Business Development Manager

Ensuring Chart’s Success…

Cooler By Design” – Chart’s core business is centered around the design and fabrication of cryogenic equipment; so you can see where we get our tagline from, right? Well, yes and no – see, we think the products we design and build are pretty cool too. Also, we’re problem solvers. Customers don’t come to Chart with an equipment specification, they come to Chart with a challenge. That’s where you come in, because someone has to figure it out – all the way from conceptual design to installation and commissioning of equipment on-site. Chart’s mission is to provide full solutions across the Nexus of Clean™ – clean power, clean water, clean food, and clean industrials. The diverse applications we service echo our commitment to sustainability – from providing full hydrogen solutions across the value chain, offering small and industrial scale carbon capture solutions to customers globally, creating water treatment systems responsible for treating 4.5 billion gallons of water per day in the U.S. and delivering clean water to over a billion people worldwide, providing equipment and solutions for mission critical space launches, decarbonizing the marine industry, and electrifying the mining space. Chart even contributes to the food and beverage industry by making some of your favorite carbonated beverages possible – If nitro coffee or nitro ice cream is your thing – well, that’s Chart technology too (and it’s also cool)!

Interested in learning more? Take a tour of Chart City to get a feel of how Chart equipment solutions impact our daily lives.

What Your Core Responsibilities Will Be…

Consistently deliver profitable growth by providing our customers with value-add solutions by leveraging our Regional Sales Managers and Route to Market throughout the Aftermarket Americas Region (Canada, United States and South America)

Primary role:

• Develop strategic territory business plans, budgets, forecasts by product and market, establishing new customers and supporting existing key customers
• Provide the Sales/Marketing organization with insight into customer/market opportunities, data analysis, competitive intelligence and trends to drive and achieve Aftermarket Strategy
• Lead and execute the internal/external sales strategy, enabling our customers’ success, adapt and innovate. Strive for excellence in collaborative networking between all Howden Business Units. Empower our sales force by utilizing relationships and knowledge of the marketplace with Howden’s products and services. Maximize our Route to Market structure through diversification of our products, services and people.
• Delivery innovative and thought provoking marketing content to internal and external customers.  For internal customers, such as Key Account Managers and Sales Representatives, the individual will utilize digital, printed media and other delivery mechanisms to efficiently promote Chart & Howden solutions, capabilities and connectivity to the end-users.  For external customers, such as end-users, the individual will liaise sales and other teams to develop a comprehensive external campaign and communications plans. 

Your Day-to-Day Activities Will Be…

• Collaborate with entire Aftermarket Team to develop, communicate and execute the integration and cross-functional competencies in driving developmental synergies
• Establish, implement and communicate SMART goals and objectives alongside management peers
• Increase visibility of our Install Base and generate opportunities by evaluating the market against our competitors
• Assist Sales in closing contracts by value proposition and key positioning with Global capabilities
• Responsible to provide accurate reports to monitor performance measurements and targets established for Sales
• Increase sales effectiveness by increasing their product knowledge through educational offerings, marketing materials, communications and technology so that the focus is on value selling solutions, not products
• Evaluate customer needs by recognizing and introducing bundling opportunities that achieve both customer solutions and profitable growth for the organization
• Recognize that selection, development, and retention of key sales is one of the primary objectives of this role in coordination with Key Account Management
• Promote and sustain a continuous improvement culture
• Continually gather critical site information about Howden’s install base to prospect for additional opportunities and improve global visibility of our Aftermarket business utilizing Infor Customer Relationship Management tool
• Coordinate marketing and external branded document material development and ensure materials adhere to brand standards throughout all business units in addition to conducting brand audits 
• With department manager’s support, work collaboratively with aftermarket teams to create and manage cross-organizational, integrated marketing plans (annual basis, internal & external)
• Develop and execute marketing communication plan for key industries and New Product Development based on the organizations strategic plan.
• Handle internal communications such as internal monthly newsletters, company intranet, etc.
• Lead campaign planning and execution for aftermarket
• Establish yearly campaign plans based on market analysis, company strategy, and feedback and support from sales and commercial leadership.
• Develop and implement a range of communication materials, including sales tools, brochures, content, emails, and other marketing collateral as needed to company brand standards.
• Lead and execute planning of Marketing-related responsibilities and coordinate with other business entities.
• Evaluate campaign execution and develop plan for “best practices” to be distributed to other business units.
• Work as necessary with global and local internal customers to ensure campaign awareness, coordination, and other aspects are executed to plan.
• Lead project management and material development for all aftermarket trade shows within region
• Coordinate entire events and lead pre and post-event activities
• Lead employees in lead capture and follow-up to determine show value
• Develop & reevaluate trade show plan on an annual basis to ensure that they are still the best shows and give positive ROI
• Manage local customer Net Promotor Score process as well as the coordination of release of surveys
• Collate and report on customer feedback to help drive net promoter status
• Engage in continuous improvement for processes included in and adjacent to job role. Recognize and resolve customer satisfaction issues (both internal and external).
• Responsible for creating and updating Sales and Marketing Dashboards with key matrixes and performance indicators as defined by the Director of Sales & Business Development

Your Education Should Be…

• Bachelor’s Degree in a marketing and/or business-related disciplines or experience commensurate with a degree 

Your Professional Experience Should Be…

•  
• Minimum 5 years of relevant business development including sales, marketing/campaigning, product development and management, engineering, and customer service
• An intimate understanding of the Industrial & Power markets as it relates to the Energy Industry
• Knowledge in rotating equipment as utilized in air and gas handling industry
• Ability to create and maintain strong relationships with customers, reps and internal customers
• Experience in managing distribution, packaging and sales reps
• Understands negotiation and customer issue resolution
•      Strong interpersonal skills – active listener, clear and concise communicator (both oral and written); proven collaboration skills
• Effective analytical skills in application
• Proven ability to negotiate T&Cs, generating and executing Master Service Agreements or Long-Term Service Agreements
• Comfortable presenting in working environment skills, i.e. lunch-and-learns, Webinars, Conference, Users Groups, etc.
• Able to work independently managing time, schedules and customer interface
• Proven ability to interact in the “virtual world”
• Experience selling highly engineered equipment and products including services
• Proven ability to influence cross-functional teams without formal authority
• Proficient in Microsoft Office products, specifically Power Point, Word, Excel
• Experienced within a B2B marketing environment
• Forms constructive relationship experience/knowledge with industry standard CRM systems (Infor, Salesforce, Hubspot, etc.) Design and Graphic Software Experience (Tableau, Sisense, Power BI and advanced Excel)

Chart is an equal opportunity employer...

Need an Accommodation...

Need an accommodation with your job application or recruitment process? Let us know! Chart Industries welcomes qualified individuals with disabilities and provides reasonable accommodations for the hiring process. Don't hesitate to contact the [Human Resources Department] at 770-721-8838 or chartrecruiting@chartindustries.com to discuss your needs.