Business Development Manager (Engineering)
Company: Matrix Service Company
Location: Columbus
Posted on: October 16, 2024
Job Description:
DescriptionJob Summary
The Business Development Manager is responsible for sales of the
Company's products and services, with a focus on the services and
solutions offered by Matrix PDM. The primary responsibility is to
create, build and maintain customer relationships with firms that
require Matrix products and services and convert those needs to
profitable sales. The position will work closely with the Business
Development team and the internal Operations leadership team.
The PDM Business Development Manager will focus on target clients
operating in the Oil & Gas, LNG, Petrochemical, Chemical,
Industrial, Biofuels, Technology and Decarbonization markets where
Matrix can offer value with our overall engineering, fabrication
and construction capabilities. The goal is to grow our Engineering
business while also identifying opportunities for our Construction,
Fabrication and Products Business. Engineering markets in the
Houston, TX; Tulsa, OK; Pittsburgh, PA; and Columbus, OH areas,
where PDM has engineering offices, will be the primary target
regions.
Essential Functions
- Actively supports the Company's commitment to safety and its
"Core Values."
- Represents the Company at all times with high moral standards
while adhering to the Company's "Code of Business Conduct and
Ethics."
- Travels frequently to solicit inquiries from regular and
prospective customers and follow-up on current projects. Travel
expectations could be as high as 70% or as required.
- Uses and maintains the company CRM system for account and
opportunity management so that the data can be used for business
planning and forecasting.
- Prepares call reports and business communications in writing
and/or in CRM.
- Provides and updates documentation and presentation material to
support operations and KPI/Customer Satisfaction Survey reports as
requested.
- Performs other responsibilities, as directed.
Account Management
- Identifies, develops, and maintains customer accounts which
have the potential to provide for qualified inquiries and
profitable sales that meet the revenue goals for the company
operating units.
- Compiles lists of prospective customers for use as sales leads
based upon information from personal contacts with customers,
business directories, trade shows, various sales lead reports, and
other sources.
- Develops and maintains account plans for major
clients.
- Makes presentations to customers and prospective customers on
the Company's products, services, and overall
capabilities.
- Regularly meets with clients at their office or facilities and
entertains in accordance with our internal policies and our
clients' protocols.
- Understands customer's business model and how our Company can
help them achieve success.
- Identifies the accounts' procurement practices.
- Defines the clients' organization with individual roles and
responsibilities, including influencers and decisions
makers.
- Performs regular customer surveys to ensure we are meeting the
clients' needs.
- Supports Operations teams during project execution as needed to
help deliver as sold returns to the Company with a satisfied
customer.
Opportunity Management
- Develops opportunities with accounts in assigned markets by
matching our companies' capabilities to the client's business
needs.
- Routinely meets with Matrix Operations leadership to help
qualify and screen opportunities early and forecast precontract
support needs.
- Follows the company proposal and contract development policy
and ensures opportunity reviews and approvals are completed as
required by the policy.
- Supports the proposal development process, including
development of the capture strategy by collaborating with
Operations & Proposal teams to ensure the capture strategy aligns
with the Business strategy, and facilitating proposal development
which may include writing content as needed to help differentiate
and create value with our offer.
- Actively solicits meaningful offer feedback from clients so
that adjustments can be made to close the deal.
- Works closely with Legal and Operations leadership in support
of contract negotiations. Helps find commercial solutions that
address the clients' contract concerns with our internal risk
strategies.
- Carries out client debrief following a win/loss and reports
back into Matrix around lessons learned and future win strategy
adjustment.
Market Intelligence
- Actively researches and collects data on market trends and
drivers that may result in an increase or decrease in business
opportunities in assigned region.
- Establishes or proposes changes in products and services
offered based on industry need and those which would result in cost
reduction or schedule improvements.
- Understands our competitors' strengths and weaknesses and
changes that they might make that would impact our
business.
- Attends industry-relevant conferences to stay on top of market
developments and engage with clients.
Qualifications
- Bachelor's degree in Business, Marketing, Engineering or
related area, or equivalent job-related experience and
knowledge.
- 5+ years' sales, marketing, or business development experience;
previous experience in the Engineering & Construction industry
preferred with good understanding of the Oil & Gas, Chemical, and
the emerging Decarbonization markets, effective commercial
contracting skills, and industry-relevant technical
knowledge.
- Advanced interpersonal, oral, and written communications
skills, including the ability to make cold calls, negotiate with
clients, work with customers, and speak publicly.
- Ability to read, analyze and interpret technical information,
financial reports, and legal documents; fundamental mathematical
skills, including use of geometry, fractions, percentages, ratios,
and proportions in practical situations.
- Strong computer skills, including MS Word, Excel, Access,
Outlook, PowerPoint, and internet search capabilities, and exposure
to databases and contact management software experience
preferred.
- Strong organizational skills, including the ability to work
independently with little direction.
Full-time employees are offered a comprehensive benefits package,
including medical, dental and vision plans covering eligible
employees and dependents, disability benefits, life and AD&D
insurance, an employee assistance program (EAP), a 401(k) plan with
company match, an employee stock purchase plan (ESPP), a robust
wellness program and adoption assistance. Some employees may also
be eligible for paid time off, tuition reimbursement and a
performance or safety bonus program.
At Matrix, we are dedicated to building a diverse, inclusive, and
authentic workplace. We encourage all whose experience aligns with
the listed qualifications to apply and explore joining our
organization.
EEO/M/F/Disability/Vets/Affirmative Action Employer
We are an Equal Opportunity/Affirmative Action employer. All
qualified applicants will receive consideration for employment
without regard to race, color, religion, gender, sexual
orientation, national origin, age, genetic information, marital
status, disability, veteran status, or other legally protected
characteristic or category.
Keywords: Matrix Service Company, Mansfield , Business Development Manager (Engineering), Executive , Columbus, Ohio
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