Director of Business Development

Sargent Electric Company (www.sargentelectric.com) - Consistently named one of the Top Fastest Growing Companies by the Pittsburgh Business Times. Established in 1907 to serve the thriving steel, glass and coal industries in Pittsburgh, Pennsylvania, Sargent Electric Company has since evolved into one of the largest electrical contracting companies in the area, providing comprehensive services to our clients.

The Director- Business Development will help drive the next phase of growth for our company. Sargent is an electrical / instrumentation / wireless / datacom contractor serving the power and utility, industrial, oil and gas, petrochemical, infrastructure, wireless, and commercial markets throughout the United States, with a focus on the Midwest and Northeast. The business includes traditional electrical and instrumentation projects and programs with leading customers, general contractors, and program managers, as well as emerging technology programs and design-build contracts with select partners in areas such as distributed energy, microgrids, renewable energy, energy storage, digitalization of industrial facilities, wireless and other growth areas.

The Director- Business Development is responsible for growing business with assigned strategic accounts, building new customer relationships aligned with our strategic plan, positioning for major projects or programs, and closing new contracts in conjunction with our operations leaders. The selected candidate will be on the company leadership team and will play an active role in developing the business strategy, future direction of the Company, and additional talent requirements to support the growth. They will also play a key role in listening to our customers’ needs and developing solutions within the Company and with our partners. The selected candidate will work closely with the President, Division Managers, Project Managers, and Pre-Construction to develop winning strategies and to close new business. Additionally, this individual will be a high-energy, bottom-line focused, collaborative, self-starting leader responsible for building and maintaining client relationships and closing new business.

Responsibilities:

• Lead the entire sales cycle for assigned customers and opportunities including lead generation, positioning, pursuit, preparing qualification statements, proposals, and closing contracts.

• Work closely with leadership and operations in preparation of quarterly rolling forecasts, annual business plans, and multi-year strategic plans relative to new business

• Manage a robust sales funnel with laser focus on meeting or exceeding annual growth targets.

• Lead branding strategies around industry communications, involvement with industry groups, and strategies to “sell” Company to Owners, Contractors, and other parties in new markets, services and geographies.

• Participate in bi-weekly monthly BD discussions and leadership team meetings; communicate to all divisions on status and efforts on all active pursuits.

• Document all sales calls and phone calls in CRM. Communicate with operations and leadership through regular meetings, weekly reporting, and other means as required.

• Travel frequently to build relationships from regular and prospective customers and follow-up on current projects.

• Requires regular after-hours entertainment activities with customers.

• Direct the preparation and implementation of business development action plans for targeted markets.

• Develop win plans for agreed, targeted major opportunities and lead the pursuit

• Participate in select industry and community organizations.

• Develop value proposition for assigned customers and opportunities.

• Achieve mutually established sales goals.

• Compile lists of prospective customers for use as sales leads based upon information from personal contacts with customers, business directories, trade shows, various sales lead reports, and other sources. Develop regular marketing contact program with prospective customers using social media, email, and other sources to stay top of mind.

• Serve as a solution provider, for our customers, with a goal of becoming a trusted advisor to select customers.

• Engage senior management on specific opportunities and collaborate on bid-no bid decisions.

• Bear overall responsibility for the preparation of major presentations, qualifications, and proposal documents.

• Provide strategic account management for portfolio of customers focused on client retention, and maximizing penetration of all services and geographies

• Perform other duties as directed.

BASIC QUALIFICATIONS:

• Bachelor’s degree in Engineering, Business, or other related area or equivalent job- related experience / knowledge.

• 5 years’ sales, marketing, or business development experience; Previous experience in the power, oil and gas, industrial, wireless, and / or commercial markets. Project delivery or operations experience is also a plus.

• Demonstrated ability to negotiate, acquire and manage high value customer accounts, with a proven track record of selling capital projects, service contracts, and long term contracts with a compelling value-added strategic approach.

• Demonstrated experience leading partnering and teaming agreements.

• Formal sales training and experience with client management (CRM) software is a plus.

• Advanced interpersonal, oral and written communications skills, including the ability to make cold calls, negotiate with clients, work with customers, and speak publicly.

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