SUMMARY
Develop and execute sales and related business development goals for NII’s
Contractor Accreditation
Program in the coatings industry.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other
duties may be assigned.
Develop
growth strategies for the NIICAP product within the U.S.A, managing business
planning activity. Grow
NIICAP sales revenue by securing new customers, and converting customers from
competing programs. Influence
asset owners to specify NIICAP accreditation when selecting coating contractors
for industrial protective coatings work. Work with
marketing resources to ensure effective planning for growing the NIICAP brand. Monitor
and meet or exceed defined individual financial and performance goals for
increasing NIICAP specifiers and contractors. Develop,
in collaboration with NII management, a Top 10 prospect list of specifiers; use
strong influencing and relationship building skills to secure
specification of NIICAP contractors by asset owners, government bodies,
engineering houses, and owner-clients of NIICAP-accredited
contractors (concierge service); monitor and report on progress monthly,
and update annually. Develop,
in collaboration with NII management, a Top 15 prospect list of contractors,
which may include those who are renewing. Meet
requirements set by management for tracking communications leading to accurate
and predictive sales performance reports. Deliver
effective NIICAP presentations at industry events, which may include regional
coatings forums, NACE section meetings, national or global conference
forums, etc. Maintain a
working knowledge of significant developments and trends in the NIICAP
marketspace, focusing with the contractor community. Work with
marketing professionals to development marketing programs that support NIICAP
sales strategies and plans. Establish
and maintain general knowledge of all NII and NACE International products,
programs, and services, and identify and communicate other potential
opportunities (beyond NIICAP) to customers and specifiers. Ensure
that all sales activities are ethical in regard to discussion of NIICAP audit
events and outcomes with customers. Agree that discussion with contractor
customers may not include guidance on how to pass audits. Agree that sales
representatives may not insert themselves into discussions/queries
of audit performance/results that should occur between the contractor
customer and other Institute staff/NIICAP contracted auditors.
QUALIFICATION
REQUIREMENTS
To perform this job successfully, an individual must be able to perform each
essential duty satisfactorily. The requirements listed below are
representative of the knowledge, skill, and/or ability required.
Reasonable accommodations may be made to enable individuals with
disabilities to perform the essential functions.
The
NIICAP Sr. Business Development Specialist has substantial visibility with
external stakeholders and must demonstrate a professional presence
necessary for serving as an effective, influencing, ambassador
with external parties. To perform this job successfully, an individual
must be able to perform each essential duty satisfactorily. Reasonable
accommodations may be made to enable individuals with disabilities to
perform the essential functions.
TRAVEL
REQUIREMENTS
Travel is expected, and passport is required. Domestic travel for this position
can be described as heavy, and global travel is possible.
EDUCATION
and/or EXPERIENCE
High school diploma required, and some college preferred. Five years of work
experience with demonstrated
success in a business/customer development position; or a combination of
education and experience that
reflects success with business/customer development initiatives in a sales or
customer development area in a business-to-business setting.
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