Business Development Manager
Fives Group / Fives MRO is a leading solutions provider in
reliability-centered industrial maintenance and MRO services.
About Fives Group:
Fives Group, headquartered in Paris, France, is an industrial engineering
group founded in 1812 that designs and supplies machines, process equipment
and production lines for the world’s largest industrial groups including
the aluminum, steel, tube and pipe, glass, automotive, aerospace,
logistics, cement and energy sectors. In 2018, Fives achieved sales of $2
billion with a team of close to 8,500 employees and a network of over 100
operational units in over 25 countries.
Summary:
Works independently to grow sales and profitability by adding new customer
locations. Develops and implements a sales strategy for growing sales and
profitability through identification of customer's needs and then delivers
sales solutions to customers through appointments, needs analyses,
presentations, and proposals. Has ownership and responsibility for sales,
profitability and total customer satisfaction for all new customer
locations.
Responsibilities:
* Candidate must have experience in securing maintenance contracts and
maintenance projects.
* Meets sales objectives by dollar volume and profitability.
* Develops growth plans for sales and profits by identifying new
prospects and building pipeline of qualified accounts.
* Maintains appropriate sales pipeline to achieve objectives.
* Works independently to grow sales by developing business at new
customer locations.
* Presents Company services and value proposition to customer and
customer groups.
* Identifies and builds excellent relationships with key decision
makers/executives within target customer account organizations.
* Qualifies, probes and uncovers opportunities to deliver value to
customers.
* Develops effective customer needs analyses.
* Coordinates with operations managers to develop business proposals
that align services to be delivered with customer needs and
expectations. Effectively communicates deliverables and value
benefits to the customer’s key decision makers.
* Develops, presents and delivers effective proposals based on customer
needs that deliver value and solve their business needs using
consultative selling methodology.
* Ability to persuade decision makers of value presented in proposals
and to close sales.
* Has responsibility for customer satisfaction; investigates and
resolves customer problems consistent with company service delivery
philosophy.
* Manages effective transition of new customers for on-going account
maintenance and growth.
* Prepares required reports of sales activity in the CRM and prepares
expense reports.
* Has a sustained record of sales achievement.
* Has complete knowledge of organization's policies, products and/or
services.
* Estimates time and sales expenses expected and submits to management.
* Analyzes records of present and past sales, trends and costs,
estimated and realized revenue, administrative commitments, and
obligations.
* Interprets accounts, trends, competitive intelligence and records to
management.
* Ability to serve on committees or teams to develop large proposals.
* Helps serve as a training resource for new sales employees
* Successful completion of skill level required for Sales
Representatives and/or proven track record of customer and territory
management.
* Must be at team player, organized, self-motivated and able to
prioritize; must have outstanding people and communication skills for
interaction with other team members, customers, and management; must
have ability to work successfully with computers and software; must
be able to legally operate a motor vehicle and have a good driving
record.
* Ability to: read, analyze, and interpret general business
periodicals, professional journals, technical procedures, or
governmental regulations; write reports, business correspondence, and
procedure manuals; effectively present information and respond to
questions from groups of managers, customers, and the general public;
calculate figures and amounts such as discounts, interest,
commissions, proportions, percentages, area, circumference, and
volume; apply concepts of basic algebra and geometry; apply common
sense understanding to carry out instructions furnished in written,
oral, or diagram form; deal with problems involving several concrete
variables in standardized situations.
Success Metrics:
* Pipeline Management
* Quota achievement
* Qualified Opportunity Generation
* Customer satisfaction
Qualifications:
* Bachelor’s Degree in Marketing, Business or related field and 5
years of experience or equivalent combination of education and
experience.
* Minimum 5 years documented track record in significant/complex
consultative services-led sales engagements and multiparty
negotiations with partners and Clients
* Manufacturing industry knowledge
* Able to negotiate contracts
* Possesses a strong financial and business acumen
* Strategic planning
* Presentation skills
* Excellent Communication skills
* Problem solving
Benefits:
* Major Medical
* Dental
* Vision
* Life
* Short term and long-term disability
* Holidays
* Personal Time Off
* 401k with company match