Americas Business Development Manager-Vacuum

The NORTH AMERICAS VACUUM Business Development Manager position plays a pivotal role in driving Flowserve's success through penetration of new markets, applications, and customers.  It is a “Hunter” role which will drive Flowserve's Medium-High & Rough Vacuum success, within the USA, Canada, and LATM.  

Reporting into the Global Vacuum Business Development Lead, this role suits a highly focused sales-driver who already has a very good appreciation of Industrial & (ex)Process Vacuum solutions.  

This VACUUM Business Development Manager will be responsible for strategic market entry, key-account development, line-expansion strategies, collaborating on product development and acquisition opportunities…

North American based work-location is flexible, although California or North-Carolina base maybe advantageous. The position can be linked to any North America Flowserve facility.

Key Responsibilities:

Strategic Market, Analysis, Targeting, and Entry:

• Conduct market research in which to identify emerging trends, customer needs, and competitive opportunities within the region.
• Collaborate with Peers to align with target markets, applications, and customers that best fit Flowserve’s strategic objectives.
• Lead a direct targeting approach in which to win customers, and develop them to mature accounts.

Strategy Development and Deployment:

• Develop and implement regional market entry and expansion strategies.
• Identify new business opportunities, while maintaining existing key accounts, within the region and target market segments.
• Work with cross-functional teams to execute strategies that drive regional business growth.
• Collaborate with Sales Directors to deliver targeted market feedback and adapt strategies and approaches for optimal success.

Account Management:

• Build and maintain strong relationships with key regional accounts.
• Identify the top 20% of key accounts that will drive 80% of our business.
• Develop tailored strategies and account plans for each key account.
• Manage account performance; adjusting actions as needed to meet objectives.

Product and Service Portfolio Collaboration:

• Collaborate with Product Management and New Product Development teams to align the product portfolio with regional market needs.
• Market surveillance and advice centred around Acquisition and White Label Opportunities.
• Participate in product launch planning and execution.

Collaboration with Marketing:

• Partner with marketing teams and develop value propositions used for promotional campaigns tailored by region.
• Provide market insights and customer feedback to support marketing initiatives.
• Identify key exhibition, conference, trade-body, and institute presence.

Sales Support:

• Provide regional sales teams with market intelligence, strategic guidance, and training.
• Develop and implement effective regional sales strategies to enhance market penetration and achieve sales targets.
• Engage with regional customers and support critical meetings to move the needle on engagement and execution of strategies.
• Monitor direct Sales and Distribution performance to identify Vacuum opportunities and areas of improvement.
• Develop Challenger Sales Assessment, stories, and Strategies that fit the target Accounts.

Reporting and Analysis:

• Prepare and maintain regular reports to illustrate penetration progress, market trends, bookings, key account performance, and strategic goals.
• Use data-driven insights to refine strategies and drive continuous improvement.

Career Development:

This role offers significant opportunities for professional career growth. The Business Development Manager will interact with key customers, collaborate with diverse teams, gain business experience from one of the World’s largest flow-control Organizations, and ultimately be introduced to a wealth of leadership opportunities within Flowserve.

Requirements:

• Bachelor's degree in Engineering, Physical Science, or a related field; MBA (Master of Business Administration) would be advantageous but not essential.
• 5+ years of experience in the field of Industrial Medium-High Vacuum working in any, or all, of the following industries: Thin Film Coating, Li-Battery Manufacture & Recycling, Space-simulation, Pharmaceutical API processing, and Chemical Processing.
• Willingness to travel up to 40% throughout the region and occasionally Global.
• Proven record of successful OEM-type market penetration and strategy execution.

Key Competencies:

• Strategic mindset with a proven track-record of focused mapping, competitor displacement, breakthrough and penetration.
• Ability to recognize and leverage opportunities through organized team coordination and cross-functional orchestration.
• Strong interpersonal and communication skills with a desire to deliver customer care, forge relationships, and deliver clear messages to different audiences.
• Application knowledge of Medium-High (dry) Vacuum and Rough (Liquid Ring) pumping solutions.
• Strong analytical skills with the ability to interpret complex data and market trends, diagnose problems, and deliver application solutions to both internal and external stake-holders.
• Strong resilient nature with the tenacity to succeed with customer development and growth.

This comprehensive job description outlines the critical responsibilities, career development opportunities, qualifications, and key competencies required for the AMERICAS Business Development Manager role. This is to ensure alignment with the overarching goals and strategies of the Flowserve Pump Division.

In return, the successful candidate will be renumerated very healthily with all of the benefits associated with a Global Leader of Flow Control Technology.