Business Development and Sustainability Manager

BASIC FUNCTION:

This role will be responsible for creating new business market strategies and increasing existing market share for GLN in the industry and guide our sustainability efforts from the sales front.  This role will handle all functions of new business development from calling and visiting all stakeholders, identifying customer needs, evaluating new opportunities to sell all mill products, planning marketing strategies, and developing action plans to engage stakeholders.  The primary focus will be to build customer relationships with key stakeholders in the early development phase and strategically drive new business development initiatives.  Key stakeholders could be owner/developers, engineers, architects, general contractors, and channel partners. The person will also be responsible for building and executing our commercial sustainability strategy and identifying market trends and needs to bring them to Gerdau and help build our strategy towards that.

NATURE & SCOPE:

• This role reports directly to the Sales Director.
• Plan, develop, and coordinate potential business development opportunities and marketing for Gerdau’s Business Development and Sales group

• Maintain data for Opportunity Pipeline Cadence Review meetings with Leadership team
• Identify key stakeholders and develop engagement action plans to establish sustainable partnerships with key decision-makers
• Oversee business development efforts to research sources, validate leads, identify project risk, review design plans, scope, and schedule
• Determine opportunities and potential conflicts with channel partners while selling Gerdau products and services
• Evaluate and approve project pipeline, project size, potential EBITDA, and potential alternate solutions for the customer
• Assess value proposition to the customer by understanding the customer’s needs and proposing how Gerdau can provide products, services, industry knowledge, and solutions.
• Determine Gerdau’s role in the value chain and solicit RFQ’s, RFP’s and establish customer rapport
• Prepare and review project proposal with leadership team
• Attend and participate in various industry functions and events
• Advise product development teams with all needed commercial information on customers, products, and market intelligence
• Support shipping forecasts aligned with monthly Demand Planning process
• Stay informed of competitors’ activities and customer status, making recommendations and/or changes to servicing requirements to meet sales objectives
• Engage with engineering and architectural firms
• Represent company at non-steel industry conferences (ie. Data Centers Conventions, Cement industry conventions, GC’s Conventions, etc)
• Act as initial primary point of contact for stakeholder relationships
• Attend Business Development, Sales, Leadership, and customer meetings as required by Director.
• Participate in committee meetings and develop a strategy to obtain a position on the association committees
• Liaise with other Gerdau employees to provide industry expertise and direction where appropriate – to include but not limited to:
  • Executive Management (as required)
  • Metallurgists
  • Outside Sales representatives
  • Inside Sales representatives
  • Sales Managers
  • Marketing personnel
  • Mill Personnel
  • Logistics personnel
• Follow up with stakeholder concerns, complaints and/or requirements in a timely manner
• Provide regular call reports and status updates to Commercial Leadership
• Support preparation of accurate sales forecast around customer and stakeholder base
• Responsible for building sustainability training material and sessions with our customers
• Responsible for training the sales team on environmental/sustainability

PRINCIPAL ACCOUNTABILITIES:

The incumbent will meet primarily with key stakeholders who are decision makers or may have strong influences on project decisions; therefore, the incumbent must be able to interact in a professional manner with all levels of customer personnel while promoting and selling Gerdau’s products and services.  Considerable tact and diplomacy are required. 

QUALIFICATIONS:

• Bachelor’s degree in Engineering, Construction Management, Architecture or related field from a four-year accredited college/university. 

• Minimum of 6-10 years relevant work experience in engineering, construction, or architecture
• Strong technical knowledge of construction, building science, and design
• Proven expertise in construction and/or steel industry sales and business growth
• Thorough knowledge of steel products, specifications, and their end use
• Strong understanding of how to execute the overall strategy and achieve success through daily activities

ABILITIES AND SKILLS:

• Requires the ability to work in a fast-paced, self-directed environment
• Exceptional verbal and written communication skills, including excellent presentation skills
• Excellent customer service skills
• Requires decision making, problem resolution, and creative and forward-thinking mindset
• Ability to adapt quickly to various situations, circumstances, and personalities at all levels within and outside the company
• Excellent time management skills and ability to effectively plan and establish/maintain priorities
• Excellent negotiation and influencing skills
• Considerable travel is required
• Proactive approach, self-disciplined in character while being a self-starter with the ability to effectively plan and establish/maintain priorities