What are the responsibilities and job description for the Business Development Manager position at Structural Technologies?
STRUCTURAL TECHNOLOGIES integrates product solutions with specialty contracting services through our certified installers to improve, protect, and enhance the new and existing infrastructure in partnership with owners, designers, and contractors. STRUCTURAL TECHNOLOGIES is a recognized leader in the specialty construction industry, delivering turnkey solutions that integrate technology, engineering, and construction.
We are looking for a dynamic, self-driven and experienced Business Development Manager to develop and grow client relationships throughout the Midwest US Region. This position will cover a territory including , , , , , Ohio and Canada (specifically Toronto), and will drive sales of corrosion control, specialty geotechnical and engineered waterproofing applications for concrete and masonry structures. As a Business Development Manager, you will be sharing the capabilities of Structural Technologies with the commercial and public markets to develop relationships and project opportunities. The person in this role will work closely with our technical staff to bring value to owners, engineers, and contractors to add value throughout the project lifecycle.
Key Aspects of Position
Conduct proactive business development activities within the Midwest US region accounts including setting up appointments, introductory meetings, presentations, and all aspects of project development.
Working with Technical and Operations staff, develop proposals of all types (budget to firm) for commercial and public project opportunities.
Develop Midwest territory plan including identifying key accounts.
Establish and implement strategic account plans for advancement of relationships with key accounts within the assigned territory, including development of specific project opportunities focused specifically on driving design-build and other alternative procurement project delivery.
Participate in sales meetings, sales calls, seminar facilitation, lunch & learns, trade shows, and the development of other sales strategies and initiatives.
Proactively managing accounts and expanding the Company's business relationship with them.
Work to meet or exceed annual sales goals.
Create, present, or respond to proposals for specific customer requirements, including request for proposal responses and industry-specific solutions.
Manage sales process related to projects with varying levels of complexity and contract values.
Deliver presentations to potential owners, engineer and contractor accounts on the Company's overall capabilities and working to follow up on feedback and inquiries that arise from presentations.
Analyze market dynamics, conditions, and competitive landscape to determine best positioning, allocation of resources and strategies for securing and maintaining new business.
Coordinate between departments (sales, engineering, operations), including multiple branches across the Company, to facilitate necessary collaboration to bring products and services to the commercial/public market within the assigned territory.
Participate in scheduled pipeline and sales review meetings to provide progress reports on sales activity, opportunity development and sales forecast.
Manage all sales activity with prospective clients, existing clients, and opportunities (through all stages) within the Company's CRM system (Salesforce).
Preferred Experience
Bachelor's Degree
Minimum 5 years of previous sales experience building relationships and expanding a client base in the commercial/public market in the Midwest US region.
Candidates with experience in concrete structures, selling specialty construction services and products to the commercial market will be given preference.
Strong knowledge of the Midwest US market (including engineering firms, building and infrastructure owners, general contractors, etc.)
Track record of success in meeting and exceeding sales goals.
Solid understanding of product sales including specifications and/or construction sales process and the ability to explain the basic process from identification of opportunity through close of sale.
Local travel 50%-60% of the time.
Proficient in Microsoft Suite and Salesforce.
Essential Skills
Our ideal Business Development candidate is an innovative but decisive individual who can work effectively in a highly collaborative, team-based environment; can set goals and expectations and hold others accountable; can encourage and mentor others; is approachable, empathetic and outgoing; can quickly gain trust and respect; and is able to establish and maintain relationships.
Structural Technologies, a Structural Group Company, is proud of a company culture that promotes 24/7 safety and quality. We offer competitive compensation and benefits including medical and dental insurance, 401(k), paid holidays, vacation, tuition reimbursement, career development and growth opportunities, and a caring work environment.
EOE/M/F/D/V
