Business Development Manager, Energy Upgrades

The Business Development Manager, Energy Upgrades plays a pivotal role by working with assigned key accounts, target segments, and assigned customers-of-scale to produce a robust solution-selling pipeline for our Technical Sales Representatives, Agents, and Channel Partners. You will have the opportunity to educate and engage with stakeholders on the Armstrong Value Proposition and Design Envelope Technology solutions for Energy Upgrade opportunities. This position is based out of global head-office in Scarborough, Ontario. In addition to annual initiatives, the key accountabilities of this position are: Sales Execution

• Coordinate all facets of the sale of Company products and services to achieve defined annual targets for bookings, shipments, and margin
• Responsible for achieving or exceeding the annual individual sales plan
• Expected to prospect for new-name customers on a monthly basis
• Provide market coverage to ensure segment growth, customer support, and the delivery of Armstrong Design Envelope value proposition
• Proposes and sells cloud services, including 'Pump Master' and 'EcoPulse', as well as other optimization packages
• Drive market penetration, customer support, project winning, training, education and new customer acquisition to achieve sales objectives.
• Responsible for project winning and effective utilization of the Armstrong Sales process and tools.
• Work in collaboration with our Regional Sales managers and representatives, join negotiations and support to close deals
• Ensure Armstrong Design Envelope solutions and benefits are included in the bid, documents to increase efficiency and reduce lifecycle costs for the client
• Facilitate interactive workshops and training activities, seminars and product introductions with targeted accounts
• Entering metrics into our Customer Resource Management (CRM) software, daily
Business Development
• Analyzing construction project activity to stay abreast of project opportunities and influence bid criteria
• Proactively building relationships with assigned customers of scale to position Armstrong as the Basis of Design and grow this ratio
• Focus on business development in key vertical markets such as District Energy and Data Centers
• Leverage stimulus spending for key infrastructure builds
• Support the development of key relationships with Consulting Engineers, Owners, Institutions, and Controls Contractors
• Participate in industry and client outreach activities; including participation in conferences and industry forums
Marketing & Training
• Work with Regional Sales Enablement and to ensure that our Direct Sales team is practicing the Armstrong Sales Process including the use of tools such as the Design Envelope Value Articulation (DEVA), Key Account Management (KAM) and Project Opportunity Management Assessment (POMA) is fully leveraged for success
• Champion the utilization of tools
• Participate in customer learning activities to elevate Armstrong's position in the market including webinars, targeted sessions, and industry-led events
  
  To thrive in this role, you should bring:
• Bachelor's Degree or College technical degree in Engineering; MBA considered an asset
• Minimum of 5 years' experience as a Business Development Manager, Sales Manager, or Senior Account Executive in a related field
• Proven track record and established business practices related to the HVAC industry
• Experience working in cross-functional teams, including engineering, manufacturing, and distribution operations in an industrial environment
• Demonstrated knowledge of continuous improvement principles, general practices, policies, and procedures
• Creative problem-solving skills, conflict management within different organizations (centralized and matrix organizational structures)
• Ability to break down complex problems in a simplified way, conduct root cause analysis and provide clear, well thought-out recommendations.
• Strong, team-oriented leadership skills with presence and a bias for action
• Self-directed with the ability to work autonomously and collaboratively while focusing on results
• Ability to communicate in an open and authentic manner in all situations
  
  Imagine working at the forefront of innovation in fluid-flow technology, with over 1400 colleagues across the globe, and contributing to a legacy of excellence that spans eight manufacturing facilities on four continents. Armstrong Fluid Technology is more than just a leader in our industry; we are a community of the brightest and most creative minds, driven by a shared mission to engineer the future and safeguard our planet.
As a member of our team, you'll dive into an environment that encourages learning and boundary-pushing every day. You'll be part of an agile and dynamic workplace where today's solutions are built for tomorrow's challenges.