Aftermarket Regional Sales Manager, Industrial Gases – West

Nikkiso Clean Energy & Industrial Gases is a leading provider of cryogenic pumps, heat exchangers, process systems, services, and solutions for the LNG and industrial gases industry.  We are a subsidiary of Nikkiso Company Ltd, a leading industrial manufacturer headquartered in Tokyo, Japan, with over $1.5B in annual revenue, 8000 + employees worldwide, and publicly traded on the Tokyo Stock Exchange.

Nikkiso Cryogenic Services (NCS) is an industry leader in the provision of services to the industrial gas and air separation industries, enhanced oil recovery operations, marine, clean energy, and alternative fuels markets. Boasting a vast portfolio of innovative solutions, cutting-edge technology, and expert services, the company stands tall as a go-to service provider for a wide range of clients. The company has carved a niche for itself in the market with its consistent delivery of top-tier services that are tailored to meet the specific needs of each industry. Our products have been instrumental in enabling customers to realize safer, greener, and more sustainable operations. From liquefied natural gas (LNG) systems to industrial gas equipment, every product is designed and manufactured with the utmost consideration for safety and environmental sustainability.

Nikkiso Cryogenic Services is not just a leading service provider to a range of industries, but also a champion of safer, greener operations. Its products and services are designed to meet the dual objectives of operational efficiency and sustainability, helping clients achieve their goals while minimizing environmental impact.

Summary/Objective

The Business Development Manager will drive strategic expansion initiatives across assigned region and effectively tap into new growth opportunities. This role involves identifying and capitalizing on market opportunities, building and managing valuable partnerships, and developing robust sales strategies.

The Business Development Manager will also take the lead in establishing promising business relationships, planning and implementing result-driven growth strategies, and meeting customer needs to drive our business success. Main responsibilities of this role include developing detailed business plans, managing the sales process, and presenting sales and marketing proposals to the customer.

Applicants must exhibit a good understanding of business development principles, excellent interpersonal and negotiation skills, and the ability to drive and motivate. Successful candidates will have a proven track record in similar roles with demonstrated achievements in scaling business operations and establishing a wide network of contacts.

This position will play a pivotal part in our organization's growth and long-term business planning. The incumbent will work collaboratively with the executive team to maximize revenue generation, drive exponential business growth and ensure the company maintains a competitive edge within the industry.

In summary, this challenging yet rewarding role offers a unique opportunity to elevate your career in business development, work with a diverse team of professionals, and drive strategic growth in an exciting and fast-paced industry.

Essential Functions/Responsibilities

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Territory Management: The Business Development Manager will be responsible for managing all sales activities within the assigned territory. This includes maintaining a robust pipeline of business prospects, negotiating sale agreements, and meeting or exceeding sales targets.
• Customer Relationship Management: A significant part of the role involves building and maintaining strong, long-lasting customer relationships. The salesperson will understand customer needs and maximize value from these relationships.
• Product Knowledge: Acquire in-depth knowledge of the company's products or services to effectively demonstrate their value to potential clients, answer inquiries, and address possible concerns.
• Market Research: Conduct and analyze regional market research to understand the competition, customer preferences and identify new business opportunities.
• Sales Strategy Development: Develop and implement strategic sales plans tailored to the regional market to drive sales growth.
• Sales Reporting: Track, record, and compile reports, utilizing Salesforce, on sales performance and on strategies in implementation, using this data to forecast future sales.
• Team Collaboration: Collaborate with the sales team and other departments such as marketing and customer service to achieve sales objectives and enhance the client experience.
• Customer Service: Ensure the highest levels of service standards and maintain customer satisfaction, dealing with any issues that arise in a professional and timely manner.
• Sales Training: Attend and possibly lead sales training and seminars to remain updated on product knowledge, industry trends, and advancements.
• Presentation Skills: The salesman will need to make engaging presentations to potential and existing clients, offering product solutions tailored to their business needs.
• Contract Negotiations: Lead negotiations with potential customers, including finalizing contracts and agreements.
• Brand Ambassador: Act as a brand ambassador, representing and promoting the company's values and products at all times, including at industry events and trade shows.

Competencies (Skills, Abilities, and Knowledge)

The successful candidate will possess a unique blend of educational qualifications, sales skills, leadership experience, and personal attributes that ensure the individual is well-equipped to understand the complexities of business development across different cultures and regions.

• Strong Communication Skills: Ability to effectively communicate ideas, proposals, and solutions both verbally and in writing to clients and internal stakeholders.
• Strategic Thinking: Capable of understanding client needs, market trends, and competitive landscape to create compelling sales proposals that address specific customer requirements.
• Project Management: Ability to effectively manage the sales process from inquiry to payment, ensuring deadlines are met and quality standards are maintained.
• Technical Proficiency: Knowledge of sales tools, CRM systems, and other software applications to create, track, and analyze proposals efficiently.

• Problem-Solving Abilities: Skilled in identifying and addressing potential challenges or objections in the sales proposal process to improve the likelihood of success.
• Attention to Detail: Ability to meticulously review proposals to ensure accuracy, consistency, and professionalism in all written materials.
• Relationship Building: Capable of fostering strong relationships with clients, internal teams, and other stakeholders to collaborate effectively on proposals and drive business growth.
• Market Research Skills: Proficiency in conducting market research and competitive analysis to tailor proposals that align with client needs and market demands.
• Results-Driven: Demonstrated track record of achieving sales targets, winning new business, and driving revenue through successful proposal management.
• Customer Focus: A strong commitment to understanding customer needs, providing excellent service, and building long-term customer relationships. Ability to anticipate customer requirements and ensure customer satisfaction.
• Time Management: Excellent organizational skills and ability to prioritize tasks effectively. Capable of managing multiple projects simultaneously and meeting deadlines.

Education Requirements

• Minimum of a bachelor’s degree in business administration, or a related field from an accredited institution.
• Advanced degree such as a master’s in business administration (MBA) is highly desirable.
• Specialized coursework in areas such as project management, marketing, or finance is also advantageous.
• Professional English language proficiency

Experience

• 5+ years of experience in sales, marketing, or business development
• Proven track record of successfully growing sales
• Strong understanding of sales processes and strategies
• Excellent writing and communication skills
• Ability to work under pressure and meet tight deadlines
• Experience with CRM software and other sales tools
• Strong attention to detail and organizational skills
• Ability to collaborate with cross-functional teams

Physical Demands

• To perform the duties of this job, the employee may be required to stand, walk, sit, reach with hands and arms, climb or balance, stoop or kneel, talk, and hear, and use fingers and hands to type and write, and feel objects, tools, or controls; lift files and open desk drawers and filing cabinets.
• Overtime may be necessary as the workload dictates. This could include weekdays, weekends, nights and/or holidays.
• Ability to lift to 42 lbs. may be required.

• Use standard office equipment such as computers, smart phones, printers, photocopiers, etc.

Work Environment

• Job will generally be performed in an office environment but may require travel to a client's office, production facility, or industrial/construction job site.

• Conditions will vary at each location, but the conditions listed above will generally apply.

Safety

• Complete safety training requirements.
• Participate in other training as directed by the company or manager.
• Wear Nikkiso approved PPE as needed and direct team and others to do the same as appropriate.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Equal Opportunity Employer/Veterans/Disabled

Nikkiso CE&IG is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.