Business Development Manager

2 months ago

Norwich, United States Matrix Full time
Description Job Summary

The Business Development Manager is responsible for sales of the Company's products and services in their designated region. 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 Northeast Business Development Manager will focus on Engineering companies, Developers, General Contractors, and Renewable Energy customers from Maryland to Massachusetts where Matrix can offer value with our construction capabilities for these clients. The goal is to grow our Transmission & Distribution (T&D) electrical business in the territory while also identifying and closing deals for our E&I group, our above ground storage tank group, and energy operating units.

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.
  • 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.
  • 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 territory 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.
  • Manages the company proposal and contract development policy and ensures opportunity reviews and approvals are completed as required by the policy.
  • Leads the proposal development process, including development of the capture strategy by collaborating with Estimating teams to ensure the capture strategy aligns with the estimating strategy, and facilitating proposal develop 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.

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

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 T&D construction industry preferred with good understanding of the electrical T&D marketplace, effective commercial contracting skills, and strong 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 Vision, 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.

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