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Vice President of Business Development
4 months ago
*THIS POSITION WILL BE BASED IN THE USA AND CANDIDATE WILL BE A US CITIZEN OR PERMANENT GREEN CARD HOLDER*
*INDUSTRY EXPERTISE REQUIRED- Hydrogen and cryogenics tank trailer industry*
POSITION SUMMARY: EnTrans is seeking a VP of Business Development for the Hydrogen and Cryogenics Tank Trailer industry. The incumbent will collaborate with the CEO, CCO, SVPs, VP Divisional Operations, GMs, and other key internal and external stakeholders to develop and execute strategies to create deep and lasting customer partnerships. This individual must be a visionary thought leader for the Business Development function and possess the ability to establish strategic direction, develop and flawlessly execute plans, and inspire others to deliver desired results. They will also be responsible for all aspects of sales, marketing, and general business activities as they relate to the assigned functional product category. EnTrans is a renowned leader in the manufacturing of tank trailers, committed to driving innovation and sustainability in the transportation industry. With a focus on hydrogen and cryogenics capabilities, we aim to revolutionize the way essential gases are transported and stored.
DUTIES AND RESPONSIBILITIES:
- Reports to Chief Commercial Officer.
- Collaborates with the executive team to develop and grow Business Development strategies to support both the long-term vision and shorter-term goals and objectives of the organization (maximizing market share, revenue growth, profitability growth, and EBITDA).
- Leads the development and implementation of strategies and tactics to establish and maintain deep and lasting relationships with customers.
- Ensures the correct infrastructure, systems, data analytics, processes, and people are in place to drive consistent accomplishment of this goal.
- Develops and implements a systematic process for tracking and reporting on the progress of establishing true partnerships with customers. Assesses and reports on the progress made with each customer to ensure the entire organization is all working towards the common goal. Swiftly takes action to correct underperforming areas.
- In conjunction with their team, serves as one of the primary relationship managers with customers to create deep and lasting partnerships. Also collaborates with GMs and other internal stakeholders to ensure their active involvement with customers.
- Partners closely with Marketing on the identification of emerging, underdeveloped, and developed markets to determine the development of holistic (sales, product management, public relations, entertainment relations, advertising, etc.) plans to enter or further penetrate existing markets.
- Leads the Business Development short-term and long-range planning process and budget development process.
- Fosters a success-oriented, accountable environment within the company. Builds a great working environment for the employees. Attracts, develops, retains, and motivates the talent needed to be a world-class, high-performing team.
ESSENTIAL FUNCTIONS:
- Standardizes the sales forecast process, submits consolidated forecasts to the Annual Operating Plan, and coordinates tracking and management with assistance from regional Sales offices. Reports progress against the forecast at the monthly Strategic Intent Session.
- Identifies and establishes relationships with politically influential people in the industry, including prominent fleet operators, major oil companies, and dealers.
- Develops relationships with key decision-makers within Hydrogen and Cryogenics capabilities.
- Based on customer/market demand for tank trailer products, develops a sales and service/Parts strategy that includes all channels to market (i.e., International Sales Managers, dealers, and sales representatives) to maximize the EnTrans market presence.
- Develops sales strategies for both Hydrogen and Cryogenics capabilities:
- Develops a tractor OEM / Trailer OEM strategy to leverage brands
- Promotes agreements that secure long-term business and create a product specification
- Preconditions local markets to the benefits of standardized specifications
- Monitors reported warranty activity and reviews with accounts
- Determines appropriate channels and services required in each geographic market and coordinates execution of the strategy with regional distributors
- Creates and manages a sales budget to achieve the sales forecast.
- Determines the appropriateness of trade show participation by region, develops a trade show event list, and coordinates marketing support to ensure successful show participation.
- Plans our participation in local, regional, and global safety, maintenance, and/or annual meetings with customers.
- Serves as a coach and mentor to the commercial sales team.
- Acts as the principal contact on senior staff to address/resolve Hydrogen and Cryogenics capabilities.
QUALIFICATIONS/SPECIALIZED KNOWLEDGE:
- Extensive geographic market knowledge.
- Knowledge of the Hydrogen and Cryogenics tank trailer industry, including tank trailer regulations.
- Application knowledge of the product line models / vessel types.
- Knowledge of customer base, their history, and appropriate channels to market.
- The position requires strong management skills.
- Ability to build effective relationships with Regional Sales Managers, Distributors, and end customers.
External Contacts:
- Customer Contact – Distributors, repair shops, and fleets via telephone, fax, e-mail, and personal visits. Government and regulatory agencies, and vendors. Industry associations and state associations.
- Purpose – Settlement of warranty claims, collect receivables, order placement, consultative selling, communicate changes in company policy or product updates. Influence decision makers of key associations or demonstrate a leadership role in such organizations within the industry.
- Typical personnel contacted are: Purchasing Managers, Engineers, Fleet Maintenance Officers, Truck operators, Repair facility mechanics, Major Oil Company buyers, Distributor owners / principals.
- Marketing Manager
Managerial/Supervisory Responsibilities: N/A
