Business Development Manager (Engineering)

Job Summary

The Business Development Manager is responsible for sales of the Companys products and services, with a focus on the services and solutions offered by Matrix PDM. The primary responsibility is to create, build and maintain customer relationships with firms that require Matrix products and services and convert those needs to profitable sales. The position will work closely with the Business Development team and the internal Operations leadership team.

The PDM Business Development Manager will focus on target clients operating in the Oil & Gas, LNG, Petrochemical, Chemical, Industrial, Biofuels, Technology and Decarbonization markets where Matrix can offer value with our overall engineering, fabrication and construction capabilities. The goal is to grow our Engineering business while also identifying opportunities for our Construction, Fabrication and Products Business. Engineering markets in the Houston, TX; Tulsa, OK; Pittsburgh, PA; and Columbus, OH areas, where PDM has engineering offices, will be the primary target regions.

Essential Functions

• Actively supports the Companys commitment to safety and its Core Values.
• Represents the Company at all times with high moral standards while adhering to the Companys Code of Business Conduct and Ethics.
• Travels frequently to solicit inquiries from regular and prospective customers and follow-up on current projects. Travel expectations could be as high as 70% or as required.
• Uses and maintains the company CRM system for account and opportunity management so that the data can be used for business planning and forecasting.
• Prepares call reports and business communications in writing and/or in CRM.
• Provides and updates documentation and presentation material to support operations and KPI/Customer Satisfaction Survey reports as requested.
• Performs other responsibilities, as directed.

Account Management

• Identifies, develops, and maintains customer accounts which have the potential to provide for qualified inquiries and profitable sales that meet the revenue goals for the company operating units.
• Compiles lists of prospective customers for use as sales leads based upon information from personal contacts with customers, business directories, trade shows, various sales lead reports, and other sources.
• Develops and maintains account plans for major clients.
• Makes presentations to customers and prospective customers on the Companys products, services, and overall capabilities.
• Regularly meets with clients at their office or facilities and entertains in accordance with our internal policies and our clients protocols.
• Understands customers business model and how our Company can help them achieve success.
• Identifies the accounts procurement practices.
• Defines the clients organization with individual roles and responsibilities, including influencers and decisions makers.
• Performs regular customer surveys to ensure we are meeting the clients needs.
• Supports Operations teams during project execution as needed to help deliver as sold returns to the Company with a satisfied customer.

Opportunity Management

• Develops opportunities with accounts in assigned markets by matching our companies capabilities to the clients business needs.
• Routinely meets with Matrix Operations leadership to help qualify and screen opportunities early and forecast precontract support needs.
• Follows the company proposal and contract development policy and ensures opportunity reviews and approvals are completed as required by the policy.
• Supports the proposal development process, including development of the capture strategy by collaborating with Operations & Proposal teams to ensure the capture strategy aligns with the Business strategy, and facilitating proposal development which may include writing content as needed to help differentiate and create value with our offer.
• Actively solicits meaningful offer feedback from clients so that adjustments can be made to close the deal.
• Works closely with Legal and Operations leadership in support of contract negotiations. Helps find commercial solutions that address the clients contract concerns with our internal risk strategies.
• Carries out client debrief following a win/loss and reports back into Matrix around lessons learned and future win strategy adjustment.

Market Intelligence

• Actively researches and collects data on market trends and drivers that may result in an increase or decrease in business opportunities in assigned region.
• Establishes or proposes changes in products and services offered based on industry need and those which would result in cost reduction or schedule improvements.
• Understands our competitors strengths and weaknesses and changes that they might make that would impact our business.
• Attends industry-relevant conferences to stay on top of market developments and engage with clients.

Qualifications

• Bachelors degree in Business, Marketing, Engineering or related area, or equivalent job-related experience and knowledge.
• 5+ years sales, marketing, or business development experience; previous experience in the Engineering & Construction industry preferred with good understanding of the Oil & Gas, Chemical, and the emerging Decarbonization markets, effective commercial contracting skills, and industry-relevant technical knowledge.
• Advanced interpersonal, oral, and written communications skills, including the ability to make cold calls, negotiate with clients, work with customers, and speak publicly.
• Ability to read, analyze and interpret technical information, financial reports, and legal documents; fundamental mathematical skills, including use of geometry, fractions, percentages, ratios, and proportions in practical situations.
• Strong computer skills, including MS Word, Excel, Access, Outlook, PowerPoint, and internet search capabilities, and exposure to databases and contact management software experience preferred.
• Strong organizational skills, including the ability to work independently with little direction.

Full-time employees are offered a comprehensive benefits package, including medical, dental and vision plans covering eligible employees and dependents, disability benefits, life and AD&D insurance, an employee assistance program (EAP), a 401(k) plan with company match, an employee stock purchase plan (ESPP), a robust wellness program and adoption assistance. Some employees may also be eligible for paid time off, tuition reimbursement and a performance or safety bonus program.

At Matrix, we are dedicated to building a diverse, inclusive, and authentic workplace. We encourage all whose experience aligns with the listed qualifications to apply and explore joining our organization.

EEO/M/F/Disability/Vets/Affirmative Action Employer

We are an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, genetic information, marital status, disability, veteran status, or other legally protected characteristic or category.