Role Summary:The Business Development Manager is the central point of contact for regional activity related to a particular program. This role will establish relevant and influential contacts at appropriate levels within target accounts at the executive, sustainability/emissions reduction, technical, commercial and operational levels. The Business Development Manager will also support end user sales to position and close program orders. This role involves close communication and collaboration with the local and regional sales teams, engineering and commercial operations teams, involved with defined accounts and Energy Advantage program.
Responsibilities & Requirements:- Develop effective account strategies for the program including targeted relationships with decision-makers, an understanding of where funding for this program would come from, and how to best position Flowserve as the solution provider for the account and streamline the order process.
- Implementation of the pursuit strategy for each target regional account.
- Maintenance of project/opportunity records to ensure team alignment and accurate progress reports
- Coordination of global strategy with any other Business Development personnel linked to noted account(s).
- Attainment of the annual bookings, O.I. and cash flow budget plan for the region.
- Manage the development of Energy Advantage business at global customer sites through close coordination and collaboration with regional and local Flowserve sales management and teams located in those key areas. Ensure local sales strategies are aligned with overarching Account strategy.
- Close communication, coordination, and collaboration with the program manager responsible for active orders.
- Identify areas of growth adjacent to the program and communicate those to the program leader.
- Meet and exceed customer expectations regarding problem solving, whether it be commercial or technical. Involves close coordination and collaboration with resources from relevant locations and disciplines.
- Navigate and develop influential relationships at the highest levels of the customer organization
- Develop, manage, and execute a defined annual growth plan for the program within the region.
- Provide detailed monthly account activity reporting, including responsibility for biweekly updates
- Maintain 3-year rolling forecast for program opportunities. Projected bookings growth goals of 25% annually for the region.
- Monitor and drive KPI performance for each active account
- Other duties as assigned
Preferred Experience / Skills:- Travel and be away from home 50% of the time
- Broad based industry experience and knowledge
- Computer skills including spreadsheets, presentation programs, etc.
- Advanced sales and business development / acquisition experience and skillset
- Strong collaboration skills
- Strong analytical and solution positioning skills
- Challenger methodology to tailor introduction of new practices and value creation
- Advanced problem-solving skills
- Requires strategic thinking, resourcefulness, and planning, coupled with a drive to always succeed
- Must be self-starting and provide the necessary structure, organization, planning, and effort to accomplish the business objectives of the corporation and the global account program
- Read, analyze, and interpret the target customer's stated Energy Transition and Sustainability plans to identify the optimal positioning to help them achieve their stated and funded goals
- Respond effectively to the most sensitive inquiries or complaints
- Communicate effectively through personal contact, presentations, correspondence, etc.
- Communicate effectively with customers and Flowserve business units, at various organizational levels
- BS or BA Degree in a relevant field and/or 8-10 years of relevant experience
Flowserve offers competitive pay, annual bonuses, medical benefits on day 1, generous paid vacation time, paid holidays, 401(k) and many other excellent benefits!
