About HMT

　　HMT is the global leader in aboveground storage tank solutions. HMT brings a distinct level of innovation and service to the tank industry through a unique approach of partnering with customers to optimize tank operations. Knowing that every customer's need is different, we use our decades of experience to customize solutions that help tank operations become more efficient, more productive, and more profitable.

　　Business Development Manager

　　The Business Development Manager in each of HMT's Domestic Regions has the primary responsibility of driving sustainable sales of HMT Products and Services to clients and stakeholders in their territories. In this role, they will be responsible for prospecting, penetrating new accounts; developing, nurturing and strengthening relationships within existing accounts; promoting HMT products and services; and positioning sales opportunities for successful negotiation and execution of the work. The ideal candidate will be located in Southern California.

　　Key Responsibilities:

　　Prospecting and Business Development

　　• Research and understand the market within the regional territory, including all potential customers and their relative size and potential to utilize HMT products and Services.

　　• Understand key business drivers of each potential customer in the above ground tank market including tank maintenance, new tank construction, engineering and inspection.

　　• Understand competitive situations within each potential customer, including current tank contractors, inspection firms and engineering firms.

　　• Gain valuable tank inspection, rehabilitation, construction and/or engineering schedule information and collaborate with HMT Operations Management in order to position HMT in a lead position through proactive sales activities

　　Sales Planning and Strategy

　　• Be able to assess, qualify and rank existing/target customers in order to prioritize resource allocation

　　• Develop and maintain Key Account Planners for strategic accounts and growth opportunities

　　• Define sales objectives that are in alignment with Regional strategy and revenue goals

　　• Define and regularly maintain tactical plan (Sales Action Items) to sustain progress toward sales objectives

　　Sales Activities

　　• Conduct sales-related activities in person and by email & phone to promote HMT products and services to potential clients; including but not limited to:

　　• Cold calls and introductory presentations

　　• Presenting HMT products and service capabilities for both generic (e.g. lunch & learn, intro presentations) or tank-specific opportunity situations

　　• Consulting on specific tank opportunities in order to position HMT as a primary technical advisor for the project

　　• Effectively handling technical inquiries to get the customer rapid, accurate and effective response to technical questions

　　• Maintain regular schedule of contact with customers via phone and on-site visits to uncover upcoming projects and secure the opportunity to provide proposals for tank repair and inspection Services

　　• Develop and strengthen relationships with key decision makers and influencers in the oil and gas community in order to further advance our presence and sales objectives within each customer; including but not limited to: Sales calls at the customer's place of work; Social interactions at conferences, trade shows, and customer outings; Social outings, meals, golf, etc. (that are reasonable and customary, in line with HMT's policies for meals & entertainment) for the purposes of fostering customer relationships or expanding network to develop additional sales opportunities; Conduct customer interactions with the purpose of gaining accurate assessment of their satisfaction with HMT's products and services (using HMT's QP-020 tool kit); Understand customer needs and assist customers in solving above ground storage tank problems.

　　• Generate proposals for HMT solutions including proposal customization in order to optimize our value proposition

　　• Collaborate with other regions and support cross-regional sales efforts by providing intelligence and making calls on cross-region stakeholders that reside in their territory

　　• Remain knowledgeable of company's products and solutions to be effective in sales efforts

　　Budgeting, Forecasting and Management Communication

　　• Provide timely and directionally accurate market activity information, including forecasts and market condition information to assist management with making business decisions

　　• Play a critical role in the budgeting and forecasting processes, including conducting customer spending surveys and providing information about upcoming tank outages and major projects

　　• Provide regular updates in the form of opportunity trackers and re-forecast intelligence

　　• Provide regular updates to sales & operations management to facilitate support and collaboration

　　• Provide market condition information as requested

　　• Actively participate on sales team calls to share sales best practices, collaborate on strategies to close sales, and share market & competitive intelligence

　　Skill Requirements:

　　• Excellent interpersonal and customer service skills

　　• Excellent written and verbal communications skills

　　• Detail-oriented

　　• Strong problem solving and analytical skills

　　• Ability to work effectively in an environment where compliance with processes and procedures is a priority

　　• Skilled in preparation of clear, concise and complete analysis, proposals, reports and other written materials Knowledge Requirements:

　　• Maintains confidential and sensitive information

　　• Ability to multi-task, work under pressure and adapt to change

　　• Ability to acquire new knowledge and learn new skills

　　• Basic knowledge of storage tanks and API codes.

　　• Typical jobsite safety requirements

　　Education/Training:

　　• Bachelors degree required (Engineering or Business preferred)

　　Experience:

　　5 years experience in the Oil and Gas Industry with a focus on API 650 above ground storage tanks (AST) sales or account management.

　　Key Accountabilities:

　　• Drive sustainable sales of HMT Products and Services to clients and stakeholders in their territories

　　Personal Traits:

　　• Acts with honesty and integrity

　　• Service oriented

　　• Able to remain calm in stressful situations

　　• Creative and adaptable

　　Physical Requirements:

　　• Sitting for up to 8+ hours

　　• Standing occasionally

　　• Walking occasionally

　　• Talking frequently

　　• Hearing frequently

　　• Usage of hands and fingers

　　• Reaching with hands and arms

　　• Willing to travel 50% (weekends and overnight may be required) covering: California, Nevada and Arizona.

　　HMT is an Equal Employment Opportunity Employer. We will not tolerate discrimination because of race, color, religion, sex, age, national origin, military or veteran status, mental or physical disability, genetic information, gender, gender identity or expression, sexual expression, or any other unlawful reason. All qualified applicants are encouraged to submit applications for employment. Employment with HMT is At-Will.

　　HMTRSR