Senior Business Development Manager

The Senior Business Development Manager is responsible for providing highly technical strategic planning and business development of Fike's Explosion Protection Product Line focusing on direct territory sales. The position is responsible for identifying and calling on new customers, following up on leads that come into Fike EP direct territory from either the web, phone or through representatives to qualify those leads and develop a scope of work. The SR BDM will determine if that lead is budgeted, qualified and if the scope of work requires a turnkey sales approach. In addition to these responsibilities, the SR BDM will be responsible for selling after installation service contracts to existing and new customers once the project is complete. The SR BDM will also maintain the relationship with the installed base customers in a defined territory as determined by the National Sales Manager - EP. Regular travel is required. Provides mentorship and guidance to less experienced team members.

1. Develop and implement highly technical and strategic business development strategies aligned with overall company objectives.

2. Build, lead, and directly manage a growing team to support business development efforts-including lead generation, technical support, project execution, and account development.

3. Research and analyze market trends, competitive landscapes, and potential new business avenues.

4. Function as a mentor and subject matter expert within the business, fostering internal knowledge development and supporting team growth.

5. Generate leads through market research, direct cold calling, and follow-up on leads from various Fike resources, including existing Representative channels.

6. Establish relationships with plant management, engineering, and EHS representatives at potential customers to sell Explosion Protection solutions.

7. Sell service contracts to existing or new installations within the Fike customer installed base.

8. Manage relationships with Explosion Protection Representatives to market, sell, and grow product sales within a defined territory, as assigned by the National Sales Manager - Explosion Protection.

9. Build relationships with strategic customers and industry experts to monitor market dynamics, demand trends, and emerging opportunities.

10. Identify product changes needed to improve competitiveness and increase sales in each region.
11. Identify key markets Fike should enter (or pursue more aggressively) and develop go-to-market strategies and recommendations for penetration.
12. Identify new applications for existing products and collaborate with business unit management to pursue these opportunities.
13. Partner with distribution channels and strategic account teams to promote full turnkey solutions.
14. Regularly travel to meet with customers, representatives, industry experts, and Fike personnel within North America.
15. Build and maintain strong relationships with key Engineering, Procurement, and Construction (EPC) firms to get Fike specified into major projects.
16. Maintain the confidentiality of all information processed.

Subject Matter Expertise. Strategic Planning. New Business Development. Presentation. Research. Critical Thinking. Technical Understanding. Decision Making. Relationship Building. Leadership. Self-Motivation. Business Acumen. Team Player. Negotiation. Strategy.

While performing the duties of this job, the environment is general office work using the computer and the employee is regularly required to walk, talk, hear, see, sit, and use hands. Regular travel is required.

Required: Bachelor's degree in Marketing, Engineering, Business, or related discipline preferred or an equivalent combination of education and/or experience. Seven years or more of post degree related experience. Expert knowledge of competitive technology and commercial activity in major global markets. Sales experience selling to explosion protection market. Proven success in cold calling new customers with direct selling experience and leading new product development. Demonstrated leadership and strategic planning skills. Ability to travel regularly and work collaboratively.

Preferred: National Institute for Certification in Engineering Technologies (NICET) certification. Fire or explosion protection design and/or sales experience in multiple global regions. Knowledge of Fike products and services. Multi-lingual.