Business Development Manager - Grouting & Chocking EMEA

Job Description:

PRIMARY RESPONSIBILITIES:

• Expand the ITW Grouting & Chocking business in the Petrochemical industry & take ownership of delivering results and growth.

• Define and execute the strategic plan for the current and target key accounts & Asset Owners with support from the Segment Manager and Sales Director to achieve business objectives and annual plan targets.

• Implement plans and coordinate business to achieve growth targets with specialized direct clients/applicators  

• Identify customer pain points, new sales opportunities and customer expectations and suitable projects with the support of the marketing and R&D department.

• Develop relationships and drive specifications with prospective asset owners, distributors, end-users, OEM’s, industrial contractors, engineering, procurement and construction firms (EPC’s), and other decision makers in the market.

• Align and tailor the customer message with each person/department involved on the topic.  Nurture relationships at all levels to aid in new project acquisition.

• Review and negotiate with new customers (terms and conditions), ensuring alignment with company policies, legal department, and Sales Director expectations.

• Determine the sales price objective according to their knowledge of the market and negotiate these prices with the customer.  Handles negotiations in case of modification (technical, volumes, raw material and inflation).

• Maintain current competitor/market information to support strategic planning and business development, including recommending initiatives to drive competitive differentiation.

• Manage customer business once acquired to continue to reinforce value proposition and align with customer expectations

• Cross-collaborate with sales, application engineer, product development, market strategy and other business functions to drive concepts and execution from Business Case to Go to Market launch to deliver value and achieve competitive advantage.

• Utilize SalesForce.com to effectively collect and analyze key sales information, and to manage robust sales processes such as pricing, funnels, accounts, and territory management.

• Represent company at trade shows and association meetings to promote our brands and solutions.

• Promote, support, and adhere to all safety, environmental and quality-related policies, and procedures.
   

QUALIFICATIONS, SKILLS & COMPETENCIES:

• 8+ years of experience in Sales with a proven track record growing revenue over assigned targets.

• 5+ years of experience in the Heavy Industries and/or Petrochemical Market

• Successful business development experience with proven results.

• B2B experience w/ Asset Owners, Distributors; End-Users; Equipment OEM’s, Industrial Contractors; Engineering, Procurement

  and Construction firms (EPC’s), etc. when required.

• Experience selling engineered and technical products.

• A proven track record of driving a portfolio of innovative diversified products preferred.

• Strong knowledge and demonstrated practice of Sales Excellence.

• Excellent communication, both oral and written, and strong presentation skills.

• Passion and drive to deliver results - Highly organized and efficient, able to meet tight timelines while being a proficient multi-tasker.

• Demonstrated ability to build productive business relationships, to influence and negotiate with key accounts.

• Technical knowledge about epoxy grouting and chocking.

• Travel requirement: 60+% travel; reside near a major airpor