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Business Development Manager with EQM - Cincinnati, United States - ASRC Industrial Services (AIS)
Description
AIS was founded in 2016 by Arctic Slope Regional Corporation (ASRC), an Alaska Native Corporation (ANC) established under the Alaska Native Claims Settlement Act of 1971.
We help our clients meet their diversity spending objectives while also providing sustainable returns for our nearly 13,500 Iñupiat shareholders.
Our team members benefit from generous PTO and paid holidays; medical, dental and vision insurance; a 401K plan (100% match up to 4% of eligible compensation) and immediate 100% vesting; short- and long-term disability; and basic and supplemental life insurance.
EQM is looking for a driven business development manager that has excellent people and listening skills.
This person will be an important part of the EQM team and will report to the Vice President of Business Development and Marketing for AIS, the parent company of EQM.
Responsibilities:
Contribute to top and bottom-line growth by leading the efforts to secure profitable business in collaboration with EQM's operational team and with the support and guidance of ASRC Industrial
Focus on EQM's business development strategy and provide market and client intel within the Midwest geography
Focus markets will be:
Energy and Power
Chemical
Pharmaceuticals
Pulp & Paper
Automotive
Institutional Facilities
Oil and Gas
Steel Manufacturing
Transportation
High-Tech/Industrial Manufacturing
Food & Beverage, Agriculture
Government - State, Local
Focus service offerings:
Air Permitting and Compliance
Chemical Inventory and Reporting
EHS Program Management
Emissions Measurement
Industrial Hygiene and Safety
Multi-Media Environmental Auditing
Remediation
Waste Management and Permitting
Water Quality Management
Wetlands Management
Responsible for entire business development cycle (early game, middle game, end game and next game) in collaboration with operations personnel.
The stages of the game include:
Market strategy, lead identification, individual lead BD strategy, tender management, proposal development and submittal (if applicable), contract negotiations, contract closing and obtaining client feedback, manage client for next lead/opportunity.
Be the eyes and ears of the company, bring feedback to operations
Develop focused strategy and KPI's or SWOT analysis for EQM by target markets/clients/geography and collaborate with EQM and AIS personnel - with associated short term/long term objectives and tactical action plans to identify, pursue, and secure profitable business
Initiate and develop relationships with key prospects/clients; collaborate with EQM personnel and manage and track pipeline activity including engagement and conversion
Prepare monthly tracker reflecting target leads and opportunities for EQM
Leverage existing relationships with clients and network to successfully identify and pursue opportunities to sell core EQM services within the identified target markets.
Build a viable sale pipeline and backlog of projects and future business
Partner and collaborate with AIS Business Development to identify opportunities to support EQM's core services
Manage, retain, and expand upon relationships with existing clients to ensure repeat business opportunities
Be an advocate as a minority supplier company and understand EQM's diversity status in the Midwest market
Partner with operations, project management and other discipline managers as needed in pursuit of securing projects and client development
Above all, be an excellent leader that motivates people to achieve strategic short- and long-term goals, building strong valued and trusted relationships with operational teams and clients.
Skills Required:
Strong listening and communication/presentation skills - oral and written
Must be able to effectively communicate and relate to all levels of personnel within an organization
Able to read people and quickly identify their interests and needs. Clients always come first.
Ability to ask pertinent, relevant, and poised questions to get the information or results you need
Strong collaboration skills
Proven business intelligence - need to understand the basics of operations, internal resources, SOW, clients, markets, and competitors to contribute enough meaningful intelligence to opportunity pursuits
Know when and who to bring with you to a meeting, operational/technical expert
Strong negotiation and persuasion skills
Strong organizational/logistics skills
Detailed research and strategy skills - benchmark competition to stay ahead of them and know clients individually and their company needs/values before approaching
Effective and efficient time management/prioritization skills
Strong and passionate drive to help the business grow and become as successful as possible to reach its full potential.
Bonus if experience and contacts in the industrial and/or environmental compliance market sector
Education/Qualifications:
Bachelor's degree or equivalent experience
Experience in the industrial or environmental industry in the Midwest region would be a bonus
EEO Statement:
ASRC Industrial (AIS) and its operating companies affords equal opportunity in employment to all individuals regardless of race, color, religion, sex, age, national origin, pregnancy, familial status, disability status, veteran status, citizenship status, genetic information or any other characteristic protected under Federal, State or Local law.