Business Development Manager

Brentwood Industries, Inc. • Reading, PA

9d

About The Position

The role of the Business Development Manager (BDM) is to lead sales growth of Brentwood’s engineered systems and equipment, services, components, and aftermarket parts, by managing the relationship with identified Field-Erect and Package Cooling Tower customers (FE/PCT).  The BDM, with support from Product Management, New Product Development, Applications Engineering and Commercial Operations teams, develops project opportunities with current and new FE/PCT customers to promote awareness of Brentwood’s capabilities and work with FE/PCTs to have Brentwood products specified and installed in FE/PCT equipment and service solutions. During the annual planning process, the BDM works with the Global Sales Director, to set and achieve sales targets for their named FE/PCT customer account list, as well as coordinate with Marketing to determine Trade Show participation. The BDM is expected to communicate and coordinate in a timely and effective manner with all functional areas to develop and execute sales and marketing strategies, and support all aspects of the business, providing enthusiastic leadership and cooperation. The BDM may be expected perform other duties as required or assigned by the business.

Requirements

• Bachelor's degree (B. S.) from a four-year college or university – Science or Engineering disciplines preferred; 5+ years related experience and/or training; or equivalent combination of education and experience.
• Ability to read, analyze, and interpret plan, specifications, common scientific and technical journals, financial reports, and legal documents.  Ability to address and respond to inquiries and problems with customers, governmental entities, or members of the business community.
• Ability to write, effectively prepare and present information to customers, engineers, contractors, and management.
• Ability to prepare and use spreadsheets, calculate amounts, interest, commissions, proportions, percentages, discounts etc. and to prepare appropriate budgets.
• Ability to understand customer needs, define problems, collect data, establish facts, draw valid conclusions and present solutions.   Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
• Must live within Eastern or Central time zone.
• Must be able and willing to travel in the USA and Canada. Occasional international travel may be required.

Responsibilities

• Prepare strategic and tactical plans to grow sales and improve margins for FE/PCT customers.
• Support sales network with timely communication in writing, meetings and presentations, providing technical and commercial information and providing timely responses to questions and clarifications, in coordination with staff and management.
• Actively promote and market all Product Lines to FE/PCTs to increase awareness of the Brentwood name and company capabilities.
• Provide quotes and pricing to named accounts in coordination with Product Management, Applications Engineering, and Customer Operations.
• Facilitate final preparation of bid proposals, providing competitive intelligence and bid strategy to win at high margin.  Coordinate with Sales Representatives, Distributors, Sales, Engineering and Legal teams to negotiate with customers and contractors to obtain acceptable purchase orders in accordance with bid proposal, and to meet Customer requirements; provide feedback, and successfully close and execute contracts.
• Assist Customer Service with Aftermarket and direct sales pricing and strategy.
• Manage and maintain current Customer Relationship Management (CRM) database of all accounts, contacts, projects, bid dates, sales activities and sales forecast.
• Plan business travel and schedule all field activities in advance, preparing trip and expense reports.
• Work with Marketing, Product Management, Applications Engineering and Commercial Operations to prepare and update presentation materials.
• Participate in internal sales meetings. Provide updates on sales activity and projects in the Region.
• Maintain current and report, periodically and on demand, sales performance vs. targets and real-time forecast/projections for region and sales representative territories.
• Maintain knowledge of marketplace, competitive analysis and trends affecting industry.
• Attend regional and national trade shows, assist with set-up and tear down as required, follow up on all leads obtained at shows and plan trade show support needs in advance with Marketing.
• Assist with project pre and post-sales activity, execution, and any field requirements including, but not limited to:  inspection, training, system evaluation and product troubleshooting when necessary; provide feedback from the field to the organization.
• Assist Accounts Receivable Department in obtaining payments when requested.
• Work with Global Sales Director on independent projects as assigned.

Benefits

• Brentwood offers professional growth potential, a pleasant work environment, and an excellent wage and benefits package including 401K w/employer match.
• Brentwood Industries, Inc., provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics.
• At Brentwood, we have a passion for both our products and our people.  Our goal as an employer is to help you excel as an individual and as part of a team by providing you with satisfying, motivating and stimulating work experience.  The varied nature of the environment at Brentwood allows you to work alongside industry professionals on a wide range of projects, contributing your knowledge and strengths to develop innovative, market-driven solutions.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 501-1,000 employees