Description

Armstrong Service, Inc. (ASI) is currently looking for an Operations and Maintenance Business Development Manager. ASI is a division of Armstrong International which was founded in 1900 and is a world leader in utility systems optimization. It is a privately held U.S. multinational manufacturer of steam, compressed air, humidification, and hot water products, and a service provider to improve utility system reliability and efficiency. ASI provides expertise in utility plant systems, utility distribution systems, and utility system operations and maintenance. Armstrong currently owns, operates, and/or maintains all of the various utility disciplines found in a complete system: steam, chilled water, humidification, compressed air, electrical, refrigeration, water/wastewater treatment, and HVAC.



Key Responsibilities

•Ownership of all aspects of the entire sales process from lead development through contract signing, including management of the collaborative process of costing, pricing, and operational strategy involved in proposal preparation and delivery of a competitive solution for the customer, as defined by the opportunity.
•Develop a system for continuous lead generation of opportunities for proposal development.
•Continuous development and maintenance of key customer relationships and expanding our service offerings to multi-site customers, renewing and expanding current customer contracts.
•Act as the intermediary between Sales and Operations for all new opportunities.
•Review new opportunities to ensure they fit within our defined key customer attributes & target markets specific to the thermal energy and facility management sectors.
•Responsible for the management, ownership, communication, and facilitation of tasks related to costing, pricing, solution development, and strategy for all new opportunities.
•Participate in and plan initial kick-off meetings to better understand the new business opportunity and to create critical milestones.
•Understand customer requirements and accurately develop the scope of work for solutions that meet or exceed customer expectations.
•Manage opportunities from start to finish, logging all opportunity updates and communication in available systems, such as SalesForce and IBM Notes.
•Manage site audit data as required and build applicable solutions in ROI or other proposal templates.
•Define and manage risk/cost strategies for each opportunity and develop appropriate pricing strategies.
•Collaborate with support departments including operations, project development, and finance to build market-competitive and strategic solutions
•Clearly define the scope of work and customer expectations in the contractual stage to ensure new customer onboarding is successful and the transition is seamless.
•Monitor the successes and failures of pricing strategies within markets and continuously improve.
•Manage multiple opportunities simultaneously.
•Business travel for lead development, scope preparations, proposal preparation and delivery, and customer relations meetings as required.
•Participate in department or customer conference calls as required.
•Assist with issues that may arise with customers, vendors, or staff
•Develop long-term relationships with key accounts and partners that sustain repeat sales opportunities within the Institutional and Industrial market space
•Utilize resources & field reps of key suppliers to support sales strategies.



Key Requirements

•Exceptional communication and presentation skills, and ability to express technical and nontechnical solutions clearly and concisely.
•Strong negotiation and relationship management skills.
•Self-motivated and driven to exceed customer expectations.
•Strong organizational and prioritization skills with a hands-on approach.
•Adaptability to a fast-paced environment with shifting priorities based on urgency, customer expectations, and importance.
•Ability to analyze customer needs and develop appropriate key account plans.
•Proficiency with MS Office is required.
•Bachelor's degree in business, marketing, engineering, or a related field. Training in sales management is a plus. CEM certification preferred.
•Minimum of 5 years of successful lead generation, proposal development, and sales experience including costing/pricing strategy.
•Thermal energy and facilities knowledge and experience. Operations and Maintenance background and/or sales experience a plus



Education Level

Bachelor's Degree or equivalent



Experience Level

5 years



Benefits

All benefits start on date of hire.


• Health/dental/vision/prescription coverage


• Flex Spending Account


• Life Insurance


• Company-match 401(k) Plan


• Vacation, sick and holiday pay



Physical Requirements