Business Development Representative

ENERGY ACCOUNT MANAGER

BUSINESS DEVELOPMENT

Internal Customers

• Provides input to our Tech groups (Accounting, Manufacturing, Engineering, Supply, etc.) regarding customer input or order/product definition and clarification.
• Follows / expedites orders within the Business Development group to meet customer delivery requirements and costs.
• Provides input to De Nora company groups (Research, PT, etc.) regarding product design and customer input
  
  

External Interfaces And Customers

• Routine contacts with representatives, distributors, licensees and agents.
• Routine contacts with purchasing agents and other non-technical procurers of products.
• Routine contacts with operating personnel and/or distributors who are users of products provided and/or resellers.
  
  

Job Scope

Is the liaison between our functions and the customer. Answers questions internally and makes sure that orders and other customer issues are followed up in a timely manner and the customer kept informed of progress or issues. These areas include fuel cells, flow batteries and water electrolysis technologies but can also include other specialty applications within this arena. This position does not directly have financial goals but their position directly affects our performance and repeat business.

Provides input to other groups outside our company, including R&D and functions in other company networks. This input can include marketing and product information as well as a description of the customer needs.

Main Tasks And Responsibilities

• Acts as main commercial contact in discussions with energy companies; coordinating other company entities to meet customer needs and act in our interests.
• Provides direction to R&D regarding energy product development.
• Represent Business Development group, as needed, with production groups at our company or globally; including customer input on manufacturing issues and forecasts.
• Provides input to the Business Development Manager regarding setting financial and product forecasts and long-term product and strategic plans.
• Prepare/send quotations and negotiate purchase orders from customers following pricing, specifications, terms, and conditions guidelines previously approved.
• Visit, prepare and make presentations to customers as needed that generate sales, solve problems and/or demonstrate proper usage of our products.
• Attend trade shows and coordinate booth logistics and follow-up on leads generated.
• Provide assistance to Inside Sales in communicating and resolving issues with customers on order issues (for example, shipping terms) and Account Receivable issues.
• Assists in negotiation and follow up regarding management of long-term contracts in assigned product areas.
• Provides input on issues of concern to the rest of the company or network at large.
• Participates in electronic sales formats including Linked In, website, etc. Reviews, coordinates and responds to inquiries in assigned product areas.
• Assist Business Development Manager with advertising plans, product literature preparation and updates, and other promotional and marketing activities as required.
  
  

Education And Professional Experience

• Engineering or Chemistry technical degree and/or applicable technical sales experience is strongly encouraged
• Must be computer proficient including the use of Word, Excel and PowerPoint. Preference given to those that have used CRM systems, ERP systems (especially SAP) and design systems
• This person must have a firm grasp of the principals of the electrochemical processes into which they are selling and how our products are used.
• Preference given for at least 5 years of technical sales experience, especially in a position in a company offering energy related products such as fuel cells or water electrolysis.
  
  

Guidance Received

• Obtain information regarding Ti and PM forecasts for all product lines from account reps and Supply management
• Decisions of overall strategic direction and those involving significant funds are reviewed with business manager.
• Marketing data related to product area.
• Review and approval of pricing, warranty claims, specifications and other terms if outside previously approved guidelines.
• Overall sales objectives and market targets. Incumbent has free latitude to conduct daily business once major objectives agreed upon.
  
  

Guidance Provided

• Provide Production Staff (local and global) with guidance affecting scheduling, including priorities, production decisions, and design changes, as needed, to facilitate customer orders.
• Offer advice to Inside Sales to assist in entering orders. Offer guidance to other Company personnel as required to assist customers.
• Provide information to Corporate Staff, as needed, regarding customer orders and forecasts to help in their decision-making process.
• Provides information to Business Development manager as regards strategic direction for product lines.
• Communicates with internal departments on forecasts and market data.
• Coordinates and provides commercial input to R&D groups in regards to market, company capability and product development.
  
  

Additional Information

• Effective communication and presentation skills, especially regarding customer interaction. In addition to external communications, incumbent will occasionally be required to provide written or oral information to the Corporation’s executive staff or personnel in other locations within the network.
• Requires a “team player” approach in order to develop and execute strategies through matrixed groups in DNT without a direct reporting relationship – “work through others”
• Requires good relationship building skills to develop and maintain relationships with distributors, licensees and customers.
• Some domestic and/or international travel may be required in this position, in the range of 20-30%. These trips will typically be taken with the Business Development Manager or others within the group.
• Requires the ability to understand and assimilate disparate company functions such as manufacturing, purchasing, accounting, sales and technical groups.
  
  

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability, or veteran's status.

Applicants with a disability or a disabled veteran may request a reasonable accommodation if he/she is unable or limited in his/her ability to access job openings or apply for a job on our website as a result of his/her disability. The applicant may request reasonable accommodations by contacting us at 317-661-1740.