Business Development Manger (Service Sales) at Nesco Resource
Westerville, OH
About the Job
Exciting opportunity for an experienced technical Sales Manager looking to take their next step in service sales! This position will play a key role in a large initiative to expand service sales with existing clients while providing an opportunity to earn lucrative commissions and mentor rising Sales Engineers!
POSITION SUMMARY
This position focuses on targeted key accounts and/or markets with the objective of securing new business from both new and existing customers. The role is centered around Data Center construction for specific, designated end-user clients. The individual must be capable of engaging with all levels within the organization, with a primary focus on reaching senior executives. The role involves identifying and documenting growth strategies for key accounts/markets, targeting opportunities, providing organizational guidance, and contributing insights regarding account prospects.
RESPONSIBILITIES
To perform successfully in this role, an individual should demonstrate the following competencies:
Nesco Resource provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
POSITION SUMMARY
This position focuses on targeted key accounts and/or markets with the objective of securing new business from both new and existing customers. The role is centered around Data Center construction for specific, designated end-user clients. The individual must be capable of engaging with all levels within the organization, with a primary focus on reaching senior executives. The role involves identifying and documenting growth strategies for key accounts/markets, targeting opportunities, providing organizational guidance, and contributing insights regarding account prospects.
RESPONSIBILITIES
- Take charge of aggressively pursuing and securing all business opportunities within assigned accounts and markets.
- Develop and manage a Strategic Business Plan for each account/market to drive corporate and local opportunities.
- Collaborate closely with Service Center Managers and local Sales Executives to further strengthen the relationship with these accounts.
- Responsible for cultivating key relationships, identifying opportunities, coordinating service quotations, working with management and local sales teams on pricing strategies, closing deals, and addressing any post-sale customer concerns.
- Accurate and comprehensive reporting and effective communication with customers, company associates, and management are essential to the success of this role.
- This role requires efficient communication across a matrixed organizational structure.
- Create strategic account and market plans to drive sales growth in major accounts.
- Build and strengthen relationships at key accounts to enhance partnerships and increase project success rates.
- Increase service revenue through the profitable sale of testing services to major accounts.
- Establish and maintain effective working relationships with Company Service Center Managers, Sales Engineers, Major Account Customer Success Managers, and other company service entities to ensure overall customer satisfaction.
- Meet or exceed sales quotas while aligning with management’s strategic objectives.
- Prepare and present proposals, ensuring that account activity is accurately reflected in the company’s quote management system to capture all potential opportunities for the month.
- Maintain up-to-date sales records and activity tracking to provide accurate forecasting.
- Continuously meet progressively increasing sales targets on a monthly, quarterly, and annual basis.
- Engage in cold calling and follow up on proposals to close contracts efficiently.
- Maintain communication with field and corporate teams regarding contract issues.
- Adhere to all company policies, procedures, and business ethics codes, ensuring they are communicated and implemented within the team.
- Other duties may be assigned as needed.
To perform successfully in this role, an individual should demonstrate the following competencies:
- Customer Focus – Dedicated to meeting both internal and external customer expectations; uses firsthand customer feedback to improve products and services; builds and maintains effective relationships with customers to gain their trust.
- Decision Quality – Makes sound decisions based on analysis, experience, and judgment; sought after for advice and solutions.
- Problem Solving – Uses logical methods to solve complex issues and provides effective solutions; looks beyond the obvious for answers.
- Comprehensive knowledge of electrical distribution systems.
- Ability to read electrical one-line drawings.
- Experience in Data Center construction, project management, and execution strategies.
- Previous experience in selling services required
- Strong organizational skills, attention to detail, and the ability to manage multiple priorities.
- Excellent problem-solving skills and ability to resolve contract and service-related issues.
- Strong communication, organizational, and management abilities.
- Proven experience in presenting to management-level personnel.
- Strong theoretical knowledge and management skills.
- Ability to communicate effectively, both in writing and verbally, with clients, peers, and management.
- Understanding of purchasing and decision-making processes at Fortune 500 companies.
- Valid Driver’s License.
- 60-70% travel required.
- A BS/BA degree in Business Management, Business Administration, Sales/Marketing, or Electrical Engineering. Significant industry-specific experience may substitute for a formal degree.
- 7 to 10 years of successful direct business-to-business sales experience in a technical field (service sales experience preferred), with 2 to 3 years of experience in major account relationship management for large, national, multi-site clients.
Nesco Resource provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.