Osmose is seeking a Director Business Development responsible for direct sales of all Osmose services and products in the midwestern United States, primarily comprised of IOU accounts and coordinating sales / business development efforts with Corporate Development and Product Management when collaborative selling is required. This position directly manages and develops commercial pursuits with their assigned customer base to increase sales, profits, market share and support brand image.

QUALIFICATIONS

• Minimum five (5) years’ related experience in sales and/or a business development position; must have at least two (2) years’ experience in the utilities industry.
• Previous experience in commercial activities such as Commercial Operations, Sales Operations, Pricing, etc.
• Willingness to travel overnight, travel +50% of the time, and work varied hours, when necessary, to achieve desired results.

• Manage and drive the assigned IOU customers to increase REV$ and GM$ within the assigned accounts.
• Initiate and effectively conduct sales calls and presentations within existing and “white space” accounts to develop business pursuits for all Osmose services and products.
• Monitor and measure sales performance of their assigned accounts and ensure a plan for growth of REV$, GM$ and white space penetration within their assigned customers.
• Report their sales efforts to the Senior Director Business Development and accept coaching to ensure frequent and effective customer contacts, which result in healthy customer relationships, an understanding of our customer’s problems and ultimately create the connection to our products and services.
• Develop and maintain customer relationships with senior level executives in the line of business and finance to sell Osmose products and services more effectively.
• Provide oversight and coordination to ensure adequate sales coverage from personnel in both the Sales and Operations groups sufficient to maintain our existing customer base and develop new customers.
• Direct the development of Price setting (to include market COMPs) and Sales Strategies with the Osmose Lines of Business. Review and modify as necessary price recommendations so that they are reflective of the opportunity, inclusive of operational details and in-line with our strategies.
• Guide the development of winning proposals in coordination with the Contracts team and Operations organizations.
• Help facilitate communication between the business development team and operations groups so that crew availability and capabilities are aligned with customer expectations.
• Create sales plans and strategies in concert with their Senior Director Business Development to cover target accounts, to sell services and products and nullify competitors.
• Participate in and contribute to company sales and product training initiatives.
• Produce, in cooperation with the Senior Director of Business Development, an annual sales forecast for assigned accounts and update the forecast on a regular basis to maintain its accuracy.