Regular
Full time
At the heart of CSA Group is a vision: making the world a better, safer, more sustainable place. It's been part of our mission for nearly one hundred years: from the first engineering standard for railway bridges developed in 1919, to more than 3,500 standards, codes & related products today.
Headquartered in Canada, with a global footprint of more than 30 labs and offices across Europe, Asia and North America, CSA Group tests, inspects and certifies a wide range of products - from every day househould items to leading edge technology-to meet exacting requirements for safety, performance and environmental impact.
Our employees take pride in making a difference in people's lives through the work that we do. We're looking for people like you to help make it happen.
Primary Function:
The Business Development Specialist will be responsible for developing business strategies, relationships and accounts to support the growth and expansion of the special inspection and field evaluation business specifically as it relates to large manufacturing plant construction in N. America. This role will be responsible for identifying, investigating and analyzing opportunities while engaging all those thought the value chain in support of CSA Group. The incumbent will be responsible for developing business from key clients in multiple markets, increasing the profile of CSA marks and services, recommend and implementing delivery strategies in collaboration with the CSA International network and partner agencies. The Business Development Specialist will manage communication effectively with assigned key clients, agencies and staff. Operating in a team environment, this individual will participate in a international, multi point sales program aimed at delivering significant gains in relation to field based services to new manufacturing plants (Gigafactories, Chip manufacture) in North America. Quotas set annually along with any other key metric determined to be necessary for commercial success of the business.
Working Relationships:
- Reports to Global Business Director, Industrial Equipment
- Operates as part of an international team of Field Service Specialists with shared goals and rewards.
- ISR (Inside Sales Representatives) in the field service team.
- Peer Relationships:
- All levels, including Managers, Directors, Vice-Presidents and Presidents, internally
- EPC (Engineering, Procurement and Construction) company staff
- Engineering, Senior Managers, and Sales/Marketing Managers at external companies
- Government representatives
Principal Duties and Responsibilities:
- Identifies and develop new business opportunities and strategies to significantly increase CSA business in identified new plant construction.
- Engaging EPC’s in order to position CSA as the top choice: This involves working closely with Engineering, Procurement, and Construction (EPC) companies to ensure that CSA is their preferred choice for field services.
- Engaging suppliers to provide field services for their non-certified products: This duty focuses on collaborating with suppliers to offer field services for products that are not yet certified but being sought as part of a new manufacturing plant being constructed.
- Selling to manufacturers, suppliers, and influencers relating to large manufacturing site construction and equipment: This includes targeting key stakeholders involved in the construction and equipment supply to large new North American manufacturing sites.
- Get CSA listed as the sole specification by the manufacturer or by the EPC: This responsibility involves ensuring that CSA is the only specified provider by manufacturers or EPC companies OR
- Get CSA listed as an option for SI/FE in the specification by the EPC: This entails getting CSA included as an option for Special Inspection (SI) and Field Evaluation (FE) in EPC specifications.
- Win SI/FE projects relating to new manufacturing plant builds from the manufacturers themselves or their vendors: This duty involves securing projects at newly built manufacturing plants.
- Get maximum vendor projects for each individual plant: This includes maximizing the number of vendor projects at each plant.
- Leverage supplier relationships into new plant locations: This involves using existing supplier relationships to expand into new plant locations.
- Works as one part of a global team to execute a multi-channel sales strategy with a shared reward program.
- Identifies and satisfies the needs of new and existing clients in the field services markets to expand large manufacturing plant build business.
- Develops, negotiates, and maintains new and existing business relationships with selected manufacturers, suppliers, associations, EPC’s and government agencies internationally. In conjunction with local management, measures and tracks performance of projects, specifications, and agencies and takes appropriate action to support business growth.
- Communicates with agencies, CSA International offices and management about expansion activities, technical and market information, and business success.
- Assesses and monitors market and product information for selected geographic sectors. Recommend strategies, approaches and keys to success; and prioritizes opportunities for development.
- Manages and satisfies filed service clients supporting large manufacturing facilites by ensuring regular communication, effective delivery and appropriate service enhancements. Promotes the success of field service clients as appropriate.
- Builds relationships within CSA to enhance business growth. This includes understanding various roles and functions, negotiating services, obtaining the necessary resources to support International plans.
- Develops and implements account plans for targeting large manufacturing facilities and EPC’s that include service, training, and promotion efforts.
- Monitors competitive activity, including pricing, and determines appropriate action plans to retain business and support growth.
- Prepares monthly reports that identify and track key performance indicators for EPC’s, suppliers, and agencies. Communicates results regularly with leadership team.
Work Environment:
- Office environment
- Frequent travel within home region with occasional international travel if required.
- Hectic; fast pace, with strong international coordination and cooperation among a team environment.
Preferred Education & Experience:
- B.A. or MBA in Business/Commerce, Marketing, or appropriate discipline preferred.
- 7-10 years of experience in a complex sales function
- Sales or Marketing experience
- Appropriate technical exposure or knowledge of certification industry, particularly Special Inspection and Field Evaluation.
- High comfort level in stressful situations including negotiation, project initiation, conflict resolution and dealing with multicultural/multi-disciplined individuals and groups
- Ability to understand best business practices in an international environment with varied cultures, languages and customs
- Ability to collect, organize and present statistical, market, and financial data
- Ability to analyze market studies and competitive information to support business development
- Ability to conduct cost-benefit analysis and present data to support business case
- Ability to identify, assess and develop new initiatives and new opportunities for CSA Group
- Ability to identify, assess and control potentially areas of risk
- Strong ability to manage complex procurement processes with variable avenues of success.
