Business Development Manager, HVACR Job in Atlanta, Georgia US

Job Description

 

Objectives of Position

 

Responsibilities of Position

 

Key activities:

Develop and manage the business development process

·         Determine which customers have the potential to bring large returns, above $10m per year

·         Initiate contact with them and manage the relationship on an ongoing basis – be our point person for these large accounts whatever their issue

·         Where appropriate, work with other Emerson divisions to create value-add solutions

·         Interface with budget holders to provide information and support for pricing strategies

·         Provide periodic reporting to support managing the manufacturing automation segment

·         Maintain a system (In the future this should be Oracle CRM) to manage:

o    The customer pipeline

o    Visit reports

o    Account status and risk

o    Gathering competitor insights from the market place

Support Innovation and new product development

·         Be involved in the development of Control Techniques CRM solution to ensure it is optimised for managing large OEM customer interactions

·         Manage access to OEM accounts for market research purposes

Success Criteria

 

·       

Phase 1 (0 to 6 months)* Transition our existing accounts in the HVAC sector to a new Green drive platform Manufacturing variant. Develop a good understanding of the Tier 1 HVAC OEM’s (above $10m per year potential), what key challenges they face. Set target priorities and develop a plan for each one. Maintain a system to track interactions and progress. There should be an emphasis on emerging markets.

·        Phase 2 (6 months – 1 Year)* Assemble a full understanding of the target organisations, including how buying decisions are made, their needs, challenges and business strategies. Build relationships with key people within target OEM’sand position control techniques to challenge internal and external competition for supplying drives.

·        Phase 3 (1st Year Onwards)* Realise revenue to grow Control Techniques market share, emphasis should remain on acquiring new target customers, while handing over converted accounts where feasible.

*Time scales are indicative

Person Profile

Personality

·         Strong work ethic

·         Willingness to travel up to 50% of the time

·         A positive attitude

·         Good business sense, initiative and enterprise

·         Good communications skills, both written and verbal

·         Self-motivated but able to work as part of a team

·         Good organisational and time-management skills

·         Good negotiation skills and persuasiveness

·         Trustworthiness and discretion when handling confidential information

·         A smart appearance and professional manner

·         To enjoy networking and meeting new people

·         Have sales or marketing skills

·         Be able to negotiate

·         Being resourceful

·         Consistent success in your prior working experience

·         Understand the business market

·         Be disciplined and dependable

·         Have strong interpersonal skills

Specific Job Skills

·         A good understanding about HVAC market and competitors' products

·         Sales and customer relationship skills

·         Confidence presenting to senior management and large groups of people

·         Must have a BSEE or equivalent degree,

·         10 years sales experience in sales of motion control equipment