Business Development Manager

Business Development Manager

About us:

Through its global network, Thermon provides safe, reliable and innovative mission critical industrial process heating solutions. Thermon serves the energy, power generation, chemical, food and beverage, commercial, rail and transit and other industries to provide innovative solutions for industrial heating applications by deeply understanding our customers' needs. We specialize in providing complete flow assurance, process heating, temperature maintenance, freeze protection and environmental monitoring solutions.

We transfer the WARMTH needed to make life Work. At Thermon, we don't just create jobs; we develop careers. Thermon has become a global leader in industrial heating due, in no small part, to our employees' hard work and dedication. To help foster those employees, we've created a company culture that encourages our values of Care, Commit and Collaborate.

The Role

The Business Development Manager, Rail & Transit is accountable for the sales growth, project management, and technical application of Thermon engineered products for railway applications in the United States. Focused on the generation and growth of new and existing accounts, the BDM--Rail works with the Company's internal team across multiple manufacturing plants to manage projects from quotation / design stage to the purchase order / production stage. Through research, marketing, and direct sales calls, the BDM' Rail grows Thermon revenues by generating new business opportunities.

Location: Remote (Northern US or Canada)

What You Will Do

Sales and Product Line Leadership

· Provide Product Line leadership on the priorities for new product development (NPD), engineering, research and development, and marketing

· Product business leadership in developing annual budgets, strategic initiatives, mergers and acquisitions, and expanding our global sales and manufacturing footprint

Account Management and Development

· Grow engineered and standard rail product sales across all segments

· Develop a deep understanding of customer processes and applications

· Develop technically feasible and cost effective rail product solutions

· Deliver product presentations and training

· Develop and execute strategies, tactics, and plans

· Grow close working relationships within customer organizations.

· Drive sales growth to achieve sales targets

· Execute specific sales growth initiatives as determined by Senior Management

· Identify and target key decision makers to develop relationships at appropriate and varied levels across customer groups and organizations including but not limited to the following:

o End user engineers and engineering managers

o End user field level, district or regional supervisors or managers

o End user operations supervisors and managers

o Engineering consulting firms and EPCM organizations, as applicable

o Original Equipment Manufacturers (OEMs)

o Procurement staff for all of the above

o Notable key customers would include:

- CN

- CPKC

- Metrolinx

- City of Edmonton

- QNS&L

- City of Calgary

- Port of Montreal

· Maintain awareness of opportunities within accounts, such as capital projects or maintenance repair and operations (MRO) requirements, to identify opportunities for rail products

· Deliver and follow up on quotations to customers and potential customers

· Maintain ethical business practices

· Participate in trade shows

· Provide technical expertise on Thermon products and applications

· Provide technical expertise to determine feasible and cost-effective solutions

· Secure orders including, definition of delivery dates and terms, terms of payment, expediting orders and communicating information to customer

· Understand and define customer requirements and expectations

· Work closely with other company departments to ensure customer requirements and expectations are fully met

· Educate customers on rail product capabilities and strengths

· Negotiate contracts

· Manage pricing and risk

Research and Strategy

· Prepare detailed and timely activity plans and schedules, activity reports, "live to air" customer visit reports and CRM reports

· Investigate requirements to acquire new customers and expand existing markets

· Provide management and technical guidance of key initiatives directed towards application of the Company's rail products with key end users and industries

· Provide strategic advice to Senior Management on the definition and development of rail product offerings

· Research industry trends, needs, and opportunities

· Continuously improve marketing techniques, materials, and strategy

Education and Qualifications

The Business Development Manager, Rail requires the following combination of experience, skills and personal attributes:

· An business or engineering degree, preferably mechanical or electrical discipline, designation as a Certified Engineering Technologist

· A solid track record of successful rail related sales

· Knowledge of railway track together with an ability to develop an appropriate understanding of electrical and heat transfer concepts

· Or, an equivalent combination of education and industry experience

· Success Factors

· Able to achieve results with minimal direct supervision

· Able to effectively develop multi-level working relationships with customer organizations

· Able to prepare and deliver effective technical sales presentations

· Able to quickly learn technical concepts and product applications

· Superior analytical problem-solving skills

· Superior verbal and written communication skills

· Superior teamwork and leadership skills