Responsibilities include the research and analysis of business opportunities for our U.S. Southeastern regional operation, consistent with the organization's long range and strategic plans. Major focus will be ISP, Maintenance Services, and Small Cap Construction. This position can be based out of any one of our Southeastern regional offices: Atlanta, GA, Augusta, GA, Albany, GA, Charlotte, NC, Raleigh, NC, Richmond, VA, or Charleston, SC.
Evaluates opportunities through financial feasibility studies, market research, and planning. Assists with special studies in areas such as asset management, operational effectiveness, capacity utilization, or technology and innovation needs in the market. This position is responsible for maintaining retention plans of existing clients as well as, capture plans for future customers. Responsible for maintaining relationships with existing clients and developing new client contacts, typically up to a Plant and/or Procurement Manager level. Identifies market opportunities and works with the technical teams to grow profitable revenue for the company. Serves as a liaison with internal counterparts on cross-business unit opportunities.
Duties and Responsibilities
- Leads the proposal and operations team in developing proposals and group presentations.
- Performs relative market analysis on maintenance, small cap construction and ISP (insulation, scaffolding and paint) business potential.
- Supports the marketing lead on development of the annual event plan, including priority industry networking events
- Assists with the business development and marketing budget, ensuring plans are in place to obtain ROI.
- Leads the sales force related functions relating to entering sales leads, produces sales reports and books projects into company booking software (Salesforce).
- Conducts research to provide business and market insight that will drive business direction and decisions
- Researches and reports on industry, competitor and client data.
- Develops presentations for target customers and facilitates the process to understand the key value-proposition points
- Collaborates with other departments as appropriate to develop strategic perspective on new markets or technologies
- Assists management with ad-hoc requests, including special projects and initiatives.
- Assists with preparation of management reports.
- Observes and complies with all safety rules.
- Performs other related duties as required and assigned.
Job Requirements
- Maintains a strong base of customer relationships in the U.S. Southeastern Region.
- Minimum 8-10 years heavy industrial business development experience, with emphasis on ISP and maintenance services.
- A minimum of 2-3 years’ experience with contracts negotiation, management, and long term service agreements.
- Bachelor’s degree in Marketing, Economics, Finance, Engineering or related field; or a combination of education and industry equivalent experience.
- Must possess proven leadership skills
- Self-starter, strong interpersonal communication skills with all levels of colleagues, comfortable working with executive management.
- Willingness to work both independently and as a team to meet quick deadlines and objectives.
- Excellent verbal and written communication and listening skills required.
- Required to lead the process of developing customer presentations and develop the value-added proposition to effectively pursue RFP/RFQ to award.
Technical Knowledge and Skills:
- Working knowledge of maintenance and reliability processes utilized in the chemical processing industry
- Proficient in the use of Salesforce (preferred) and IIR and developing business plans stemming from data in this network
- Demonstrated skill in the development of ISP and maintenance business proposals
- Working knowledge of maintenance services T&M contract proposal structures.
- Demonstrated ability to negotiate with incumbent and prospective customers.
- Proficient in Microsoft Excel, Word, and Power Point
- Working experience using SAP, Salesforce, Power BI and IIR.
Physical Requirements
- Must be qualified and physically able to walk through client facilities, in some cases, climbing to slightly elevated heights
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