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National Business Development Prospecting Manager

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Date: Jan 2, 2021

Location: Brecksville, OH, US, 44141 Austin, TX, US, 78744 Deer Park, TX, US, 77536 Fort Worth, TX, US, 76244 Chicago, IL, US, 60611 Charlotte, NC, US, 28203 Indianapolis, IN, US, 46260

Company: Lubrizol Corporation

60963 

The Lubrizol Corporation, a Berkshire Hathaway company, is a market-driven global company serving customers in more than 100 countries. We own and operate manufacturing facilities in 17 countries, as well as sales and technical offices around the world. Through our global sales and manufacturing networks, we are able to deliver the products and services our customers need, where and when they need them.

At Lubrizol, our mission is straightforward: We improve lives as an essential partner in our customers’ success, delivering efficiency, reliability or wellness to their end users. Read the cover story in Smart Business Magazine to learn how Lubrizol plans to advance its growth.

Summary of Responsibilities

Reporting to the Sales Enablement Manager, this role has responsibility for contributing to and supporting the tactical and long-term outbound prospecting strategies for the TempRite business unit in North America. This position develops comprehensive prospecting strategies and leads outbound sales activities to potential and current customers to qualify them as sales leads for the field sales managers. This position will require working closely with marketing and sales to ensure accurate and the effective quality of sales leads.

 

 

Essential Job Functions  

  • Develop a deep market understanding of the Plumbing, Fire Protections and Industrial target markets. You will be accountable for identifying new opportunities, developing and executing prospecting strategies and driving new profitable growth for the segment. 
  • Understand market trends and manage opportunities for our territorial sales managers in a proactive manner by understanding the customers’ business needs. Identify and develop new target prospects through value and opportunity analysis, market and customer intimacy. Determine strengths and build on those strengths by focusing on identifying and developing new growth opportunities in order to become a more proactive solutions partner.
  • Identify gaps in current capabilities and develop action plans to address them. Work closely with the cross functional product team to launch new prospecting campaigns, gain early market acceptance, and accelerate penetration. Identify, generate and capture more value from both new and existing customers.  Identify new customers and establish strong, collaborative relationships with our value chain. Segment focus: Commercial Plumbing, Residential Plumbing, Fire Protection, Industrial, and HVAC
  • Thought leadership on proactive prospecting and use of virtual selling tools to improve our market coverage and growth targets.
  • Close collaboration with Marketing on development and execution of our go-to-market strategies
  • Responsive to the customers’ needs and follow through on all aspects of request, both written and verbal.
  • High quality and timely CRM reporting per established guidelines.
  • Deal Pipeline KPIs (short-long term projected sales trajectory) tracked via HubSpot CRM. 

 

 

 

Skills, Qualifications, Experience, Special Physical Requirements:

  • A minimum of 5 years of experience in sales and marketing in the B2B construction or industrial environment with a strong computer & sales software literacy.   
  • Commercial development experience, including value chain analysis, customer needs analysis, definition of value proposition and marketing positioning.
  • Highly competent in developing and implementing virtual sales & prospecting strategies.
  • Demonstrated track record of effective leadership and execution from strategy development through to commercialization.
  • Excellent communication and presentation skills is a key requirement
  • Bachelor’s degree in a technical or business discipline from an accredited university
  • Demonstrated abilities and successes in implementing new product, solution, technology and value selling programs
  • Excellent sales and communication skills, as demonstrated by the ability to develop and deliver professional presentations
  • Effective as an advocate and consultant

 

Success Competencies:

  • Business Acumen
  • Building Relationships
  • Decision Making
  • Execution
  • Focus on customers
  • Networking
  • Influence
  • Results Orientation
  • Strategic Thinking
  • Highly Self Motivated
  • Existing relationships in target industries is a plus

 

Please note this role will be based in Cleveland or will be remote based on the selected candidates location. 

 

With multiple facilities in and around Cleveland, Ohio, Lubrizol is located in one of the largest economic regions in the United States. For the last seven years Lubrizol has been named one of the top workplaces in Northeast Ohio, and in 2016 was judged as the number one workplace by Northeast Ohio’s annual Top Workplaces survey. Buzzing with business, culture, knowledge and entertainment, Northeast Ohio is a vibrant place for people of all ages and walks of life to live, learn, work and play.  This region offers a little bit of everything for everyone - ethnically-diverse communities, affordable housing, award-winning schools and universities, world-class healthcare, indoor waterparks and zoos, ski resorts, museums, halls of fame, one of the longest water-fronts in the country, and the most concentrated square mile of art, cultural, education and health institutions in the nation.  From making your heart race at Cedar Point, to attending a professional sporting event or biking or hiking through over the 100,000 acres of state parks, to catching a Broadway show at Playhouse Square - the second largest performing arts center in the country, you can make it happen right here in Cleveland, Ohio.

 

Lubrizol is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to sex, race, color, national origin, citizenship, age, religion, marital status, military service, sexual orientation, genetic information, gender identity, or any other characteristic or trait protected by federal, state, or local law.

 

Do You Need Assistance?

Please let us know if you need an accommodation to proceed with your application for a posted job, or with any other aspect of the interview or assessment process.  You can either call 440-943-4200 and ask for Talent Acquisition or send an email to talentacquisition@lubrizol.com. Please note that this phone line and email address are not to be used for checking on the status of an already submitted application and not to be used by third party recruiters.


Nearest Major Market: Cleveland

Job Segment: Business Development, Developer, Manager, Field Sales, Sales, Technology, Management