Senior Business Development Mgr. - National Accounts

Crane Pump and Systems - Piqua, OH

Full-time - Mid Level

Piqua, OH

5,001-10,000 employees

Machinery Manufacturing

About the position

The Senior Business Develop Manager for Key Accounts is a mid-senior contributor with the primary responsibility of developing corporate level partnerships in healthcare, protein processing, travel stop, institutional, and other strategic markets. This individual will be responsible for establishing close relationships with customers' decision makers and influencers in Facilities Management, Procurement, and Project Management at the corporate level, as well as at the individual site level to drive adoption of the CP&S wastewater portfolio. This individual will work closely with CP&S Regional Sales Managers, Applications Engineers, Customer Service, Senior Leadership, and others in the Crane Pumps & Systems organization to ensure delivery of the overall strategy.

Responsibilities

• Develop and implement strategies to drive wastewater sales through targeted key accounts by means of corporate accreditation through AML, Basis of Design, or other means using our Key Account Strategy (KAS) process.
• Identify key decision influencers, develop a working relationship, and win trust.
• Create synergies between CP&S channel partners, contractors, and national accounts to provide a single point solution.
• Understand and be able to effectively quantify the value of the CP&S solution within their system/ network and how it affects their bottom line.
• Accurately document activity and track progress in SalesForce.com.
• Ensure a complete and accurate understanding of customers' requirements and needs to provide value add solutions.
• Manage the Key Account team and coordinate with RSMs, Sales Specialists, and Technical Trainers to ensure that we are driving local level product demand with live demonstrations, training, and solution recommendations.
• Track live demonstrations, requests for quote, contacts, and installation base by target customer to build a case for wholistic solutions.
• Translate business problems into technical solutions. Review, analyze and recommend actions to improve business processes both internally and externally.
• Conduct presentations demonstrating product knowledge and applicability of products and services to customer needs and requirements.
• Other duties as assigned.

Requirements

• Bachelor's degree in management, technical field, or a minimum of five years' experience in business development.
• Experienced in selling technical products like pumps, valves, and/or controls to national or chain organizations.
• Exceptional interpersonal and communication skills with ability to quickly build relationships at all levels inside corporate organizations.
• Knowledge of how to create a product value proposition to win MRO and Projects versus competition.
• Excellent written and oral communications skills including technical and business understanding.
• Fluent in common business software, including Excel, PowerPoint, Outlook.
• Rapid learning ability.
• Team player.
• Ability to handle difficult situations, collect data & deliver recommendations in a calm and business-like manner.
• Servant leadership mentality; hands on approach.

Nice-to-haves

• Driven, aggressive, relentless, resilient, strategic, creative.

Benefits

• Equal Opportunity Employer.