Business Development Specialist

Portland, OR, United States

At Swagelok Northwest, our products and services make the world work for everyone, and our people make it possible. We move fast, and we innovate in ways no one else can for our customers. This position will become a part of an ambitious team of change makers who have relentless curiosity and drive for ingenuity.

Swagelok Northwest (US) is the Swagelok authorized sales and service center providing the highest quality products, services and fluid systems training for the Pacific Northwest and Alaska. We are seeking a highly skilled and motivated engineer with experience in manufacturing construction projects to be part of our Sales and Services Team. The ideal candidate will have technical and customer facing ability to easily partner with our customers and leverage experience while working alongside them to optimize fluid systems and develop solutions to fit whatever they need.

You will collaborate closely with cross-functional teams to drive improvements and innovation during the construction process, enhance system performance, and ensure efficient and reliable operation of fluid systems. The Business Development Specialist will support our customers in Southeast Washington, in addition to being the manufacturing construction subject matter expert for our team and the territory (Oregon, Washington, Alaska and Northern Idaho).

This position is mostly in-office with a possibility of travel within the territory up to 50% of the time.

POSITION SUMMARY

The Business Development Specialist (BDS) plays a critical role building relationships and identifying growth opportunities between the Swagelok Global Key Construction Community, customers, and internal stakeholders at Swagelok Northwest. This position is responsible to identify CapEx opportunities within the territory to increase the Swagelok installed base, winning profitable MRO arrangements for the next generation. This position requires an in-depth understanding of project management strategies, construction project stages, technical/construction terminology, and Swagelok capabilities and services. They can understand, build, and maintain relationships between owners/operators, EPC organizations, contractors, and package vendor OEMs. This person will collaborate closely with the Chief Sales Officer, Field Engineering Team and extended sales teams to build a strong pipeline of opportunities within the region while supporting the Swagelok Global Key Construction Community when needed.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

Develops the commercial strategy for capital project pursuits that s/he is leading and utilizes the Swagelok framework and playbook for construction projects.

Acts as the primary construction sales contact and coordinator for construction sales growth, training, and planning.

Proactively drives sales efforts for new construction projects located in or associated with their service territory.

Develops close customer relationships at all levels within their key construction customers, driven by a defined account management plan and active project activity.

Actively participates in both local (Sales and Service Center) and Global Construction project sales teams to maximize construction sales opportunities.

Consistently and effectively applies the Swagelok Capital Project Development Playbook to develop and execute clear strategies for the qualification, planning and development of new construction projects.

Ensures Global Construction has clear visibility to the needs of active projects at all stages of development, clearly communicate changing project dynamics in a timely manner using the relevant tools available.

Initiates, coordinates, directs, and supports sales activities, proposal development, and value selling Swagelok's offering for construction projects both personally and extending to their local sales team.

Responds to request for support from other Swagelok Sales and Service Centers (SSC) in a timely and conscientious manner providing levels of responsiveness and insight that they would anticipate in return.

Supports the continuous development of competencies and capabilities of the wider Swagelok Northwest organization in the effective management of new construction opportunities.

Develops and delivers customer orientated sales materials and messaging for use in customer meetings and for use by the extended project team.

Understands industry pain points, specifications, and trends, and suitable Swagelok solutions to help resolve their needs.

Cultivates long-term relationships at all levels within customer organizations, including demonstrated ability to customer networker.

Effectively uses industry research tools like EIC DataStream.

Continuously monitors and implements changes within the KCS Global Community at Swagelok.

CORE COMPETENCIES Analytical - The person must be adept at understanding where the business falls within the market and gauge the impact of this new partnership.

Results Driven - The person focuses on desired results and sets and achieves challenging results independently or while leading a team.

Resourceful - The person can do more with less, prioritize, and multi-task and succeed amidst ambiguity and challenges.

Communication - The person can naturally articulate complex ideas through verbal presentation and written communication methods. They naturally build and manage relationships easily with customers and internal stakeholders by exercising verbal presentation and written communication skills.

Resilient - The person that can be positive and productive after disappointment and failure and able to see setbacks as opportunities without being derailed by them.

Technical Expert - The person needs to understand the company's products and services to be able to explain them to diverse audiences from a board room to a boiler room.

Sales Acumen - The person has a proven record of consistently closing deals, growing market share, and pushing solutions through to the finish line.

Business Acumen and Strategic Thinking - ability to prioritize time and resources for optimal business solutions that move at the speed of market opportunities.

Collaboration - The person actively seeks insight from others and knows who the best subject matter expert to work with is. Able to facilitate brainstorming and business development sessions and projects naturally, while making sure people feel heard.

KNOWLEDGE, SKILLS AND ABILITIES

Education

Requirement: Bachelor's degree in a technical field of study Engineering preferred (mechanical, construction management, manufacturing, chemical or electrical)

Experience Required: 5 years working in a technical industry such as construction, energy, aerospace, defense, semiconductor, biomedical, chemical and/or adjacent markets that utilize fluid system components.

Preferred: 5 years working with business development or sales responsibilities.

Required Skills and Certifications Progressive experience leading and overseeing the development of account plans and capturing plans for new business opportunities.

Working knowledge and experience with engineering support acquisition organizations

Thorough knowledge and understanding of one or more of the following disciplines: Business development, capture management, program management, science and engineering programs, acquisition processes, opportunity identification and qualification.

Ability to use insight of the organization's internal and external business environment to improve outcomes that affect business/account; proven ability to drive positive change with continuous improvement.

Ability to quickly grasp technical concepts and understand complex technical and program interdependencies.

Proven leadership, communication, motivation and interpersonal skills, and the ability to manage capture activities that will include working with individuals with varying disciplines, backgrounds, and experience levels.

Strong organizational, interpersonal, and communication skills and an exquisite attention to detail, including the ability to present ideas, proposals, and results to business leaders and internal and external customers.

EQUIPMENT AND SOFTWARE REQUIREMENTS Proficient in Windows Suite (Outlook, Excel, Word, PowerPoint)

Proficient with Power BI and SAP software or other similar ERP (Enterprise Resource Planning) systems

Skill set in operating within CRM (Customer Relationship Management) software to drive results.

Comfortable with CAD and other technical and design support tools

WORKING CONDITIONS AND PHYSICAL DEMANDS Seated/standing workstation in an office environment.

Sitting at a workstation for extended periods

Operation of keyboard/office equipment for extended periods

Adhering to any PPE (Personal Protective Equipment) required for on-site visits at customer facilities.

25-35% business travel required within the business territory.

JOB CODE: 1137

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