The Business Development Manager, Replenishment-at-Sea (RAS) Segment owns execution of the sales strategy for profitable growth of the RAS business.  Working under the Vice President of Business Development, the Business Development Manager will work collaboratively within the organization and pro-actively with Hepburn’s current and future customers to drive the sales process from opportunity identification to purchase order/contract.

Responsibilities and Duties:

• Lead global sales and marketing for Hepburn’s RAS business segment including new business, spares and field service offerings. 
• Develop and manage a new opportunities sales funnel. 
• Work collaboratively internally to develop and deliver end-to-end opportunity solutions from identification to product delivery including; value proposition, products, services, contract structure, and pricing. 
• Identify and build relationships with key opportunity stakeholders to promote Hepburn and influence the outcomes in Hepburn’s favor.
• Develop deep understanding of competitors’ strengths and weaknesses, product/service portfolios market trends, emerging technologies and market developments. 
• Participate in trade shows, promote and demonstrate/articulate Hepburn’s value proposition.  
• Expand the depth and breadth of Hepburn’s product offerings strategic to the company’s success.
• Develop a close working relationship with the management team to help evolve sales strategy, drive innovation, enhance the product portfolio, and grow customer relationships.
• Drive the internal opportunity costing processes including; formation of cross-functional teams, develop support and hardware costs, and propose opportunity pricing and structure.
• Prepare timely reports and analytical metrics allowing the monitoring and appraisal of sales programs and efforts.
• Own the customer relationship; ensure  the organization delivers on time to the highest standards in accordance with Hepburn’s brand promise including; developing and nurturing deep relationships with key clients, industry organizations, partners and stakeholders.

Required Qualifications:

• Bachelor of Science in Mechanical/Electrical Engineering.
• P Eng, MBA Preferred.
• 5+ years’ experience of progressive global Business Development experience with large RAS/marine industry capital equipment projects. 
• Demonstrated expertise in the sales process from opportunity identification to purchase order/contract delivery including; development of value propositions, proposal generation, stakeholder management, cost estimating, contract negotiation, program management, budgeting, and experience with project P&Ls.
• History of building and managing sales funnels with above average conversion rates.
• Contracts and negotiation expertise with a track record of negotiating contracts with favorable terms and conditions to support new business and long-term business relationships.
• Proven analytical, conceptual and problem-solving skills to evaluate business opportunities and leverage knowledge and industry experience to identify and champion customer focused solutions.
• Relationship management experience.  History of working within the C-suite to develop deep personal relationships to aid in moving opportunities though the sales funnel.
• Highly proficient with technology.  Strong computer skills including Microsoft suite (Excel, Word and PowerPoint), and an understanding of ERP systems. 

Key attributes:

• Customer focused – works tirelessly on the customer’s behalf, listens/understands customer needs and represents the customer internally.
• Self-starter, results and deadline driven - approaches all endeavors with a sense of urgency, willing to make that extra effort to make sure the work gets done and the deadlines met.  
• Adaptive and flexible – able to multi-task and comfortable in fast moving and dynamic situations.
• Demonstrates strong work ethic with capacity for sustained effort and hard work over long periods of time.
• Advanced interpersonal and presentation skills - ability to present and discuss strategies and technical information in a manner that establishes rapport, articulates value, influences stakeholders and builds confidence in the proposed solutions.
• Influential leadership within a collaborative environment to build and motivate cross-functional teams to achieve common goals and objectives.

Travel Requirements:

Travel to customer locations internationally is required to meet business needs, approximately 35% of the time.

Hepburn Engineering is an equal opportunity employer. If chosen to participate in the selection process, accommodations are available upon request. 

Please send resumes to hr@hepeng.com

We thank all candidates for their interest, however, only those selected will be contacted. 

visit: www.hepeng.com for more information