Business Development Manager Pipeline/Midstream (North America)

Company Description

John Crane, a business of Smiths Group, is a global leader in mission-critical flow control solutions for energy and process industries that enable efficient and sustainable operations. Our products include mechanical seals and systems, couplings, bearings, filtration systems, and predictive digital monitoring technologies. 

We have a global network of more than 200 sites in over 50 countries and employ more than 6,000 people worldwide. We partner with our customers to help them keep their operations safe, reduce downtime, improve efficiency, and meet the latest environmental standards. 

John Crane is part of Smiths Group. For over 170 years, Smiths has been pioneering progress by engineering for a better future. We serve millions of people every year, helping to create a safer, more efficient, productive, and better-connected world across four global markets: energy, security & defence, space & aerospace, and general industrial. Listed on the London Stock Exchange, Smiths employs approximately 16,000 colleagues in over 50 countries

Job Description

The North America Pipeline/Midstream BDM is responsible for developing and expanding the company’s installed footprint within midstream operator networks across the territory. This role involves identifying growth opportunities within our operator fleets, building and maintaining strong relationships with key stakeholders and driving sales through various avenues to ensure partner success. The ideal candidate will have a technical engineering background, strong commercial aptitude and business development.

Responsibilities include but not limited to the following:

• Build and maintain strong relationships with existing and new pipeline/midstream operators in the defined territory.   Target customer stakeholders include corporate Rotating Equipment SME’s, Regional Maintenance Supervisors, operational/maintenance technicians and various roles within customer Supply Chain Management team.
• Build and maintain strong internal relationships with key stakeholders, to include personnel within sales, engineering, operations, quality, marketing and finance groups to align business objectives to meet customer expectations.
• Support Equipment SME’s (Corp/Reg) by establishing best practices and equipment specifications standards.
• Ensure technical alignment on business upgrade opportunities and competitor retrofits with end-user customers.
• Participate in industry market events and organizations (Pump & Turbo Symposium, INGAA, API Pipeline Conference, Gas Machinery Conference, PRCI, Localized Midstream Groups, etc.) for networking, business opportunity growth and market trend analysis.
• Analize sales data against established targets accounts, KPIs and provide actionable insights to improve installation market-share.
• Address issues/challenges faced by our clients and provide commercial technical solutions.
• Develop and implement a North American growth strategy to achieve sales and growth objectives for the territory with emphasis on identifying opportunities focused on re-rate project work, re-purposing of existing assets.

Qualifications

• High school diploma or equivalent required.
• Bachelor's degree in Engineering or Business and Commercial aptitude preferred. 
• Minimum 3 years’ experience in a technical support role with cross functional commercial responsibility, including engagement with current account management team.
• Proven track record of successfully managing and growing channel partner relationships.
• Strong understanding of the regional market and industry trends.
• Must possess effective communication, leadership and interpersonal skills and a track record of using persuasion skills to influence groups outside of functional authority.
• Proficiency in Engineering software suite, CRM software and Microsoft Office Suite.
• Experience in working with culturally diverse stakeholders in a global organization is preferred.
• Ability to travel 30% of the time within the US territory as required.

Additional Information

All your information will be kept confidential according to EEO guidelines.

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

At no time during the hiring process will Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website (Careers - Smiths Group plc)