Business Development Account Representative

The function of Business Development is to improve Lanmark's market position and achieve financial growth. The Business Development Account Representative maintains extensive knowledge of current market conditions, defines long-term organizational strategic goals, builds key customer relationships, identifies business opportunities and directs and develops business development activities to ensure these are delivered in accordance with Lanmark's business strategy. It is their job to work with the internal team and other managers to increase sales opportunities and thereby maximize revenue for the organization. To achieve this, they need to target potential clients and projects with a goal of ultimately converting them into Lanmark clients and continue to grow business in the future. The Business Development individual will also help manage existing clients and ensure they stay satisfied and positive.

Job Responsibilities:

Business Maintenance:

• Support Lanmark in building "A" list client portfolio
• Develop relationship maintenance schedule for executive / management team
• Coordinate annual client survey and report results to management
• Collaborate with HR to maintain Lanmark staff profiles for business development purposes

Client Development:

• Meet existing clients on a regular basis, no less than quarterly
• Maintain a current knowledge of the oil & gas as well as petro-chemical industry in western Canada and North America through various news (BOE, EIA, etc. and government sources (AER)articles oil & gas company projects which align with corporate strategy
• Establish key parameters about potential clients by identifying the potential client's annual revenue by product (oil, gas, petrochemical), their key areas of focus, and what drives their organization and review with Vice President Business Development
• Maintain and develop existing and new customers through appropriate propositions and ethical sales methods to optimize quality of service, business growth, and customer and satisfaction
• Target of eight meeting per week on average (but no less than four meetings) with clients and schedule initial BD meeting including the Vice President Business Development
• Maintain a record (audit trail) of previous meetings in the database for future reference
• Create business proposals or respond to RFPs as required by the Vice President Business Development
• Establish a list of key projects for use in proposals
• Establish "typical" project profiles to showcase Lanmark's services
• Identify and support new business prospects, through researching, refining and developing plans for targeting prospects.
• Develop new business opportunities and business development strategic plans through market analysis.
• Follow market activity to anticipate new trends and capture business opportunities
• Conduct and review market analysis to determine customer needs, pricing and trends
• Maintain the company's CRM of contacts/relationships that could potentially benefit from the Lanmark's services
• Actively measure client interaction and results by utilizing CRM and other reporting tools
• Engage initial prospective client outreach via calls as well as follow-up communications with prospective clients on future and proposed opportunities
• Utilize LinkedIn as a key database to identify and develop potential clients and HR assets
• Create and maintain business relationships with key customers contacts and management through regularly scheduled meetings, anticipating customer needs and ensuring operational excellence
• Communicate customer needs to internal counterparts to ensure operational excellence and increase the overall satisfaction of our clients
• Increase industry awareness and knowledge by attending appropriate industry conferences and company meetings
• Develop sales skills, in addition to technical service knowledge, in order to sell multiple product lines and be able to develop cross-selling opportunities across business lines
• Support marketing campaigns and promotions
• Travel as required to support business activities
• Monitor competitors' product development and activities

Proposals and Procurement:

• Take ownership in the proposal process including estimating, writing, and submittals
• Support management in dealing with negotiations, bids, contract development acquisitions and budgeting
• Ensure Master Service Agreements are executed with all Lanmark clients and filed in the MSA system
• Ensure current/correct rate sheets are being used for each client

Identity Development:

• Maintain/support Lanmark LinkedIn account
• Post articles to personnel and Lanmark LinkedIn account and other social media
• Assess brand perception within key target markets
• Work with management to refine Lanmark positioning strategy and brand identity
• Integrate consistent brand standards throughout corporate materials
• Develop marketing and communications plan to achieve desired outcomes over next 12 months
• Oversee production of marketing tools, promotional materials, electronic resources and website
• Plan events - internal events, meetings, tradeshows and career fair activities
• Manage corporate social programs including sponsorships and charitable initiatives
• Work with HR to develop an employment brand / image for recruiting purposes to gain a favorable market perception of the organization striving to shape Lanmark as the employer of choice

Other Marketing Duties:

• Plan and prioritize sales activities towards achieving agreed business goals
• Manage business portfolio/territory according to an agreed market development strategy
• Manage product/service mix, pricing and margins according to agreed aims
• Plan, carry out and support local marketing activities according to agreed budgets and timescales, and integrate personal sales efforts with other organized marketing activities (e.g. product launches, promotions, advertising, exhibitions and telemarketing)
• Monitor and report on market and competitor activities and provide relevant reports and information
• Communicate, liaise, and negotiate internally and externally using appropriate methods to facilitate the development of profitable business and sustainable relationships
• Attend external customer meetings
• Make presentations regarding Lanmark and its services when required
• Attend training and develop relevant knowledge, techniques and skills

Midland, Texas Job-Specific Goals

• Generating leads for possible new client relationships
• Building and maintaining existing client relationships by having open communication, account planning and performance monitoring
• Market research of customers and competitors in the industry, to establish a plan for future business that will help to ensure successful projects
• Focus business development on 3 to 4 primary client candidates with a focus on their overall business needs and Lanmark's role in achieving them
• Collaborating with senior management to determine the best markets and geographical areas for expansion, with emphasis on client commodity/product sensitivity
• Current and future economic impacts to the client's commodity or product
• Opportunities from emerging markets; specifically advances in technology or geographical diversification
• Establish a risk factor/grading for each client that outlines the following factors:
• Client management style and corporate philosophy
• Commodity/product sensitivity
• Current and future project budgets
• Client financial standing/cash flow
• Create and maintain short-term and long-term plans to ensure strategies are up to date with current and future economic markets
• Increase the profitability of Lanmark Engineering Inc. as outlined within the corporate business plan
• Establish the hierarchical structure of client organizations and use strategic planning at various management levels to gain their business

Qualifications:

• Established Upstream & Midstream relationships
• 5-10 years business development experience in Midland, Texas
• Technical aptitude with an understanding of the Oil & Gas and Petrochemical EPC Industries
• Working understanding of interdisciplinary engineering deliverables for project execution specific to the energy and petrochemical industries
• Prospecting, sales, sales planning and closing skills
• Meeting and Presentation Skills
• Excellent written and oral communication skills
• Formal sales training preferred