Business Development Sales Manager - IMO

Circor Careers•Monroe, NC

9d•Hybrid

About The Position

This role focuses on proactive new business acquisition within defined industrial verticals and geographies. The Business Development Sales Manager will build a qualified pipeline, execute prospecting campaigns, and develop tailored account entry strategies. They will partner with internal teams to create technically credible proposals, map competitive landscapes, and leverage the company's multi-brand portfolio to offer integrated solutions. The position involves engaging with engineering consultants, EPC firms, and project developers, as well as cultivating distributor relationships. Key responsibilities include managing opportunities in CRM, negotiating commercial terms, coordinating with internal departments for seamless customer experience, and meeting revenue and pipeline creation KPIs. The role also requires providing technical services, developing cost estimates, proposing upgrades for cost savings, and overseeing commercial aspects of quotes within a customer-centric team environment.

Requirements

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 CIRCOR's 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.
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.
Ability to manipulate mathematical concepts commensurate with those used in Engineering.
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.
Requires a valid driver’s license.

Nice To Haves

A Bachelor’s 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.

Responsibilities

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 CIRCOR's 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 CIRCOR's 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 client's 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.
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.