EISCO is seeking a highly motivated Business Development Manager to join our team. This role is responsible for driving business growth and expanding our client base nationwide. 

Develop EISCO business opportunities to increase revenue and profits through penetrating all levels of refineries, petrochemical facilities, pipeline terminals and power generating stations in assigned territories. Maintain current accounts and cultivate new opportunities for the sale of EISCO services and seek out other opportunities to promote EISCO’s brand. Primary focus is upon the seamless handoff in sales cycle from proposal/price quote to opportunity being closed. This role will overlap business development and technical sales roles.

This position will work with the management team in developing and implementing sales strategies, policies and practices.

This position will also interact with Operations, Finance, Safety, HR, Branch and Senior Management.

Responsibilities

Strategic Sales

• Establish and maintain a strong understanding of EISCO’s service lines and products.

• Understand and utilize platforms and models (i.e., HubSpot).

• Collaborate with sales leadership to establish and refine sales strategy and set goals for assigned territory and/or accounts.

• Use knowledge of upcoming customer events to design a sales and marketing plan for assigned area. Direct the implementation and execution of sales plans and ensure communications are coordinated within the organization.

• Preferentially target key customers to maintain short term revenue while fostering long term relationships.

• Contact, establish, nurture and maintain good personal relationships with client base and target accounts. Contact and meet with higher level personnel, such as national contract managers of major oil and petrochemical companies.

• Establish MSAs with facilities where none currently exist.

• Ensure EISCO is eligible and receives RFQs for all upcoming projects at target accounts for service lines specific for that target account.

• Participate in project job walks with clients to establish job scopes.

• Write proposals and close the sale.

• Report to Senior Management on new and future jobs.

Sales Reporting

• Project quarterly sales.

• Track and report goal completion and variances quarterly.

• Achieve annual sales target based on measurable goals.

Customer support

• Gather and communicate customer feedback to ensure customer concerns are addressed.

• Recommend new solutions and services by evaluating current customer solutions and identifying needs to be filled. Monitor projects during execution for potential problems. Maintain proactive communications with customers during project execution.

• Address challenging customer issues and manage customer expectations.

• Address and negotiate problematic project change of scope orders with guidance from internal management-including operations and finance.

Other Sales activities

• Work within a team environment for continual sales improvement. This includes sharing of ideas to improve sales and taking an active role in developing marketing strategy and sales improvement initiatives.

• Establish and maintain proficiency at presenting technical presentations to customers.

• Work trade shows as directed.

• Other duties as assigned.

Other Job Responsibilities

• Communicating openly, honestly and constructively.

• Treating all employees and customers with dignity, respect and courtesy.

• Maintain a positive work environment. Utilize internal and external networking to foster a team atmosphere while performing duties and continually improving performance. Establish a positive working relationship with all levels within EISCO.

• Represent EISCO in a proficient and professional manner.

• Follow EISCO policies. Lead in the execution of corporate strategy in both a positional and peer capacity. Positively contribute to the establishment and support the execution of any EISCO change initiatives. Champion initiatives with a strong understanding of the underlying goal and positive communications. Contribute positively in the establishment of EISCO improvements.

• Communicate with senior management on all matters.

Cross-Functional Teamwork

Work to improve intra-departmental productivity. Employee is expected to develop basic proficiency in and knowledge of the following service lines.

• Tank Cleaning

• Tank Degassing (in non-attainment zones)

• Chemical Cleaning

• Vacuum Services

• Hydro-Excavating Services

• Hydro-Blasting Services

• UHP Cutting

• Other Service Lines as Applicable

Qualifications

• High School diploma is required

• BSc/BA in Business, Chemistry, Engineering or Environmental Management a plus, or equivalent years of successful experience.

• Four (4) or more years of refining/industry experience including basic knowledge of plant operations and equipment.

• Experience selling industrial services and developing customer relationships.

• Experience is drafting, estimating, and submitting turnkey proposals.

• Strong background and experience related to project budgeting.

• Experience in analyzing P&L, financials, and field margins.

• Excellent written and verbal communication skills.

• Proficiency in the use and application of Microsoft Office Suite (Excel, Word, Outlook, PowerPoint) and CRM system (i.e. HubSpot/Salesforce)

• A commitment to high professional ethical standards.

• Excel at operating in a fast-paced service environment.

• Ability to challenge and debate issues of importance to the organization.

• Ability to look at situations from several points of view.

• Persuasive with details and facts.

• Ability to travel on a flexible schedule, as needed, including travel out of town.

Certifications, Licenses, Registrations

• TWIC Card

• Valid Drivers License

• Passport

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and/or skills required of all personnel so classified.