Business Development Manager

Work Authorization

No calls or agencies please. Tranter will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.

Equal Opportunity Employer

Tranter is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.

Job Summary:

Responsible for looking for new business opportunities in the market and for developing new ideas and concepts for future offerings with the mission to develop our business.

Responsible for concluding direct sales of Tranter products and services within a defined area of responsibility (e.g. geographical, group of customer, industry or product group etc.).

Accountabilities:

• Assist in developing a sales strategy for your region(s) that are in alignment with company objectives.

• Assist in establishing a sales budget and forecasting.

• Achieve Sales key metrics / objectives

• Business development and management of their defined market (EPC’s, OEM’s, or Commercial (e.g. Data Centers)).

• Quote process ownership

• CRM management

• Quote products within an acceptable time frame

• Help drive the lean enterprise system in Sales processes.

• Follow HSE (Health, Safety and Environment) and related work instructions and assist implementation of HSE regulations and policies

Principle Duties and Responsibilities:

• Analyze the market and the competitors to create a market map, customer segmentation and targeting

• Create business development plans based on the company strategy and targets.

• Holding seminars and trainings for key stakeholders is an important part of your job

• Create needs in the market by being close to the market.

• Coordinate and support the division to analyze and prioritize business opportunities to get business growth.

• Follow established sales processes and guidelines to promote and sell Tranter products and services.

• Analyze and understand market insights and the customers buying behavior and make sales plans according to the business division strategy and targets.

• Look for and manage leads from the market and customers and convert them into real business opportunities in order to ensure the pipeline.

  • Identify, and develop new markets & customers and build positive relationships that will generate future sales and repeat business.
  • Business Development in defined market (EPC’s, OEM’s, or Commercial (e.g. Data Centers)).
  • Calling directly on EPC’s, OEM’s, Data Centers, and other select end markets and customers.
  • Includes social media selling such as webinars, LinkedIn, etc. as applicable.

• Be active in the market and focus on making visits, meetings, and interactions with customers, focusing on customer needs understanding and highlighting the value of our products and services.

• Runs the commercial operation by managing the customer grid and proactive planning with our tools.

• Build, develop, and maintain a sufficient network of customers.

• Develop value added quotes reflecting the customer’s needs, stressing the unique selling points and ensure to conduct customer follow-up as required.

• Use the CRM tool and other tools in a consistent and qualitative way to support the sales process and take decisions.

• Work proactively, with structure, with the sales teams and market-channel partners in order to optimize sales efficiency.

• Contribute to the development of sales, marketing, customer retention, advertising, and pricing strategies for the region.

• Creation and delivery of product and application presentations to customers.

• Expected travel up to 75%.

• Other duties as assigned.

Skills/Competencies required:

• Strong Sales analysis skills

• Proven Sales record in defined market’s and/or target customers (EPC’s, OEM’s, or Commercial).

• Commercial and Technical Sales acumen.

• Knowledge of defined market owners, engineers and contractors as well as the purchasing process for products and services.

• Effectively communicate with internal and external business partners, both orally and in writing. English preferred (bi-lingual a plus).

• Understand, adopt, and model the behavior outlined in Tranter Core Values

• Effectively demonstrate the leadership skills outlined in the Tranter Leadership Competencies

• Propose, maintain and comply with sales and marketing SOP’s.

• Comply with Corporate SOP’s.

Education, Qualifications and Experience:

• Accredited University Degree (or international equivalent) in Engineering.
  • Commercial BDM: If no Engineering Degree, must have knowledge and experience in Thermodynamics.
  • Commercial BDM: Heat Exchanger experience is preferred, but not required.
• 5+ years of progressive experience in sales and business development
• Experience in required markets (EPC’s, OEM’s, or Commercial vertical markets (e.g. Data Centers)) – dependent upon the role.
• Must have experience in business development and sales management.
• Experience in managing a regional sales territory with responsibility with approximately $5+ million dollars in annual sales revenue.
• Experience with various sales tools (i.g. CRM, ERP, etc)
• Experience in a lean and/or six sigma environment preferred
• Proficient in Microsoft Office Suite.