Business Development Representative

At Integrity Solutions® Ltd. (ISltd®):

We are analysts. We are problem solvers. We are pipeline experts.

We are a devoted group of uniquely qualified and knowledgeable professionals who deliver specialized integrity management services and software solutions to the U.S. oil and gas pipeline industry. Our customers rely on us to guide them through the complicated, and always-changing, integrity management process from the initial jurisdictional reviews to ongoing risk analysis and management.

Our years of collective experience make us industry experts in the areas of HCA modeling, risk modeling, integrity assessment, P&M measures, GIS data management, and much more related to pipeline integrity management and regulatory compliance.

Job Title:        Business Development Representative

Summary:

The Business Development Representative builds relationships with existing and potential clients to pursue, secure, grow, and generate profitable revenue for ISltd. The BD Representative focuses on the entire ISltd service offerings portfolio which includes, but is not limited to, the following categories: Asset Integrity Analysis, Risk Management, Regulatory Compliance, EPC Offerings, and Software/GIS/Data Management. The preferred candidate will have experience and knowledge of offerings within these categories as well as the necessary skills to successfully prospect for new business, which will be the primary focus of the position.

Primary Duties and Responsibilities:

- Generates revenue with new clients, new business with existing clients, and expands business for all client locations.

- Develops and implements strategies for growing business with existing clients and establishing business with targeted new clients.

- Proactively identifies prospective clients through approaches including, but not limited to, personal relationships, referrals from ISltd staff, attending and presenting at conferences, leads generated from exhibits, conducting product/services training, LinkedIn, and other marketing and lead generation programs.

- Proactively reaches out to prospects including, but not limited to, setting initial appointments, follow-up appointments, and exploring opportunities.

- Engages frequently with existing clients and prospective clients both in person and virtually.

- Introduces other ISltd account team members and subject matter experts during the sales process as needed.

- Works with account teams in developing and executing account management plans for major customers and prospects.

- Frequently documents all viable sales leads/opportunities and forecasts their potential size, likelihood, and timing within a CRM software application.

- Facilitates an effective handoff of new clients and opportunities to service delivery personnel.

- Works closely with all ISltd operations personnel (Account Managers, Principal Project Managers, Project Managers, Consultants, etc.) to ensure SOW accuracy and timely delivery of all estimates/proposals to clients.

- Leads account teams, working with others to develop proposals, presentations, work plans, and estimates.

- Develops an annual business development plan consistent with achieving annual performance goals.

- Provide monthly updates on business development activities.

- Attends and participate in sales meetings, training programs, conventions, conferences, and trade shows.

Additional Duties and Responsibilities:

- Assists others to develop and close new business that was not originally generated by the BD Representative.

- Works closely with others on marketing and lead generation strategies, plans, and approaches.

- Provides support in deal negotiations, contract development, and due diligence.

- Provides guidance and development regarding Inside and Follow-On Selling to ISltd personnel.

- Identifies and communicates client needs and industry trends as input to the Software and other offerings change or development process.

- Assists in assessing competitor strengths and weaknesses, and in leveraging industry trends. Uses networking skills to provide relevant information to appropriate stakeholders.

- Other related duties as assigned.

Education:

- Bachelor's (B.S.) degree in Marketing, Business, or related disciplines is preferred. Bachelor's degree in an engineering discipline is a plus.

- Other degrees or no degree may be required depending on years of experience selling Integrity, Risk, or Regulatory Compliance services to Pipeline and related facility operators.

Experience:

- 5+ years business development and/or sales experience, preferably for professional services and/or other relatable technical sales. - 3+ years of experience working in the oil and gas pipeline and related facilities industry is strongly preferred.

- Technical and/or Sales experience with Integrity Management services & Software, Regulatory Compliance, GIS services, Data Management services, and EPC offerings is strongly preferred.

- A personal contact list of buyers and primary recommenders at potential client companies is a plus.

- Prior engineering consulting experience is a plus.

- Experience with CRM software applications is a plus.

- Experience and desire to present at industry conferences and participate in industry organizations is a plus.

Communication skills:

- Strong interpersonal skills and a natural rapport builder.

- Ability to read, analyze, and interpret common engineering and technical journals, integrity management regulations and financial and legal documents.

- Ability to respond to common inquiries from customers, regulatory agencies, or members of the business community.

- Ability to write articles for publication and to prepare and deliver presentations at conferences and other gatherings, such as seminars, is a plus.

- Clear, concise, and appropriate communication with team members and clients is essential.

- Effective verbal and written communication skills required. Returns voice mail and email messages from clients timely, efficiently & effectively.

Computer skills:

- Strong capabilities in the use of the Microsoft Office suite, particularly Outlook, Teams, Word, Excel, PowerPoint, and SharePoint.

- Capable of effectively using a Customer Relationship Management software application.

- General knowledge of integrity management software applications, GIS systems, and data management is preferred.

- Ability to become sufficiently proficient in ISltd Software products in order to demonstrate them to customers.

Travel:

- Up to 35% travel within the U.S.