Regional Business Development Manager

JOB SUMMARY

The Regional Business Development Manager (RBDM) is responsible for growing Belimo’s business by creating incremental preference and demand for Belimo products from indirect customers, such as Mechanical Contractors and End Users, through their selling efforts.  The RBDM provides strategic growth leadership for Belimo’s Distribution sales channel in the assigned Region, closely collaborating with the territory District Sales Managers (DSM) and Regional Sales Manager (RSM).

COMPANY'S MISSION AND VALUES

REPORTING STRUCTURE

The RBDM reports to the Distribution Sales and Business Development Manager, US and bears full responsibility for agreed upon goals and objectives.  There is a strong link to the Regional Sales Manager, who has ownership over the total business growth in the region through the contracting and distribution sales channels

JOB RESPONSIBILITIES

• Collaborate with the Regional Sales Manager (RSM) and the Region’s District Sales Managers (DSM’s) to develop agreed upon territory growth plans, focusing on key initiatives with target Mechanical Contractors and End Users (who do not purchase directly from Belimo).  This incremental growth will primarily be realized through Belimo’s Distribution sales channel.  Each territory strategy including assignments and tasks will be unique, dependent on the market and customer dynamics.
• Create incremental demand for Belimo product through personal sales efforts at target Mechanical Contractors and End Users, establishing Belimo as the preferred (or “standard”) valve, actuator and sensor product.
• Collaborate with the District Sales Managers on specific account management plans for each customer.  Initiate and develop long-term relationships with key personnel at target Mechanical Contractors, End Users, as well as the Platinum Distributors, as defined by those account management plans. Conduct regular reviews to measure progress towards achievement of goals and objectives and adjust activities accordingly.
• Leverage Belimo training offerings by developing and implementing training programs (in person, online, self-study) to elevate the confidence and knowledge of the Mechanical Contractor service technician and End User facility operation teams (including replacing competitive product with Belimo). Training is a key differentiator.
• Lead the effort with the DSM to develop a Business Development Plan (BDP) with each Platinum Distributors, incorporating a comprehensive set of actions to achieve the desired growth across all facets of the Distributor’s business.
• Work with Mechanical Contractor special project / service divisions and End User facilities staff to improve building efficiency and promote Belimo’s product offerings. Establish growth strategy with qualified Mechanical Contractors to target key market segments such as Health Care, Education and Institutional facilities (central plants).

REQUIREMENTS

• Bachelor’s degree in technical field strongly preferred.  Secondary degree in business development (MBA) a plus.  
• 5 years+ experience in technical sales (HVAC preferred) in the Building industry required.  2+ years in business development, strategic planning preferred.
• Must have strategic approach to market, including successful strategic planning/implementation and work collaboratively in a team environment.
• Strong organization and problem-solving skills.
• Strong relationship building, sales, presentation, and negotiation skills.  
• Self-starter.  Must be motivated to develop and execute strategies and account management plans, balancing immediate business needs with longer term objectives.
• Proficient in Word, Excel and PowerPoint along with other basic PC skills.
• A minimum of 60% travel is required.