Thermon
Overview
The Business Development Manager, Rail & Transit is accountable for the sales growth, project management, and technical application of Thermon engineered products for railway applications in the United States. Focused on the generation and growth of new and existing accounts, the BDM Rail works with internal teams across multiple manufacturing plants to manage projects from quotation/design to the purchase order/production stage. Through research, marketing, and direct sales calls, the BDM Rail grows Thermon revenues by generating new business opportunities.
Location Remote (Northern US or Canada)
What You Will Do
Sales and Product Line Leadership: Provide product line leadership on priorities for new product development, engineering, research and development, and marketing; lead product business initiatives in annual budgets, strategic initiatives, mergers and acquisitions, and expanding Thermon’s global sales and manufacturing footprint
Account Management and Development: Grow engineered and standard rail product sales across all segments; develop a deep understanding of customer processes and applications; develop technically feasible and cost effective rail product solutions; deliver product presentations and training; develop and execute strategies, tactics, and plans; grow close working relationships within customer organizations; drive sales growth to achieve targets; execute growth initiatives as determined by Senior Management; identify and target key decision makers across customer groups including end user engineers and managers, end user field level, district or regional supervisors or managers, end user operations supervisors and managers, engineering consulting firms and EPCM organizations, as applicable, original equipment manufacturers (OEMs), and procurement staff; notable key customers would include: CN, CPKC, Metrolinx, City of Edmonton, QNS&L, City of Calgary, Port of Montreal
Maintain awareness of opportunities within accounts, such as capital projects or maintenance, repair and operations (MRO) requirements, to identify opportunities for rail products
Deliver and follow up on quotations to customers and potential customers; maintain ethical business practices; participate in trade shows; provide technical expertise on Thermon products and applications; provide technical expertise to determine feasible and cost-effective solutions; secure orders including, definition of delivery dates and terms, terms of payment, expediting orders and communicating information to customer; understand and define customer requirements and expectations; work closely with other company departments to ensure customer requirements and expectations are fully met; educate customers on rail product capabilities and strengths; manage pricing and risk
Research and Strategy: Prepare detailed and timely activity plans and schedules, activity reports, CRM reports; investigate requirements to acquire new customers and expand existing markets; provide management and technical guidance of key initiatives directed towards application of the Company’s rail products with key end users and industries; provide strategic advice to Senior Management on the definition and development of rail product offerings; research industry trends, needs, and opportunities; continuously improve marketing techniques, materials, and strategy
Education and Qualifications The Business Development Manager, Rail requires the following combination of experience, skills and personal attributes:
An business or engineering degree, preferably mechanical or electrical discipline, designation as a Certified Engineering Technologist
A solid track record of successful rail related sales
Knowledge of railway track together with an ability to develop an appropriate understanding of electrical and heat transfer concepts
Or, an equivalent combination of education and industry experience
Success Factors
Able to achieve results with minimal direct supervision
Able to effectively develop multi-level working relationships with customer organizations
Able to prepare and deliver effective technical sales presentations
Able to quickly learn technical concepts and product applications
Superior analytical problem-solving skills
Superior verbal and written communication skills
Superior teamwork and leadership skills
Seniority level Mid-Senior level
Employment type Full-time
Industries Appliances, Electrical, and Electronics Manufacturing
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Location Remote (Northern US or Canada)
What You Will Do
Sales and Product Line Leadership: Provide product line leadership on priorities for new product development, engineering, research and development, and marketing; lead product business initiatives in annual budgets, strategic initiatives, mergers and acquisitions, and expanding Thermon’s global sales and manufacturing footprint
Account Management and Development: Grow engineered and standard rail product sales across all segments; develop a deep understanding of customer processes and applications; develop technically feasible and cost effective rail product solutions; deliver product presentations and training; develop and execute strategies, tactics, and plans; grow close working relationships within customer organizations; drive sales growth to achieve targets; execute growth initiatives as determined by Senior Management; identify and target key decision makers across customer groups including end user engineers and managers, end user field level, district or regional supervisors or managers, end user operations supervisors and managers, engineering consulting firms and EPCM organizations, as applicable, original equipment manufacturers (OEMs), and procurement staff; notable key customers would include: CN, CPKC, Metrolinx, City of Edmonton, QNS&L, City of Calgary, Port of Montreal
Maintain awareness of opportunities within accounts, such as capital projects or maintenance, repair and operations (MRO) requirements, to identify opportunities for rail products
Deliver and follow up on quotations to customers and potential customers; maintain ethical business practices; participate in trade shows; provide technical expertise on Thermon products and applications; provide technical expertise to determine feasible and cost-effective solutions; secure orders including, definition of delivery dates and terms, terms of payment, expediting orders and communicating information to customer; understand and define customer requirements and expectations; work closely with other company departments to ensure customer requirements and expectations are fully met; educate customers on rail product capabilities and strengths; manage pricing and risk
Research and Strategy: Prepare detailed and timely activity plans and schedules, activity reports, CRM reports; investigate requirements to acquire new customers and expand existing markets; provide management and technical guidance of key initiatives directed towards application of the Company’s rail products with key end users and industries; provide strategic advice to Senior Management on the definition and development of rail product offerings; research industry trends, needs, and opportunities; continuously improve marketing techniques, materials, and strategy
Education and Qualifications The Business Development Manager, Rail requires the following combination of experience, skills and personal attributes:
An business or engineering degree, preferably mechanical or electrical discipline, designation as a Certified Engineering Technologist
A solid track record of successful rail related sales
Knowledge of railway track together with an ability to develop an appropriate understanding of electrical and heat transfer concepts
Or, an equivalent combination of education and industry experience
Success Factors
Able to achieve results with minimal direct supervision
Able to effectively develop multi-level working relationships with customer organizations
Able to prepare and deliver effective technical sales presentations
Able to quickly learn technical concepts and product applications
Superior analytical problem-solving skills
Superior verbal and written communication skills
Superior teamwork and leadership skills
Seniority level Mid-Senior level
Employment type Full-time
Industries Appliances, Electrical, and Electronics Manufacturing
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