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Strategic Business Development Manager in Houston, TX at Circor

Date Posted: 3/1/2018

Job Snapshot

Job Description


BUSINESS: Energy  

LOCATION: Houston, TX  





Position Summary

The Strategic Business Development Manager, Instrumentation & Sampling Products - North America, will be responsible for sales and business development with strategic target accounts and major projects. Target industries include Oil & Gas, Refining and Chemical industry end-user accounts, related OEMs and Engineering, Procurement and Construction (EPC) firms. Duties include achieving specification of CIRCOR Instrumentation & Sampling products at target accounts, management and tracking of opportunities, leading to major project orders. Reporting on market trends, competitive positioning, demand forecasting, proposal generation and contract negotiation.

We are looking for a passionate, self-motivated individual with a high levels of creativity, influence and resourcefulness.  

This sales position reports to the Director of Product Sales.

Principal Activities

  • Achieve revenue goals, secure new business opportunities and win new customers against growth-oriented revenue goals, plans and objectives.
  • Drive the implementation of front end customer action plans, including identifying and involving target customers.
  • Manage specified projects and communicate awarded packages and achieve maximum sales yield during the projects construction cycle.
  • Develop and implement sales strategies to penetrate key target accounts that represent significant revenue potential.
  • Build long-term relationships with key decision makers at targeted accounts.
  • Maintain current records in company CRM database with regards to account contacts, leads, opportunities, proposals and forecasts.
  • Conduct field sales calls on existing and prospective end-user customers and EPC’s that support long term development of strategic accounts.
  • Drive achievement of CIRCOR brand specification in order to secure RFQ opportunities at target accounts.
  • Create wining proposals in response to customer and 3rd party selling channel inquiries.
  • Direct account development activities for target accounts across the Regional Sales team, Product Sales team and 3rd party selling channels.
  • Leverage industry experience, process knowledge and application expertise to identify new and creative applications for existing products.
  • Maintain industry participation through related forums and organizations.
  • Gather market and competitive price data to assist in pricing analysis and strategy for target accounts.
  • Create and sustain effective collaborative partnerships with new and existing channel partners.
  • Advise management on required sales actions, competitors, and market trends including technology trends.
  • Provide timely, monthly activity and expense reporting.


Job Requirements


Knowledge Skills & Abilities

  • Must have a minimum of 5+ years Sales experience; 3+ years Sales Management/Distribution experience; and 3+ years of direct selling experience of an industrial, technical product or service.
  • Preferred candidates with technical and application knowledge of process industry, and ideally gained with mechanical instrumentation, analytical or sampling systems for liquids, gases and liquefied gases.
  • Working knowledge of key end users (chemical and refining, oil & gas), contractors, OEM customers and markets.
  • Demonstrated excellent written and verbal communication skills in the English language.
  • Proven track record of developing and effectively implementing sales strategies, business plans, forecasts, and budgets, and achieving sales results.
  • Demonstrated ability to establish and build strong collaborative business partnerships with channel partners, end users, and engineering contractors.
  • Understanding of a capital project life cycle from concept through to construction and ability to develop a sales strategy for each project considering its unique requirements.
  • Ability to manage a complex sale with multiple buyers and entities.
  • Strong account management skills including the ability to prioritize, balance, and manage multiple business development effort.
  • Solid analytical skills and problem solving exhibiting solution-driven thinking.
  • Ability to communicate effectively across multiple levels at customers and internally.
  • High energy levels, comfortable performing multifaceted projects in conjunction with normal activities.
  • Demonstrated ability to influence others and impact change.
  • Participative management style – advocates team concept. Ability to use Microsoft Excel and strong number skills to support the product pricing and quoting process.
  • Position will be based in the US, predominantly covering North America, with some possible international visits.
  • Must be able to travel 40/50% of time with some intermittent weekend travel.
  • A wide degree of creativity and latitude is expected in this senior sales role.

Education & Experience

  • Bachelor's degree from college or university in Engineering, Chemical Process, Marketing or Business, or an equivalent combination of education and experience


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