Business Development Manager-Columbus at Nesco Resource

POSITION SUMMARY

This position will focus on selling services to specific markets/customers with the goal of driving business from both new and existing customers on a national and/or regional footprint. This position needs to be able to navigate at all levels of customer organizations, with a focus on identifying opportunities and working with the correct decision makers on those opportunities. This position will identify, document, and drive strategies for key services and/or markets within this position's area of responsibility. It will also assist the local, direct sales teams with developing strategies and driving business within this position's area of responsibility. Finally, this position will assist marketing and operations as necessary to develop support structure required to drive performance in the position's area of responsibility.

RESPONSIBILITIES

Responsible for aggressively pursuing and closing all business opportunities within the area of responsibility. Develop and manage Strategic Business Plans around the area of responsibility to drive opportunities. Work closely with local sales and operations personnel driving strategies to grow the services within the area of responsibility. Also, individually responsible for developing key relationships, identifying potential opportunities, assisting/educating on the quotation of services, working with management and local sales on pricing strategies, closing business, and handling follow up on any customer issues with the area of responsibility. Accurate and complete reporting as well as effective communication with customers, company associates, and management will be essential to the role:

• Develop strategic plans to drive sales and sales growth with the area of responsibility
• Develop key relationships at key accounts to improve partnerships with these clients and drive business
• Build and grow service revenue through the profitable sale of services with the area of responsibility
• Form successful working relationships with Service Center Managers, Sales Engineers, Major Account Managers, and Regional/Area Sales Managers to ensure complete customer satisfaction at all levels.
• Meet or exceed sales quotas while supporting management's strategic objectives.
• Develop and present proposals either directly or in conjunction with the local sales personnel. Ensure that the ERS quote management system is maintained and updated with proposal activity around the area of responsibility to accurately reflect 100% of the outstanding potential for the month, quarter, and year.
• Maintain sales records and up-to-date activity on progress to provide accurate forecasting reports.
• Achieve progressively increasing monthly, quarterly, and annual sales quotas.
• Conduct cold calls and strict follow-up on proposals to close contracts effectively and efficiently.
• Communicate with field and corporate associates regarding potential contract issues.
• Adhere to all company policies, procedures and business ethics codes and ensure that they are communicated and implemented within the team.
• Provides technical application support to Sales Engineers as needed on their area of expertise.
• Other duties may be assigned as applicable.

COMPETENCIES

To perform the job successfully, an individual should demonstrate the following competencies:

• Customer Focus – Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; talks and acts with customers in mind. Establishes and maintains effective relationships with customers to gain their trust, respect, and partnership.
• Ethics and Values – Adheres to an appropriate and effective set of core values and beliefs during both good and tough times; acts in line with those values; rewards the right values and disapproves of others; practices what he/she preaches.
• Timely Quality Decision Making – Makes good decisions in a timely manner based upon analysis, wisdom, experience, and judgement; sometimes with incomplete information and under tight deadlines and pressure; able to make a quick decision.
• Directing Others – Is good at establishing clear directions through communication channels; sets stretching objectives; distributes the workload appropriately; lays out work in a well-planned and organized manner; maintains two-way dialogue with co-workers, management, and subordinates on work and results.
• Planning – Accurately scopes out length and difficulty of tasks and projects; sets objectives and goals; breaks down work into the process steps; develops schedules and task/people assignments; anticipates and adjusts for problems and roadblocks; evaluates results.
• Problem Solving – Uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; can see hidden problems; is excellent at honest analysis; looks beyond the obvious and doesn't stop at first answers.
• Integrity & Trust – Is widely trusted; is seen as a direct, truthful individual, can present the unvarnished truth in an appropriate and helpful manner; keeps confidences; doesn't blame others for his/her own mistakes or misrepresent him/herself for personal gain.
• Listening – Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even when he/she disagrees.
• Standing Alone – Will stand up and be counted; doesn't shirk from personal responsibility; can be counted on when times are tough; looks forward to taking charge of a problem or issue; is comfortable working alone on a tough assignment.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Education and/or Experience
  • BS/BA degree in Business Management, Business Administration, Sales/Marketing, or Engineering (BSEE preferred)
  • 7 to 10 years successful direct business-to-business sales experience in a technical field (service sales experience preferred with subject-matter-expert in desired product/account/vertical)
  • Willing to work flexible hours, including some weekends
  • Thorough knowledge of electrical distribution systems (ability to read electrical one-line drawings)
  • Experience in selling services is preferred.
  • Strong organizational skills, detail-oriented, and ability to manage multiple priorities.
  • Excellent problem-solving abilities and capable of resolving contract and service issues.
  • A high degree of communication, organizational, and management skills are required.
  • Experience in delivering presentations at all levels of an organization is required.
  • A good theoretical background and strong management skills are necessary.
  • Communicate effectively, in writing and verbally, with clients, peers, and management.
  • Understanding of Fortune 500 companies' purchasing and decision-making processes.
  • Proficiency in all Microsoft office tools.
  • 60 - 70%+ travel with frequent overnight travel as required to support the area of responsibility.
  • Valid Driver's license required.
  • Regularly required to sit, stand, walk, use hands and fingers, talk and hear. Required to sit and work at a computer. Specific vision abilities required by this job include close vision and the ability to adjust focus. Conduct walk-throughs of construction sites and work in and around electrical equipment.

The successful candidate will embrace the company's Core Principles & Behaviors to help execute our Strategic Priorities.

OUR CORE PRINCIPALS: Safety. Integrity. Respect. Teamwork. Diversity & Inclusion.

OUR STRATEGIC PRIORITIES

• Customer Focus
• Operational Excellence
• High-Performance Culture
• Innovation
• Financial Strength

OUR BEHAVIORS

• Own It
• Act With Urgency
• Foster a Customer-First Mindset
• Think Big and Execute
• Lead by Example
• Drive Continuous Improvement
• Learn and Seek Out Development