Business Development Manager
Company: HMT LLC
Location: Seattle
Posted on: March 20, 2023
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Job Description:
Business Development Manager
The Business Development Manager in each of HMT's Domestic Regions
has the primary responsibility of driving sustainable sales of HMT
Products and Services to clients and stakeholders in their
territories. In this role, they will be responsible for
prospecting, penetrating new accounts; developing, nurturing and
strengthening relationships within existing accounts; promoting HMT
products and services; and positioning sales opportunities for
successful negotiation and execution of the work.
Essential Duties and Responsibilities, Prospecting and Business
Development
- Research and understand the market within the regional territory,
including all potential customers and their relative size and
potential to utilize HMT products or services
- Understand key business drivers of each potential customer in the
tank construction and maintenance areas (e.g., do they buy based on
price, quality/long-term cost-of-ownership, customer service,
technical support, etc.?)
- Understand competitive situation within each potential customer,
including current tank contractors and product & service
providers
- Gain valuable tank outage schedule information and collaborate
with HMT Operations Management in order to position HMT in a lead
position through proactive, pre-outage sales activities
Sales Planning and Strategy
- Be able to assess, qualify and rank existing/target customers in
order to prioritize resource allocation
- Develop and maintain Key Account Planners for strategic accounts
and growth opportunities
- Define sales objectives that are in alignment with Regional
strategy and revenue goals
- Define and regularly maintain tactical plan (Sales Action Items)
to sustain progress toward sales objectives
Sales Activities
- Conduct sales-related activities in person and by email & phone
to promote HMT products and services to potential clients;
including but not limited to:
- Cold calls and introductory presentations
- Presenting HMT products and service capabilities for both generic
(e.g. lunch & learn, intro presentations) or tank-specific
opportunity situations
- Consulting on specific tank opportunities in order to position
HMT as a primary technical advisor for the project
- Effectively handling technical inquiries to get the customer
rapid, accurate and effective response to technical questions
- Maintain regular schedule of contact with customers via phone and
on-site visits to uncover upcoming projects and secure the
opportunity to provide proposals for products and services
- Develop and strengthen relationships with key decision makers and
influencers in order to further advance our presence and sales
objectives within each customer; including but not limited to:
Sales calls at the customer's place of work; Social interactions at
conferences, trade shows, and customer outings; Social outings,
meals, golf, etc. (that are reasonable and customary, in line with
HMT's policies for meals & entertainment) for the purposes of
fostering customer relationships or expanding network to develop
additional sales opportunities; Conduct customer interactions with
the purpose of gaining accurate assessment of their satisfaction
with HMT's products and services (using HMT's QP-020 tool kit);
Understand customer needs and assist customers to select the right
equipment and/or services for their applications
- Achieve specification of HMT products for projects and facilities
in the territory
- Generate proposals for HMT products; including equipment
selection, cost estimating and proposal customization in order to
optimize our value proposition
- Secure opportunities for HMT to bid on specific repair &
maintenance and/or product opportunities
- Collaborate with other regions and support cross-regional sales
efforts by providing intelligence and making calls on cross-region
stakeholders that reside in their territory
- Remain knowledgeable of company's products and solutions to be
effective in sales efforts
Budgeting, Forecasting and Management Communication
- Provide timely and directionally accurate market activity
information, including forecasts and market condition information
to assist management with making business decisions
- Play a critical role in the budgeting and forecasting processes,
including conducting customer spending surveys and providing
information about upcoming tank outages and major projects
- Provide regular updates in the form of opportunity trackers and
re-forecast intelligence
- Provide regular updates to sales & operations management to
facilitate support and collaboration
- Provide market condition information as requested
- Actively participate on sales team calls to share sales best
practices, collaborate on strategies to close sales, and share
market & competitive intelligence
Qualifications & Education
- Willing to travel (Weekends and overnight may be required -
Estimated travel 50%) Covering: Colorado, New Mexico, Wyoming,
Montana, North Dakota, South Dakota,
- 10 years of industry experience in the Construction, Industrial,
Manufacturing, Sales, Business Development and Management
- Excellent written and oral communication skills.
Keywords: HMT LLC, Seattle , Business Development Manager, Executive , Seattle, Washington
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