including kickoff, scheduling, inspection, training and problem-solving meetings with the objective of assuring 100% client satisfaction.
- Build and manage sales metrics including new lead generation, projects in pursuit and sales forecasts. Regularly communicate these metrics to BAC management in written and oral form.
- Deliver advanced technical training to internal teams, representatives, and customers.
- Present BAC technical capabilities at industry forums, customer workshops, and internal leadership reviews.
- Support site visits, audits, and commissioning activities where deep technical expertise is required.
- Travel as needed to support strategic projects, customer engagements, and plant collaboration.
NATURE AND SCOPE
The Business Development Manager will report to the Market Leader - Industrial. As part of the North America Industrial Team, the Business Development Manager will have significant interaction with all groups within the organization and outside sales reps and customers, industrial plants and consulting engineering offices. This position does not have immediate direct reports.
KNOWLEDGE & SKILLS
- Bachelor of Science in Mechanical or Chemical Engineering or otherwise suitable prior technical experience.
- Minimum of 2-4 years in heat transfer or industrial process design
- Minimum of 3-5 years experience in technical equipment application and marketing.
- Minimum of 4-6 years experience in technical / industrial sales
- Experience applying process equipment and service to the industrial processing and power marketing
- Ability to lead one’s self and others reliably and confidently to accomplish sales objectives.
- Use of technical rating software to develop thermal capabilities
- Demonstrated experience creating a value proposition and presenting it to potential customers.
- Ability to prepare and present technical education and training for engineering and consultant level audiences
- Ability to manage the development and execution of multiple / many projects at once, in a timely manner.
- Strong project management and presentation skills.
- Influential leadership within matrix organizations, without formal authority.
- Excellent written and verbal communication skills for both internal and external audiences
WORKING CONDITIONS:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job. While performing this job, the employee is regularly required to stand and walk up to 25% of the time. This position requires occasional lifting up to 30 pounds and travel both domestically and internationally up to 40% of the time.
BAC Hiring Compensation Range $90,000- $154,100
BAC offers a comprehensive benefits package to include medical, dental, vision, paid time off, 401k, employee stock ownership plan, and more. Please see additional details on the BAC website at www.Baltimoreaircoil.com.
BAC Employees are eligible to participate in an annual bonus incentive program.
