Business Development Sales Manager IMO Monroe, NC

Description
Principal Activities

Proactively identify target and penetrate new accounts across defined industrial verticals and geographies
Build a qualified pipeline of new business opportunities in-line with established quotas
Execute structured prospecting campaigns including cold outreach trade shows industry events and referral networks
Develop account entry strategies tailored to the buyer landscape EPC firms OEMs and end-user operators
Partner with application engineering and product management to develop technically credible differentiated proposals
Map competitive incumbent positions at target accounts and develop displacement strategies
Leverage CIRCORs multi-brand portfolio to present integrated pump & flow control solutions competitive with single-source rivals
Gather and funnel competitive intelligence to sales leadership and product management
Engage engineering consultants EPC firms and project developers to achieve CIRCOR specification on capital projects
Identify and cultivate distributor and channel partner relationships that extend reach in underpenetrated geographies and verticals
Collaborate with product managers to ensure CIRCORs value proposition is positioned accurately in bid packages and technical datasheets
Manage opportunities from lead through close in CRM (Salesforce) maintaining accurate stage probability and forecast data
Negotiate commercial terms including pricing delivery and scope of supply in alignment with margin targets
Coordinate with inside sales application engineering and customer service to ensure a seamless handoff from sale to delivery
Meet or exceed annual new business revenue quota and pipeline creation KPIs
Build new relationships and networks with new clients and within existing client organizations
Provide technical services to clients relating to use operation and maintenance of equipment.
Review blueprints plans and other customer documents to develop and prepare cost estimates or projected increases in production from clients use of proposed equipment or services.
Propose changes and/or upgrades in equipment processes or use of materials or services which would result in cost savings or improvement in customer operations.
Develop sales or service proposals and/or contracts for products or services.
Oversee commercial aspects of quotes
Work in a customer centric team concept to build customers solutions
Works with Product Support and Customer Care teams to keep account activities up to date.
Prepare reports of business transactions and keeps expense accounts.

EDUCATION and/or EXPERIENCE

A Bachelors degree (BA or BS) in Business Administration chemistry engineering or other science related discipline from a four-year college or university is preferable but not required.
7 years of B2B industrial capital equipment or flow control sales experience with a demonstrated track record in new business acquisition
Deep knowledge of pumps valves or rotating equipment preferably across two or more of: centrifugal progressive cavity gear screw or metering technologies
Experience selling into one or more of CIRCORs core verticals: energy (upstream/midstream/downstream) chemical water/wastewater power or marine
Proven ability to manage complex multi-stakeholder sales cycles involving engineering procurement and operations buyers
Strong technical acumen capable of understanding application requirements and engaging credibly with engineers
Proficiency with CRM systems (Salesforce preferred) and a disciplined approach to pipeline management and forecasting
Familiarity with engineered-to-order (ETO) or configured-to-order commercial environments
Experience with project-based selling through EPC or LSTK contracting channels
Exposure to aftermarket spare parts or service contract selling as a complement to capital equipment
Computer literate and able to perform word processing develop and utilize spreadsheet & database software and be able to develop written and graphical presentations.
Must be willing to learn security safety and environmental protocols and use them as specified by CIRCOR customers (for entry to their properties) and when included in solicitations contract specifications and codes.

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.



LOCATION

US Midwest Mid-Atlantic or Northeast preferred.



TRAVEL

The individual must be willing to travel 50% of the time more as needed. Requires a valid drivers license.



EDUCATION and/or EXPERIENCE

A Bachelors degree (BA or BS) in Business Administration chemistry engineering or other science related discipline from a four-year college or university is preferable but not required.
7 years of B2B industrial capital equipment or flow control sales experience with a demonstrated track record in new business acquisition
Deep knowledge of pumps valves or rotating equipment preferably across two or more of: centrifugal progressive cavity gear screw or metering technologies
Experience selling into one or more of CIRCORs core verticals: energy (upstream/midstream/downstream) chemical water/wastewater power or marine
Proven ability to manage complex multi-stakeholder sales cycles involving engineering procurement and operations buyers
Strong technical acumen capable of understanding application requirements and engaging credibly with engineers
Proficiency with CRM systems (Salesforce preferred) and a disciplined approach to pipeline management and forecasting
Familiarity with engineered-to-order (ETO) or configured-to-order commercial environments
Experience with project-based selling through EPC or LSTK contracting channels
Exposure to aftermarket spare parts or service contract selling as a complement to capital equipment
Computer literate and able to perform word processing develop and utilize spreadsheet & database software and be able to develop written and graphical presentations.
Must be willing to learn security safety and environmental protocols and use them as specified by CIRCOR customers (for entry to their properties) and when included in solicitations contract specifications and codes.


LANGUAGE SKILLS

Ability to read analyze and interpret general business periodicals professional journals technical procedures or governmental regulations.
Ability to write reports business correspondence and procedure manuals.
Ability to effectively present information and respond to questions from groups of managers clients customers and the general public.


MATHEMATICAL SKILLS
Ability to manipulate mathematical concepts commensurate with those used in Engineering.



REASONING ABILITY

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written oral diagram or schedule form.



PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job the associate is regularly required to sit; use hands to finger handle or feel; and talk or hear. The associate is occasionally required to stand walk and reach with hands and arms. The associate must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision distance vision color vision peripheral vision depth perception and ability to adjust focus. Must be able to properly wear personal protective equipment to ascend to platforms or descend to open and/or enclosed industrial spaces.