Business Development Manager- Commercial Heating Solutions

Who We Are:

About Thermon:

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.

Job Title: Business Development Manager (Commercial Heat Trace)

Location: Remote

Reports to: Director, Sales

Overview

The Business Development Manager- Commercial Heating Solutions is accountable for the sales growth, lead & opportunity development, and the specification of Thermon products and services to applications within the commercial heating markets in the United States. Focused on both market penetration and stainable growth via existing solutions, and the future market growth via the development and investment within portfolio of Thermon Commercial Heating Solutions.

The Business Development Manager- Commercial Heating Solutions will lead and develop a growing commercial team that will work in conjunction with the Company's internal team across multiple offices in the execution of quotations, designs, and in the production - supply stages.

This role will report to the Director, Sales located in Houston, Texas, will partner and work close with US Sales Management Team promoting positive culture, collaboration, and high-performance work environment though progressive Sales practices. As Business Development Manager you will be expected to travel.

Key Responsibilities and Accountabilities include

Sales and Product Line Leadership

· Provide leadership to the Western Hemisphere sales team

· 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 heating product sales across commercial industries

· Develop a deep understanding of customer processes and applications

· Develop/Propose technically feasible and cost-effective commercial product solutions

· Deliver commercial solutions presentations and training (internally & externally)

· 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

· Maintain awareness of opportunities within accounts

· 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, the vetting and negotiation of clients' terms and conditions including but not limited to: definition of delivery dates and terms, and terms of payment

· Negotiate contracts

· Managing account/customer communications

· Understand and define customer requirements and expectations

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

· 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 commercial products and services within market segments

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

· Research industry trends, needs, and opportunities

· Continuously improve marketing techniques, materials, and strategy

Key Characteristics, Competencies and Skills

· Ability to work autonomously and drive results with minimal direct supervision

· Self-driven and motivated

· Able to effectively initiate, develop and maintain multi-level working relationships with customer organizations

· Exceptional customer service skills with the ability to establish and maintain strong customer relationships

· Superior teamwork and leadership skills across a multi-faceted organization

· Strong written and verbal communication skills

· Outgoing, friendly, enthusiastic and sociable

· Experience with CRM is a plus (especially Microsoft Dynamics)

· Proficient in use of Microsoft Office Software (Word, Excel, Outlook, PowerPoint, etc.)

· Must be comfortable giving and participating in customer training presentations

· Strong sales track record

· "Hunter" sales mentality - ability to help develop a territory from scratch

Qualifications

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

· Minimum 5 years work experience as Sales Account Manager, Sales Manager, Business Development, or other role with Direct Sales / Business Development responsibility

· A solid track record of successful rail related sales or applications experience in a technologically advanced environment or suitable related background in an industrial sale, project management or operations environment.

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

· Willingness and ability to travel up to +50% of the time across USA.