Business Development Manager

6 months ago

Calgary, Canada Exchanger Industries Ltd. Full time

Exchanger Industries Limited is Canada’s leading provider of custom Heat Transfer solutions. Known as an Alberta-based, **globally-recognized leader **in the provision of innovative, quality, **custom heat transfer equipment**, services and solutions that allow our customers to exceed their objectives for both project life cycle and product life cycle profitability. Our roots are grounded in the oil fields of Alberta, but **our customer base, our track record of projects and our supplier network spans the globe.**

**Job Purpose**:
As the Business Development Manager, this pivotal role revolves around enhancing the company’s market leadership in designing and manufacturing Shell & Tube and Air Cooler heat transfer products, driving top-line and bottom-line growth through the development of new/emerging market segments and strengthening existing market segments. This responsibility entails a comprehensive approach, encompassing the identification, understanding, cultivation, negotiation, and finalization of project opportunities. A keen eye for detail is essential in identifying prospects, understanding the unique aspects of each project, and navigating the associated opportunities, challenges, and risks. Successful project execution relies on cultivating robust relationships with stakeholders, while effective negotiation with vendors, partners, and clients demands clear communication skills and a thorough grasp of project objectives.

**Specific Responsibilities**:
**Business Development/Sales/Marketing**
- Identify, document, and update all Shell & Tube and Air Cooler business opportunities and prospects (advanced stages) in the CRM system.
- Detail key parameters, such as opportunity size, RFQ timing, competitive intelligence, and customer requirements, ensuring timely updates.
- Cultivate relationships with procurement managers, project managers and engineers at the EPC and client level.
- Fully engaging in a project, gathering intelligence about any special requirements and competitors, ensuring we are on the bidder's list and receive the opportunity to bid.
- Establish and maintain a robust client relationship program that includes regular visits, feedback solicitation and monthly reporting. Create client organization charts and update accordingly.
- Represent the company at trade shows, gathering essential information, and creating follow-through plans.
- Respond promptly to client inquiries, advocate for continuous improvement in customer experience, and support brand loyalty.
- Liaise with customers, negotiate contract terms, and attend bid clarification and pre-award meetings.
- Review contracts and ensuring the profitability of each job. This includes overseeing the financial aspects of projects to make sure they are successful and profitable for the company.
- Host client entertainment events to strengthen relationships and update promotional literature for clients.
- Drive marketing strategy with maintenance and development of content within the company website, marketing materials, trade shows and conferences in collaboration with EIL marketing department.
- Attend professional development/training opportunities and support the promotion of EIL.
- Provide insight into market, customer, and global trends, informing leadership to make strategic decisions.
- Company representative at associations deemed appropriate and strategic.

**Proposals/Estimates**
- Ensure timely receipt of RFQs by following through with clients.
- Prepare and submit necessary prequalification documentation for project opportunities.
- Collaborate with estimating team in proposal preparation and negotiation of terms and conditions.
- Attend bid clarification and project kick off meetings, providing necessary support.
- Negotiate Terms and Conditions in line with company policies, collaborating with counsel as required.
- Review final purchase orders for accuracy.
- Where required, follow up with client’s post-proposal submission, gathering competitive intelligence by aiding estimators.

**Business Process Improvements**
- Support and participate in strategic capacity-building exercises.

**Reporting Relationships / Accountabilities**:

- Reports to the Senior Vice President, Business Development and Engineering.

**Qualifications & Skills**:

- Preference for a bachelor’s degree in commerce, Business Administration, Engineering, or a relevant technical discipline.
- Minimum 10 years of experience selling custom-manufactured equipment for the local oil and gas industry, with international experience considered favourable.
- Demonstrated people leadership, including three (3) years of employee management experience.
- Strong communication skills, both verbal and written, including cold calling and written communication.
- Flexibility and experience working in fast-paced, ever-changing environments.
- Working understanding of engineering concepts.
- Excellent time-management and organizational skills with high attentio

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