Director of Business Development – Field Service (Remote)

delta star

Delta Star, Inc.

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About the job

Company Info

Delta Star is an employee-owned organization that is fully committed to providing an exceptional customer experience. We are the substation leader in North America providing superior, innovative client solutions that meet the energy needs of the future. Come join our team today and see why Delta Star has been the choice for power companies around the world for over 110 years and counting.

In addition to the products, we manufacture and sell globally, Delta Star’s standalone Field Service Business Unit is a national organization that provides one of the most comprehensive transformer service portfolios in the industry. Our field experts can service any type of Power Transformer, whether it be in substations, industrial or nuclear plants, hospitals, residential areas, and/or underground vaults. Our Field Service organization has the capability to install, maintain, retrofit, relocate, and/or upgrade any Original Equipment Manufacturers (OEM) transformer brand with ratings up to 765kV.

PURPOSE

The Director of Business Development – Field Service (FS) is responsible for leading the conception and implementation of the commercial & growth strategy for Delta Star’s Field Service Business Unit (FSBU) throughout the North American region. This includes, but is not limited to, overseeing and/or supporting the strategy, account development, relationship management, customer service, and process improvements of the business. Direct the delivery of key initiatives, leading by example and acting as a game-changer to the business, while supporting an elevated growth agenda to rapidly expand sales and market share. Acts as a key contributor & member of the Field Service Business Unit leadership team with shared responsibility for driving the organization to predicable and profitable targets such as bookings, revenue, profit margin, and other related objectives.

The Core Responsibilities Of The Director Will Be To

The Director will act as a business partner to the GM of the FSBU, as well as other leadership stakeholders within the company.

  • Focus on the growth and further development of targeted accounts, the expansion of service capabilities, geographical footprint buildout through ancillary service centers, and/or through strategic M&A.
  • Influence and champion the continuous improvement of internal processes.
  • Deliver a better customer experience and higher quality of services, improving communication both internally and externally, while enhancing responsiveness (speed & agility) through process improvements in all business areas to support increased customer satisfaction and bottom-line results.

Responsibilities & Duties

  • Responsible for successfully promoting and positioning the transformer field service business to maintain and grow market share consistently year-over-year. Oversee the portfolio, while being astute on the discussion & negotiation points of power transformer installations, relocations, maintenance & repair, re-gasketing or major overhauls, electrical testing, oil processing, failure investigations, and Load Tap Changer (LTC) maintenance & retrofits.
  • Manage, within budget, sales, and business/relationship development activities to achieve annual sales/growth goals.
  • Provides timely forecasts, updates on the market including shifting customer requirements, industry trends, competitors, and/or market level pricing feedback.
  • Coordinate and solicit feedback from various departments and support functions to enhance the business.
  • Support the facilitation of responsive communication between customers, other sales reps, and our technical or field execution staff to ensure all customer expectations are being met.
  • Oversee opportunities from a commercial and technical standpoint during opportunity stage, through negotiation, to order entry.
  • Review and analyze customer specifications at times, providing guidance to inside/outside sales teams during proposal generation to ensure we are properly positioned to win and mitigate any risk.
  • Mentor, train, and further develop other field service staff members as required/able, sharing knowledge cross-functionally to ensure the team is always improving. This may include training/educating other sales channels such as outside rep agencies.

Education & Experience

  • A minimum of 12+ years of experience in the transformer/substation service or Energy industry is required, combined with 5+ years of management experience.
  • Experienced in growing customer accounts and capturing additional market share through your individual strategies and efforts.
  • Bachelor of Science degree in Engineering, Business, Marketing, or related field.
  • Training or knowledge in NFPA70E, IEEE, NETA standards, or other transformer/substation training/certifications is a plus.

Knowledge, Skills & Abilities

  • Stellar customer focus and proven relationship building skills, both externally and internally
  • Excellent written and verbal communication, interpersonal skills, organizational skills, and analytical skills
  • High level of negotiation skills with the ability to listen effectively, understand customer needs, and identify and clearly present value propositions to our customers.
  • Demonstrated ability to lead and drive positive change through influence and through actionable items.
  • Must have a positive attitude, be driven to grow the business, and have a willingness to help in any area mentality (team player)

Other Requirements

  • Travel as necessary to fulfill the core objectives of the role and yield successful growth results for the business.
  • Preferred work location is at Delta Star’s Field Service headquarters located in Forest, VA, or other satellite Field Service office location(s) throughout the US. However, remote home-based candidates will also be considered.
  • Support industry events and Delta Star events as required to support and grow the business.
  • Must have a stable internet connection and cellular service at candidates’ home-base to conduct normal business operations when not visiting customer sites. (Email, connect remotely to Delta Star systems through VPN, etc.)

AAP/EEO STATEMENT

Delta Star is an EEO/Affirmative Action Employer and does not discriminate based on age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability, or any other legally protected status.

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