BUSINESS DEV MGR presso IGS

Responsible for overall strategic business development activities for IGS. Participate as a member of the IGS team across multiple countries. Responsible for sales activities and marketing initiatives, such as conferences/trade shows, developing sales partner networks, strategic and consultative sales tactics, obtaining and pursuing sales targets, proposal and marketing collateral development, online and in person meetings, sales demonstration support, cold calling, lead generation, lunch and learns, and other project support as needed, for the growth of IGS Solutions in other regions or territories for which there may not be direct commissions or other specific activity-based incentives.  Works as a member of the team at IGS with other IGS sales, technical, and operations personnel on various projects.

Critical Success Factors:

• Strong business acumen 
• Strong relationship building ability
• Strategic thinker
• Presentation skills
• Excellent verbal and written communication skills
• Collaborative teamwork skills and ability to work autonomously (self-starter) 
• Excellent judgement and creative problem-solving/analysis skills
• Negotiation and conflict resolution skills
• Effective leadership ability
• Customer Relationship Management (CRM) experience 
• Proficient Microsoft Office program skills
• Ability to identify new business opportunities
• Ability to close high-value business opportunities
• Ability to influence and engage IGS stakeholders
• Ability to productively impact strategic objectives and tactical company initiatives
• Ability to work collaboratively with others in a leadership role to achieve departmental and organizational goals

Essential Duties and Responsibilities:

• Prospect, develop, and close profitable business for IGS in processing industries within a predefined territory
• Support IGS marketing activities with active participation at trade shows, panels, and other events
• Build relationships with end users, customers and other referral sources in order to grow IGS’s business
• Work with outside sales representatives to assist in training, leadership, coaching, and  selling activities within assigned territories
• Frequently communicate with the VP Sales regarding sales activity, plans, and pipeline of opportunities
• Complete sales reports based on call, trip, etc. activities and upload into Salesforce.com, providing visibility into both historical activity, next contemplated selling steps, and sales pipeline
• Share sales leads with members of Sales Team across all territories; work collaboratively with other personnel where multi-person involvement is necessary to secure opportunities
• Solicit from Technology Team input and advice regarding the material and work scope for all IGS product and service lines as needed
• Oversee and/or personally conduct sales inspections
• Collaborate with Proposals Manager; provide requisite information to develop and complete project estimate and proposal, assisting when necessary.
• Present and negotiate proposals to customer to close sale.
• Ensure effective handoff of project responsibility from Sales to Operations
• Serve as Operations support or onsite Project Manager as needed to support project execution
• Promote among workforce an ongoing awareness of opportunities for scope increase and additional applications 
• Participate in broader IGS strategic initiatives, as requested, from time to time
• Support and advance the reputation, market awareness, and brand of IGS

Skills and Abilities Required:

• Must adapt standard industry and professional practices to proprietary IGS processes
• Ability to apply product and service solutions to meet or exceed customer specific needs and expectations 
• Knowledge of industrial sales processes and techniques, including marketing, prospecting, estimating, developing proposals, sales presentations, closing and related activities
• Strong interpersonal skills to build and maintain relationships
• Excellent verbal and written English proficiency and business communications skills
• Knowledge of IGS lines of business, including technical and service capabilities 

Contacts:

• Significant contact with customers, prospects, industry partners, IGS technical and sales staff
• Frequent contact with all levels of internal colleagues 

Decision/Judgment:

• Decisions are guided by a general understanding of the company’s mission, vision, values, standards of operation and mutually determined strategies and objectives
• Extensive judgment is used when interacting with prospects and customers

Effort/Working Conditions:

• Work is performed primarily from home office
• Extensive travel (~60-70%) to build relationships with end users, customers, and other referral sources in order to grow IGS’s business
• Variable schedule including extended hours as needed

 Education and Experience Required:

• Bachelor’s degree in Mechanical or Chemical Engineering
• Master’s degree in business, marketing, engineering or related field 
• Minimum of 5 years of experience in a business-to-business industrial sales position

IGS is proud to be an Equal Opportunity Employer and Drug Free workplace. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, among other things, or status as a qualified individual with disability.