Business Development Manager
HMT is the global leader in aboveground storage tank solutions. HMT brings a distinct level of innovation and service to the tank industry through a unique approach of partnering with customers to optimize tank operations. Knowing that every customer's need is different, we use our decades of experience to customize solutions that help tank operations become more efficient, more productive, and more profitable.
Essential Duties and Responsibilities
Prospecting and Business Development
- Research and understand the market within the regional territory, including all potential customers and their relative size and potential to utilize HMT products or services
- Understand key business drivers of each potential customer in the tank construction and maintenance areas
- Understand competitive situation within each potential customer, including current tank contractors and product & service providers
- Gain valuable tank outage schedule information and collaborate with HMT Operations Management in order to position HMT in a lead position through proactive, pre-outage sales activities
Sales Planning and Strategy
Be able to assess, qualify and rank existing / target customers in order to prioritize resource allocationDevelop and maintain Key Account Planners for strategic accounts and growth opportunitiesDefine sales objectives that are in alignment with regional strategy and revenue goalsDefine and regularly maintain tactical plan (Sales Action Items) to sustain progress toward sales objectivesSales Activities
Conduct sales-related activities in person and by email & phone to promote HMT products and services to potential clients; including but not limited to :Cold calls and introductory presentationsPresenting HMT products and service capabilities for both generic or tank-specific opportunity situationsConsulting on specific tank opportunities in order to position HMT as a primary technical advisor for the projectEffectively handling technical inquiries to get the customer rapid, accurate and effective response to technical questionsMaintain regular schedule of contact with customers via phone and on-site visits to uncover upcoming projects and secure the opportunity to provide proposals for products and servicesDevelop and strengthen relationships with key decision makers and influencers in order to further advance our presence and sales objectives within each customerUnderstand customer needs and assist customers to select the right equipment and / or services for their applicationsAchieve specification of HMT products for projects and facilities in the territoryGenerate proposals for HMT products; including equipment selection, cost estimating and proposal customization in order to optimize our value propositionSecure opportunities for HMT to bid on specific repair & maintenance and / or product opportunitiesCollaborate with other regions and support cross-regional sales efforts by providing intelligence and making calls on cross-region stakeholders that reside in their territoryBudgeting, Forecasting and Management Communication
Provide timely and directionally accurate market activity information, including forecasts and market condition information to assist management with making business decisionsPlay a critical role in the budgeting and forecasting processes, including conducting customer spending surveys and providing information about upcoming tank outages and major projectsProvide regular updates in the form of opportunity trackers and re-forecast intelligenceProvide regular updates to sales & operations management to facilitate support and collaborationProvide market condition information as requestedActively participate on sales team calls to share sales best practices, collaborate on strategies to close sales, and share market & competitive intelligenceQualifications & Education
Willing to travel (Weekends and overnight may be required Estimated travel up to 75%) Average. Must reside in the greater Los Angeles area. Covering the territory : California, Nevada, Arizona. Minimum of oil and gas industry experience in the Construction, Industrial, Manufacturing, Sales, Business Development and Management. Excellent written and oral communication skills.
HMT is an Equal Employment Opportunity Employer. We will not tolerate discrimination because of race, color, religion, sex, age, national origin, military or veteran status, mental or physical disability, genetic information, gender, gender identity or expression, sexual expression, or any other unlawful reason. All qualified applicants are encouraged to submit applications for employment. Employment with HMT is At-Will.
