Business Development Manager

Position: General Application - Future Openings
Location: LaPorte Texas 77571
Start Date: Start ASAP
End Date: Long Term
Job Details:
Job Description:
Business Development Manager

Primary Function:

The primary function of the Business Development Manager is to lead and manage initiatives to develop revenue for various STARCON divisions. With this ultimate goal in mind, this position is also primarily responsible for maintaining key client relationships, communicating key market information and representing

STARCON to the marketplace.

The Business Development Manager’s functions include conducting sales meetings with clients, making presentations to clients, reporting on the pursuit of the prospect projects, advancing project opportunities through the sales pipeline, managing key client relationships through routine contact, coordinating bid and proposals activity in assigned accounts and conducting post-project client satisfaction reviews.

The primary performance metric for this position will be the achievement of budgeted revenue in assigned and target client accounts. This position requires the utmost confidentiality and discretion, with potential access to critical and proprietary company and client information.

Work Environment:

The primary work environment will be in a client’s office setting. The team member’s office will be in a STARCON office located in La Porte, TX. Some overnight travel is anticipated.

Roles & Responsibilities:

The roles and responsibilities of a Business Development Manager may include, but are not limited to, the following items:

•Meet or exceed budgeted revenue in assigned or target clients’ accounts, will be primarily responsible for the Southern Texas market

•Conduct sales meetings and telephone calls with clients in order to advance project opportunities through the sales pipeline

o Physically visit the platinum clients (key contacts at these clients) at least four times per year

•Make presentations to clients regarding STARCON’s capabilities and differentiators

•Report on the pursuit of prospect projects using the sales pipeline report and project data sheets

o Complete routine sales reports (CRM or Sales Pipeline) weekly report summaries and revenue reporting, as needed

o Enter new prospects and opportunities into CRM and provide regular updates

•Manage and grow key client relationships through routine business meetings and approved entertainment events.

•Function as “information gatherer” at assigned client accounts; share and communicate key information with other STARCON team members

•Coordinate bid and proposal activity in assigned accounts, including pre-qualification forms, Requests for Information and Requests for Proposals (RFI’s and RFP’s)

•Conduct post-project safety, quality, performance and client satisfaction reviews

o Primary job is to set up the time/date/place of the meeting, then “interpret” the feedback from the client

•Develop and implement written strategic account plans and advance sales strategies

•Identify contacts in client accounts that can help STARCON develop a picture of a 3-5 year look-ahead for turnarounds and projects for that client

•Coordinate other STARCON resources (marketing, operations administrative) in pursuit of new client business

•Specifically target off-season or non-peak project opportunities

•Consistently develop and improve sales call efficiency and effectiveness

•Secure strategic agreements with priority target clients

•Manage assigned national accounts by providing the primary point of contact for corporate headquarters and coordinating other STARCON resources to communicate with all client locations

•Participate in industry trade shows and technical conferences as required

•Participate in regular team member meetings, including safety meetings, business development meetings and proposal review meetings

•Negotiate service contracts (terms and pricing) as required

•Routinely identify and document new business prospects in all STARCON service lines and qualify them against the current Business Development strategy

•Maintain familiarity and knowledge of key STARCON service and technology, strategic initiatives, safety and operations programs and business development practices and procedures

•Participate in the constant branding of STARCON through the proper use of logo, tag line and other marketing tools

•Call on other prospects (engineering firms, other owners) to identify collaborative work opportunities

•When visiting jobs/projects, be seen at the safety meetings to make STARCON’s commitment to safety clearly known

•Complete travel expense reporting efficiently and on-line

•Communicate with other team members, management, clients and others in a courteous and professional manner

•Comply with and abide by all STARCON’s regulations, policies, work procedures and instructions

Qualification Guidelines:

  • Experience:

o Minimum of ten years previous experience in sales or business development

o Previous experience in industrial construction or maintenance needed

  • Education/Certifications:

o Bachelor’s degree in Business or a technical field

  • Licensures /Clearances:

o Must have valid driver’s license

o Must have TWIC card

  • Skills:

o Successful track record of exceeding sales goals and meeting quotas for setting qualified appointments with C-level executives

o Demonstrate leadership qualities and possess strong organizational skills

o Ability to think strategically based on knowledge of client’s business

o Excellent verbal and written communication skills

o Proven experience in selling and generating business at executive level

o Proven success in acquiring new accounts (including cold calling) and expanding existing accounts

o Demonstrate ability to build trusting relationships with all levels of client organizations from executive to field level

o Strong personal initiative and drive for results, with proven program execution skills

o Creative problem solving skills

o Willingness to travel

o Strong working knowledge of Microsoft Office software (Word, Excel, Outlook and Power Point)

  • Physical:

o Must comply with STARCON’s drug and alcohol policy

o Must be able to pick up and lay down boxes with office supplies or documents, weighing up to 20 lbs.

  • Safety/Environmental:

o Knowledge of general office environment and associated hazards