Business Development Leader - Specialty Products bei Central States Industrial

Job Description:

CSI provides hygienic pipe, valves, fittings, pumps, and heat exchangers to industrial companies and industrial service providers. This is a dedicated sales role designed to drive the adoption and growth of two key products: Current products are Pipetite and Light on Cells.

This role functions as a direct sales engine, responsible for accelerating revenue through focused and accountable effort. Collaboration with other sales members is minimal�this is a frontline role for revenue generation.

CSI employees are fully engaged in our culture, committed to excellence, and willing to learn, grow and develop their skills. CSI People demonstrate energy and excitement about our industry and daily challenge themselves to provide excellent sales and service to our customers.

Salary: $75,000 - $100,000 annually plus incentives

Primary Functions

• Make systematic and efficient sales calls
• Learn characteristics, including specific market, of each customer in order to determine what products we have the most potential to sell to them
• Engage with the project managers, design team, and process engineers achieving a thorough understanding of their processes
• Respond to customer requests for information in a timely manner - daily
• Proactively identify, question, and suggest changes to standard procedures
• Contribute to overall vision of increased sales through accountability and relationship management - daily
• Actively engage in continual advancement of knowledge in our equipment and sales philosophy
• Develop rapport with and delegate appropriate tasks to the assigned inside sales representatives, business development leaders, project managers, and estimators
• Communicate special customer needs to customer service, special alloys and design in organized and well documented manner � daily
• Enter notes in Infor CRM, per procedure, to document all completed and scheduled activities - daily
• Understand and follow established procedures for sales, project management, purchasing, and returns - daily
• Create and continually update a learning plan with a personal SWOT
• Demonstrate a functional understanding of the maintenance and operation of CSI equipment
• Train customers on new equipment or techniques for maintaining existing equipment
• Maintain a positive relationship with sales personnel for equipment manufacturers such as Alfa Laval and others
• Work with marketing director to formulate appropriate marketing strategies to assist the team in achieving its goals
• Qualify customer requests for store accounts and set them up in accordance to existing SOP

Sales Activities

• Responsible for proactive calls, aggressive lead follow up and communication in order to promote CSI products and develop positive business relationships with customers and vendors for CSI.
• Qualify web leads for projects in distribution and fabrication.
• Preform follow up on all house account fabrication quotes, and significant house account distribution quotes.
• Manage new customer relationships for the first year.
• Qualify ecommerce account requests for new customer set up.
• Cold calls to other strategic customer segments establishing speaking partners and identifying compelling product offerings.
• Adopt, maintain, and propagate a philosophy of accountability for CSI sales and customer relationship functions.
• Provide leadership for support team members by exhibiting professional and ethical conduct as well as a strong work ethic
• Build and maintain relationships with influencers and decision makers at customer and prospect accounts and create connections between CSI customer support personnel and those contacts.
• Develop, maintain, and grow relationships with CSI support personnel to further grow awareness, and revenue. Examples of support personnel and their role:
• o Customer Service � Part quoting and order entry
• o Estimating and Design � Fab and Field quoting and execution
• o Marketing and sales support
• o Accounting
• o Purchasing

Reporting Requirements

• Submit activity report per procedure
• Communicate strategic plan and progress to manager.
• Maintain lists of major opportunities or initiative and email to affected department manager with status and dates � monthly

Performance Metrics

• New Customer Contact, Revenue, and Margin
• Customer Contact Attempts and Actuals as recorded in Infor CRM

Position Requirements:

Education/Training:

• High School diploma or equivalent
• College credits, desired; BA/BS degree, strongly preferred
• Technical (mechanical) emphasis, preferred

Experience:

• Minimum 2 years proven inside sales experience, preferred
• Strong phone presence and experience, required
• Excellent verbal and written communication skills, required
• Computer proficiency, required
• Excellent MS Office (Outlook, Excel) experience preferred
• Industrial food or pharmaceutical, preferred

More than 40 hours per week may occasionally be required in order to achieve the productivity necessary for this position. Overnight travel, Saturday, Sunday and holiday hours may occasionally be required but are not anticipated with this position.

This position requires the ability to interact with employees verbally and in writing, remain in a stationary position for 80% of the workday, have close visual acuity, and constantly operate a computer and other office productivity equipment, such as a phone, copy/fax/scan machine, computer keyboard and mouse with or without reasonable accommodation. This position also requires the ability to occasionally lift, stoop, bend, and lift office products and supplies, up to 20 pounds.

CSI has a long standing policy of Equal Opportunity in employment. Our practice is to fill positions by selecting applicants who can perform the work in a competent and professional manner. We do not discriminate on the basis of age, sex, race, color, religion, national origin, sexual orientation, gender identity, protected veteran status, or individuals with disability. U.S. federal law requires completion of employment eligibility verification upon hire. CSI participates in E-Verify. Must have the right to work in the United States.