Business Development Manager: Washington D.C. (Commercial HVAC/Controls)

JOB SUMMARY

The Retrofit+ Business Development Manager is responsible for growing Belimo retrofit sales in an assigned territory, with a primary focus on property owners and institutional customers.   

COMPANY'S MISSION AND VALUES

REPORTING STRUCTURE

The Retrofit+ Business Development Manager will report to the Regional Sales Manager responsible for the targeted “Retrofit +” metro area.  This role will have a strong tether to the Business Manager, Retrofit+, Americas.  They will bear full responsibility for agreed upon goals and objectives. 

JOB RESPONSIBILITIES

• Responsible for creating incremental demand for Belimo products through personal sales activities with targeted end users and facility management decision makers by providing energy saving and technical solutions within the scope of Belimo Retrofit+ program.
• Manage the sales and account management processes to qualify and establish long-term relationships with end users to ensure Belimo products are selected and purchased for service and retrofit opportunities, as well as preferred for new construction projects.
• Collaborate with Belimo District Sales Manager, Regional Distribution Business Manager, and Regional Sales Manager to identify target accounts and develop retrofit growth strategies.  Leverage relationships with distributors, service contractors, consulting engineers and energy service companies to develop identified opportunities and convert to a Belimo product sale.
• Develop and manage an overall Business Development Plan (BDP) that focuses on building a tangible pipeline of sales opportunities that will the support the long term sales objective of the Retrofit+ initiative.      
• Use available tools to show customer benefits (financial, environmental, comfort) of implementing a renewal program.
• Support, implement and aid in developing training programs, support tools and marketing collateral as needed. 
• Build relationships with decision makers and influencers of the decision-making process to drive the sale of Belimo Retrofit+ products into existing buildings.
• Guide the Field Support organization to offer building status check-ups, focusing on indoor air quality, water side system performance and existing device functionality and lifespan.
• Use CRM system to maintain customer and project information.
• Attend trade events and join facility groups to represent and promote Retrofit+.
• Work with utility organizations to find funding or programs to aid in building Retrofit+.

REQUIREMENTS

• Bachelor’s degree in technical field preferred. Secondary degree in business development a plus.
• 10+ years’ experience in technical sales (HVAC preferred) and 3+ years in business development, strategic planning.
• Must have a strategic approach to market including successful strategic planning, development and implementation.
• Strong technical aptitude and problem solving skills.
• Strong organizational, inter-personal, and negotiation skills
• Strong communication and presentation skills a must.
• Self-starter a must.  Must be motivated with minimal supervision (home office) to implement and successfully achieve business goals.    
• Proficient in Excel, Word, and other basic computer skills.  
• A minimum of 10% travel is required.