Sr. Business Development Specialist

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Company: NACE International
Location: Houston N/A USA
Posted: 1/23/2020

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.

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 is expected, and passport is required. Domestic travel for this position can be described as heavy, and global travel is possible.

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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