Business Development Manager, HVAC-R

Overview Are you someone who is passionate, motivated, and driven to make a difference? If so, MSA Safety is the perfect fit for your career. At MSA, SAFETY is who we are AND it is what we do. We are a purpose-driven company committed to deploying innovation and technology to deliver on our Mission to help protect people and assets all around the world. We continue to be relentless in our pursuit of solving our customers greatest problems so they can go home safe each and every day. Are you in? Read on for more details about this particular role. Responsibilities Market Development & Business Generation Analyze market opportunities to develop and implement strategic plan and action to achieve growth. Identify and target new customers as well as growing existing customer base for SaaS services, such as Refrigerant Tracking & Compliance (RTC), Low Level Leak Detection and Energy Monitoring for the MSA Parasense Platform. Research and scope technical solutions required to meet industry specific, customer needs or unmet needs, and recommend the solution/s that optimizes value and satisfaction for customer. Cultivate effective long-term relationships with customers/potential customers through regular and meaningful contact. Manage and resolve conflicts with customers. Coordinate and communicate cross-regional projects. Prepare and deliver MSA solution demonstrations and product presentations to potential and existing customers, industry groups and consultants. Understand decision making power 'Approved Vendor List' definitions and inclusion. Positioning MSA as preferred supplier for turnkey connected solutions the industry is the ultimate goal. Understand industry dynamics, decision making process and decision makers on product specification and buying decisions. Lead and participate in the preparation of sales proposal contracts, documentation and submissions. Business Development Activities and Support Demonstrate and maintain in depth knowledge of strategic customers, industry organizations, and competitors to provide critical insights and sound business intelligence and recommendations. Collaborate with regional commercial teams to develop key initiatives to improve efficiency for turnkey solution sales, key account management & project management. Identify key contacts and buying committee influencers within each customer account and build strong business relationships. Effectively manage sales pipeline and project stages and activities to support forecasting accuracy that supports MissionOps preparedness and drives a best-in-class, end-to-end customer experience. Go-to-Market Strategy Development Support the development of comprehensive go-to-market strategies for the HVAC-R segment. Identify, cultivate, and maintain strong relationships with key enterprise end-users and strategic channel partners. Develop and implement end-user account plans that secures solid partnership alignment focus and execution. Ensure that key partners are trained and can provide the necessary support to position MSA as a leader in this space for the region. Customer-Centric Collaboration Build cross-functional partnerships across other MSA functional departments which might be impacted or needed to support the HVAC-R strategy and enterprise customer needs. Provide consistent feedback on HVAC-R market trends and customer trends and provide intelligence and recommendations to formulate and optimize growth strategy. Qualifications Required Education/Experience Bachelor's degree or above 8+ years' experience proven commercial success in enterprise-selling, preferably within HVAC-R, MEP, Building Services area; experience in channel management, but also with direct end-user technical, turnkey solution selling approach. OEM business experience preferred. Specialized Knowledge/Skills Proven sales and management background in HVAC-R or Industrial markets. Highly effective leadership, management, and excellent communication skills. Excellent client orientation around pain-point identification, problem-solving and delivering solid business value results. Ability to work in and maintain performance expectations in high-pressure environment. Strong knowledge and competency with MS Office & Salesforce CRM utilization #LI-KH2 #LI-REMOTE