Business Development Sales Manager - IMO

Principal Activities

• Proactively identify, target, and penetrate new accounts across defined industrial verticals and geographies
• Build a qualified pipeline of new business opportunities in-line with established quotas
• Execute structured prospecting campaigns including cold outreach, trade shows, industry events, and referral networks
• Develop account entry strategies tailored to the buyer landscape - EPC firms, OEMs, and end-user operators
• Partner with application engineering and product management to develop technically credible, differentiated proposals
• Map competitive incumbent positions at target accounts and develop displacement strategies
• Leverage CIRCOR's multi-brand portfolio to present integrated pump & flow control solutions competitive with single-source rivals
• Gather and funnel competitive intelligence to sales leadership and product management
• Engage engineering consultants, EPC firms, and project developers to achieve CIRCOR specification on capital projects
• Identify and cultivate distributor and channel partner relationships that extend reach in underpenetrated geographies and verticals
• Collaborate with product managers to ensure CIRCOR's value proposition is positioned accurately in bid packages and technical datasheets
• Manage opportunities from lead through close in CRM (Salesforce), maintaining accurate stage, probability, and forecast data
• Negotiate commercial terms including pricing, delivery, and scope of supply in alignment with margin targets
• Coordinate with inside sales, application engineering, and customer service to ensure a seamless handoff from sale to delivery
• Meet or exceed annual new business revenue quota and pipeline creation KPIs

• Build new relationships and networks with new clients and within existing client organizations
• Provide technical services to clients relating to use, operation, and maintenance of equipment.
• Review blueprints, plans, and other customer documents to develop and prepare cost estimates or projected increases in production from client's use of proposed equipment or services.
• Propose changes and/or upgrades in equipment, processes, or use of materials or services which would result in cost savings or improvement in customer operations.
• Develop sales or service proposals and/or contracts for products or services.
• Oversee commercial aspects of quotes
• Work in a "customer centric team" concept to build customers solutions
• Works with Product Support and Customer Care teams to keep account activities up to date.
• Prepare reports of business transactions and keeps expense accounts.

CANDIDATE REQUIREMENTS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

LOCATION

US Midwest, Mid-Atlantic, or Northeast preferred.

TRAVEL

The individual must be willing to travel 50% of the time, more as needed. Requires a valid driver's license.

EDUCATION and/or EXPERIENCE

• A Bachelor's degree (BA or BS) in Business Administration, chemistry, engineering, or other science related discipline from a four-year college or university is preferable but not required.

• 7+ years of B2B industrial capital equipment or flow control sales experience, with a demonstrated track record in new business acquisition
• Deep knowledge of pumps, valves, or rotating equipment - preferably across two or more of: centrifugal, progressive cavity, gear, screw, or metering technologies
• Experience selling into one or more of CIRCOR's core verticals: energy (upstream/midstream/downstream), chemical, water/wastewater, power, or marine
• Proven ability to manage complex, multi-stakeholder sales cycles involving engineering, procurement, and operations buyers
• Strong technical acumen - capable of understanding application requirements, and engaging credibly with engineers
• Proficiency with CRM systems (Salesforce preferred) and a disciplined approach to pipeline management and forecasting
• Familiarity with engineered-to-order (ETO) or configured-to-order commercial environments
• Experience with project-based selling through EPC or LSTK contracting channels
• Exposure to aftermarket, spare parts, or service contract selling as a complement to capital equipment

• Computer literate and able to perform word processing, develop and utilize spreadsheet & database software, and be able to develop written and graphical presentations.
• Must be willing to learn security, safety, and environmental protocols and use them as specified by CIRCOR, customers (for entry to their properties) and when included in solicitations, contract specifications and codes.

LANGUAGE SKILLS

• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• Ability to write reports, business correspondence, and procedure manuals.
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

MATHEMATICAL SKILLS
Ability to manipulate mathematical concepts commensurate with those used in Engineering.

REASONING ABILITY

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the associate is regularly required to sit; use hands to finger, handle or feel; and talk or hear. The associate is occasionally required to stand, walk and reach with hands and arms. The associate must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus. Must be able to properly wear "personal protective equipment" to ascend to platforms or descend to open and/or enclosed industrial spaces.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an associate encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This position is required to work in both an office and industrial manufacturing environment. The noise level in the work environment is usually quiet.

CIRCOR is an EEO Employer of Females/Minorities/Veterans/Individuals with Disabilities