Business Development Manager

Business Development Manager

About us:

Through its global network, Thermon provides safe, reliable and innovative mission critical industrial process heating solutions. Thermon serves the energy, power generation, chemical, food and beverage, commercial, rail and transit and other industries to provide innovative solutions for industrial heating applications by deeply understanding our customers' needs. We specialize in providing complete flow assurance, process heating, temperature maintenance, freeze protection and environmental monitoring solutions.

We transfer the WARMTH needed to make life Work. At Thermon, we don't just create jobs; we develop careers. Thermon has become a global leader in industrial heating due, in no small part, to our employees' hard work and dedication. To help foster those employees, we've created a company culture that encourages our values of Care, Commit and Collaborate.

The Role

The Business Development Manager, Rail & Transit is accountable for the sales growth, project management, and technical application of Thermon engineered products for railway applications in the United States. Focused on the generation and growth of new and existing accounts, the BDM--Rail works with the Company's internal team across multiple manufacturing plants to manage projects from quotation / design stage to the purchase order / production stage. Through research, marketing, and direct sales calls, the BDM' Rail grows Thermon revenues by generating new business opportunities.

Location : Remote (Northern US or Canada)

What You Will Do

Sales and Product Line Leadership

Provide Product Line leadership on the priorities for new product development (NPD), engineering, research and development, and marketing

Product business leadership in developing annual budgets, strategic initiatives, mergers and acquisitions, and expanding our global sales and manufacturing footprint

Account Management and Development

Grow engineered and standard rail product sales across all segments

Develop a deep understanding of customer processes and applications

Develop technically feasible and cost effective rail product solutions

Deliver product presentations and training

Develop and execute strategies, tactics, and plans

Grow close working relationships within customer organizations.

Drive sales growth to achieve sales targets

Execute specific sales growth initiatives as determined by Senior Management

Identify and target key decision makers to develop relationships at appropriate and varied levels across customer groups and organizations including but not limited to the following:

o End user engineers and engineering managers

o End user field level, district or regional supervisors or managers

o End user operations supervisors and managers

o Engineering consulting firms and EPCM organizations, as applicable

o Original Equipment Manufacturers (OEMs)

o Procurement staff for all of the above

o Notable key customers would include:

- CN

- CPKC

- Metrolinx

- City of Edmonton

- QNS&L

- City of Calgary

- Port of Montreal

Maintain awareness of opportunities within accounts, such as capital projects or maintenance repair and operations (MRO) requirements, to identify opportunities for rail products

Deliver and follow up on quotations to customers and potential customers

Maintain ethical business practices

Participate in trade shows

Provide technical expertise on Thermon products and applications

Provide technical expertise to determine feasible and cost-effective solutions

Secure orders including, definition of delivery dates and terms, terms of payment, expediting orders and communicating information to customer

Understand and define customer requirements and expectations

Work closely with other company departments to ensure customer requirements and expectations are fully met

Educate customers on rail product capabilities and strengths

Negotiate contracts

Manage pricing and risk

Research and Strategy

Prepare detailed and timely activity plans and schedules, activity reports, "live to air" customer visit reports and CRM reports

Investigate requirements to acquire new customers and expand existing markets

Provide management and technical guidance of key initiatives directed towards application of the Company's rail products with key end users and industries

Provide strategic advice to Senior Management on the definition and development of rail product offerings

Research industry trends, needs, and opportunities

Continuously improve marketing techniques, materials, and strategy

Education and Qualifications

The Business Development Manager, Rail requires the following combination of experience, skills and personal attributes:

An business or engineering degree, preferably mechanical or electrical discipline, designation as a Certified Engineering Technologist

A solid track record of successful rail related sales

Knowledge of railway track together with an ability to develop an appropriate understanding of electrical and heat transfer concepts

Or, an equivalent combination of education and industry experience

Success Factors

Able to achieve results with minimal direct supervision

Able to effectively develop multi-level working relationships with customer organizations

Able to prepare and deliver effective technical sales presentations

Able to quickly learn technical concepts and product applications

Superior analytical problem-solving skills

Superior verbal and written communication skills

Superior teamwork and leadership skills