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Datacenter Business Development Manager

Full time Chem-Aqua in Building Management
  • Apply Before : December 31, 2019
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Job Detail

  • Experience 5 Years
  • Education Undergraduate

Job Description

The Datacenter Business Development Manager (BDM) is part of a team of sales leaders that creates opportunities for growth by driving sales from a corporate level down to a local level.  This individual excels at building relationships, both within internal customers (Chem-Aqua field representatives) and external customers (business partners).  While focusing on company revenue and profitability, the BDM is tasked with building and protecting Chem-Aqua’s reputation as a world-class water treatment provider.  Chem-Aqua’s BDMs are adept at viewing water treatment from a customer’s viewpoint, and helping our organization deliver on that vision.

 

Characteristics of our successful BDMs vary considerably…they are a unique piece to the puzzle that makes up a cohesive team.  However, our BDMs do share a few important traits; all are superior communicators, are persistent yet patient, extremely ethical, and are the consummate team players.  They are also capable of navigating a complex web of personalities to find commonalities that help create win-win scenarios.  It’s a challenging job, but one that is very fulfilling. This position is remote and no relocation is required.

 

  1. Work within a team structure to ensure good awareness of complete strategic account sales and customer service plan across the entire Chem-Aqua target market.
    1. Communicate targets and current opportunities to the SVP of Sales in order to ensure your plan is consistent with the strategic direction.
    2. Actively engage other reps and managers to strengthen your position with target accounts and current customers.
    3. Offer assistance and actively promote the sales agenda to reps and managers in order to grow Datacenter accounts throughout the U.S.
  2. Maintain and grow existing Strategic Accounts in the Datacenter portfolio.
  1. Maintain relationships with contacts in existing Datacenter locations as well as at the corporate level.
    1. Cultivate and maintain relationships at multiple levels of target organizations
    2. Ensure target organization has met and knows at least one back-up representative within Chem-Aqua
  2. Encourage and assist local sales reps and managers with opening new locations of portfolio accounts.
  3. Guard the reputation of Chem-Aqua as a high quality service provider/partner within the target organization
    1. Work cooperatively with the field sales organization (and particularly field managers) to ensure:
      1. Scope of Work is being followed
      2. Communication is timely, accurate and thorough through both Chem-Aqua and the target organization
    2. Ensure technical competence of field representatives and that ROI opportunities are identified and properly communicated
      1. Rep is aware of the unique technical requirements of this customer or type of facility
      2. Rep has the tools and knowledge to identify potential problems or opportunities
      3. Rep receives supplemental training if necessary
      4. Rep has access to (and knows where to find) help for technical problems or opportunities
    3. Review FSR compliance and written reports. Contact field management to address quality and compliance issues.
    4. Up-sell value added opportunities in existing locations and strategic accounts.
      1. Ensure field representatives are aware of any restrictions or direction from target organization’s corporate management.
    5. Conduct account reviews with corporate customers and related Sales Managers.
      1. Facilitate reviews at a local level
      2. Conduct reviews at a corporate level

 

  1. Identify new prospects to develop into strategic accounts.  Primary focus being boiler and cooling applications in Datacenter industry.
    1. Maintain an active prospect list by soliciting suggestions from Divisional Managers and by mining existing customer information.
    2. Targets and prospects will be entered in Salesforce and reviewed at least every 2 weeks.
    3. Encourage and assist local sales reps and managers with opening new locations of potential Datacenter accounts.
    4. Establish preferred supplier agreements with the new Strategic Accounts.
      1. All agreements and or contracts must be reviewed and approved by Divisional Managers and Senior Vice Presidents based on the specific geographic location prior to submittal to a customer or prospect.
    5. Review pricing and Strategic Account sales strategy with Division Manager prior to presentation.  Include local sales rep and their direct manager in the sales process of local sites, as appropriat
    6. Review technical aspects of bid/survey (completed by field rep and his/her direct manager) utilizing Team Tools with assistance of Engineering Dept. and Divisional Managers.
    7. Complete the bid or RFP for submittal with review by Division Manager prior to submittal.
    8. Establish transition plan with review by Division Manager
    9. Monitor transition plan execution weekly and report results.
    10. Prepare and conduct new account periodic review for customer with Divisional Manager assistance.
    11. Proposals or RFQ where the opportunity is $250,000 in annual sales or greater requires prior finance review and SVP and President Approval.

 

  1.   Target and assist in closing individual locations when appropriate.
    1. To strengthen our position with a potential strategic partner
    2. When target areas of the country do not have a proportional representation to handle the target strategic account location or industry.
      1. The rep and managers in an area have the time and resources available to manage the volume of potential new business
      2. Chem-Aqua is under-represented in the strategic account or industry
    3. Selected locations may include both those designated as strategic, non-strategic and may be from outside your strategic account portfolio or specified by the Management Team.  The SVP and the Division Manager will assist in coordinating and targeting these specific accounts.

 

 

We offer a diverse set of position requirements and a culture that recognizes results, yet embraces the importance of work/life balance. Join our team, as a Business Development Manager, where our future begins with you!

 

 

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.


Nearest Major Market: Irving
Nearest Secondary Market: Dallas 

Job Segment: Database, Business Development, Engineer, Manager, Technology, Sales, Engineering, Management

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