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Business Development Manager
2 months ago
POSITION SUMMARY:
The JohnsonMarCraft Business Development Manager is dedicated to managing the day-to-day activities and securing orders with satisfactory margins from assigned accounts and markets. This will include, but is not limited to:
Working individual requests for quotes to provide an optimal and satisfactory solution for the customer that also satisfies margin goals for The Company.
Educating and working with key accounts within market assignments to develop relationships on behalf of The Company for the purpose of producing not only immediate sales but future sales through travel and in-office activities.
Properly recording pertinent information regarding accounts and projects obtained by the process of working projects and developing relationships within territories into our CRM system.
Secure a stronger company position within assigned market territories for the purpose of immediate and future sales.
Executing clean project handoff to post sale team of successfully closed orders.
Monitoring of projects after a project has been awarded through submittal and production process through to end of warranty period.
Maintaining customer relationships beyond warranty period if specific project has been identified as potential Demo (or Problem) Site.
Present and develop end-users, engineering firms, mechanical contractors, general contractors, and other relevant groups in assigned markets.
Execute assigned projects or assigned divisional goals.
Take on additional project responsibilities depending upon the needs of The Company.
FUNCTIONS & RESPONSIBILITIES:
Perform supporting roles for all Sales Representatives and Johnson Sales Engineering Manager.
Work as a team to drive toward opportunity and booking goal in assigned markets.
Read and interpret technical specifications (Bid documents) and plans (Blueprints). Compile information such that an accurate estimate can be completed to develop final bid pricing.
Apply common HVAC unit components in accordance with manufacturer's recommendations, design standards, as well as industry standards.
General understanding of project terms and conditions regarding how they impact pricing.
Develop "Project Proposal Specification" or scope of work using applicable information from bid documents and component selections. Format of scope to be consistent with current Johnson scope guidelines.
Travel to close projects and to deliver presentations.
Achieve quote and order goals within assigned market territories by performing sales related functions which may include, but is not limited to, market research, attending trade shows, performing presentations to key accounts within market territories, establish partner and end user relationships, evaluate and assess potential jobsites for the purpose of quoting and ultimately selling Johnson core products.
Develop and maintain "positive productive" relationships with Factory Representatives, Engineers, Vendors and other accounts and contacts.
Update and maintain database such that bookings projections report and shipping projections report are accurate.
Individual quote files to be kept to a minimum of 30 days current via follow up calls and reporting.
Manage and prioritize workload as customer defined deadlines are requested and adjusted on a daily basis. Target completion of each quote 24 hours prior to request date of customer for accurate PEER review.
Maintain CRM for quote activity/revision level/close dates/partners/etc.
Monitor expired opportunities within market assignments and report to Sales Engineering Manager when updates are not being performed.
Monitor project through submittal and production through to warranty expiration.
Maintain relationship with customer beyond warranty period if project has been identified as potential demo site.
Assist Application Engineering in PEER review of submittal to confirm items submitted as agreed in "selling" process.
Protect the Company in day-to-day duties while maintaining great relationships with customers of all types.
QUALIFICATIONS:
Bachelor's degree in mechanical engineering (minimum)
5 years' prior experience in HVAC design or HVAC manufacturing industry
Strong communication, writing and interpersonal skills
Proven knowledge of HVAC terminology
Proficient in Microsoft Excel and Word
Ability to work on a team
Focused, ambitious and goal-oriented
Ability to travel as needed both in the US and Internationally.
Great organizational skills with the ability to prioritize and complete multiple tasks on-time.
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