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The Business Development Manager (BDM), Infrastructure spearheads strategic business development initiatives within a designated geographic territory, serving a pivotal role in advancing Victaulic solutions. Focused on enhancing specification standing through a market-centric approach, their primary objectives revolve around implementing the market box strategy, collecting valuable market intelligence, and obtaining comprehensive project information, including detailed scopes of work. The BDM proactively cultivates Victaulic opportunities by targeting, engaging, and influencing key stakeholders, including owners and engineers.
Job Responsibility:
Strategically evaluate assigned territory, collaborating with the Regional Business Development Manager and/or Divisional Sales Leader to prioritize target accounts
Develop and execute an annual business plan aimed at elevating Victaulic's specification standing, emphasizing a comprehensive market box strategy encompassing both master and project specifications, as well as owner guidelines
Drive the penetration and expansion of Victaulic's influence within assigned accounts (owners, engineers, GCs) by crafting and fortifying owner guidelines, master specifications, and project specifications
Leverage Salesforce to effectively capture, share, and collaborate account and project details with the commercial sales team, ensuring seamless communication and coordination
Facilitate effective project handoffs at the appropriate phase of the project lifecycle with the commercial sales team
Attains comprehensive expertise in various aspects, including: Product features and benefits, account influences, market and product applications, and technical language, encompassing material science knowledge
Specifications as an industry document, comprehending both content and language intricacies
Competitive products and their positioning in the market
Cultivate and foster industry connections with clients and prospects
Stay abreast of market trends and competitor dynamics
Employ strategic social engineering to enhance relationships and gather market intelligence
Engage with local trade organizations and professional associations, actively becoming integral to the industry fabric in the assigned territory
Fulfill additional responsibilities as assigned
Requirements:
Bachelor’s degree in civil engineering or mechanical engineering is strongly preferred
10+ Years of Experience in selling and/or engineering
Previous sales experience preferably related to the commercial construction industry or engineering fields
Proven track record of success, including business development, sales, and account management while achieving targets and complex sales
Engineering skills in writing and developing design specifications a plus
Proficient project management and communication skills
A self-starter who enjoys working in an autonomous leadership role while being a member of a team of highly skilled colleagues
Ability to demonstrate drive, resiliency, and adaptability while possessing a team mindset
Ability to demonstrate learning agility, creative thinking, problem solving and resourcefulness
Solid organizational and time management skills
able to work in a virtual setting with minimal supervision
Capable of lifting 50+ pounds
Willingness to travel overnight as required by the position and territory
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