POSITION: Director Business Development
REPORTS TO: President & CEO
JOB SUMMARY: Plans, develops and implements the marketing and sales program of the Company.
DUTIES AND RESPONSIBILITIES:
- Promotes Seattle Steam products and services by providing technical design and cost benefit comparison information to building owners, consulting HVAC engineers and architects who are designing new construction or are retrofitting specifications on buildings.
- Develops and recommends the company’s short and long-range marketing objectives and policies including new target service areas, customers, products and/or services and customer satisfaction.
- Establishes sales forecasts and prioritizes strategies to accomplish goals.
- Designs sales proposals and presentations for owners, architects, engineers, developers and contractors. Works closely with the President and other key managers in order to develop appropriate, competitive pricing strategies.
- Develops and coordinates a customer relations program involving customer meetings and events, training seminars and fundraiser events. These events may include the President and other managers.
- Develops and coordinates customer communication tools such as social media, customer newsletters, customer survey and rate announcements.
- Provides and/or coordinates the mechanical design information and sales/service benefits to customers for major system extensions and modifications.
- Represents the company in appropriate professional and community organizations, such as BOMA, ASHRAE, WSSHE, Seattle Chamber, Downtown Seattle Association, NAIOP, Seattle AIA, etc.
- Performs special project marketing and sales research for the President and other managers.
- Reviews changes to specifications and field drawings as appropriate.
- Performs other duties as assigned.
This is a position which has the overall responsibility for developing and implementing the Company’s marketing and sales programs and requires a working knowledge of steam generation, distribution and the technical/cost advantages of using steam instead of other utility services in customer facilities. Sales and marketing contacts include individuals with diverse levels of understanding of the Company’s services and, as such, requires the incumbent to utilize independent judgment and discretion in developing methods or approaches for representing the Company’s services. Work is performed under the general direction of the President, and in collaboration with the Director of Engineering and the Distribution Manager. The incumbent independently leads the sales and marketing activities and regularly utilizes other Company personnel to collaborate on projects, while fostering a team environment.
SKILLS AND KNOWLEDGE:
Extensive knowledge of both engineering and sales and marketing techniques and activities for commercial/industrial utility-oriented products (such as HVAC systems & controls) is required. Current knowledge of the effect of changing industrial and environmental requirements on utilities, local building energy codes and financial analysis techniques is also required. Educational background typically requires a Bachelor’s degree in an engineering, scientific or relevant discipline, or equivalent work experience.
Previous work experience in a series of increasingly responsible commercial technical/sales positions with a minimum of 5 – 7 years is expected. Previous experience should also include the development of marketing strategies and implementation of those strategies into clear sales targets and plans. This position requires excellent written & verbal communication skills and computer literacy.
PHYSICAL EFFORT AND SENSORY REQUIREMENTS:
Work is performed independently and requires the incumbent to make sales calls on prospective and current customers in a wide variety of physical locations. Receives telephone calls, answers inquiries or refers questions to staff and provides verbal and written information. Many duties require prolonged sitting and fine manipulation skills often involving repetitive tasks.
Consistently works in a normal office environment which requires dealing with interruptions and deadlines, as well as prioritizing and performing multiple tasks. Regularly will meet customers at work locations which may entail limited exposure to cold, hot, dusty, noisy conditions and limited exposure to hazardous materials and/or situations.
Equipment includes personal computer, calculator, copier, fax and other normal office equipment.