Business Development Manager - Stewart & Stevenson

Responsible for building and developing a sales team to achieve maximum sales profitability and growth. The manager will drive the development of new clients and maintaining and enhancing current clients. This role involves identifying opportunities, leading the definition of the commercial strategy, and coordinating the preparation of sales development. This position also includes participating in negotiations, ensuring compliance with company policies, conducting competitive analysis, and supporting various departments during contract extension.

• Develop and establish new customer accounts as well maintain existing accounts through customer visits, calls, and other means of communication as required.
• Analyze the market, market intelligence, customer needs, and interests to recommend company products and services can best meet their needs.
• Partner with and coordinate customer support with Branch Managers, Service Managers, Supply Chain, and other support teams as needed.
• Ensure we continuously deliver an exceptional customer experience and resolve any concerns.
• Assist in setting market pricing for parts and service. Adapt pricing strategy according to market trends.
• Establish and achieve sales goals, sales strategy, and forecast to meet organizational goals.
• Maintain all customer information in area of responsibility (AOR) for sales management using a CRM.
• Lead efforts to expand sales, service, and parts into other markets as opportunities arise.
• Develop, propose, and negotiate proposals and sales and service contracts with customers.
• Monitor sales orders to ensure costs, materials lists, and delivery schedules meet project specifications and deadlines.
• Maintain a strong commitment to the safety culture and ensure proper safety training and resources are provided to team members to adhere to health, safety, and environmental processes and procedures.
• Build, train, lead, coach, and manage a team to ensure optimal performance and development.
• Interface with the OEM to oversee new product development and enhancements.
• Provide all company sales representatives with comparative product analysis, product needs, end user input, features, general market environment and benefit summaries.
• Establish, maintain, and develop business, social and networking relationships with individuals within the industry in order to generate and maintain a positive business image for the organization within the industry.
• Attend sales and trade meetings and reads related publications to obtain current market condition information, business trends, and industry developments.
• Provide management oral reports, written reports, and presentations on customer trends, challenges, interests, market situation, competitive activities, and potential for new products/services.
• Conduct all business transactions in an ethical manner and consistent with the Kirby Way.
• Assist in developing branch and organizational objectives, and also in formulating policies and budgets.
• Participate actively in community, business and industry organizations to build a network of contacts that improve the presence and reputation of the branch and company in the local area.
• Ensure best company practices for service and parts support are implemented and followed.
• Other duties, as needed.

• Effectively and concise verbal and written communication.
• Driven to achieve sales results for self and team.
• Ability to demonstrate conduct conforming to the Kirby Way and accepted standards.
• Ability to be truthful, credibility, and integrity in the workplace and market.
• Ability to get along well with a variety of personalities and individuals.
• Ability to effectively present information publicly.
• Ability to effectively build relationships with customers, co-workers and others in the market.
• The trait of being dependable and trustworthy.
• Ability to convince, influence, and inspire a group of people to work toward a goal.

Education:

• High school diploma or GED required; bachelor’s degree is preferred.

Experience:

• 10 years related industry experience
• 5 – 7 years of experience of leading a sales team
• Prior experience with Oracle and Salesforce is preferred.
• Proficient in Microsoft Office Applications.

Special Requirements:

Physical Activities & Requirements:

• Ability to wear Personal Protective Equipment (PPE) as required by the position, location, and/or customer. Ability to maneuver around client locations and travel by automobile and plane as required. This role could travel 50% of the time or more.

Working Conditions:

• Office environment, on-site at customer’s place of business, occasional shop environment and regional travel as required. On call as required.