Business Development Manager - HVAC for Pharma

SMARDT is the leading manufacturer of oil-free designed centrifuges with operations worldwide. We are now expanding our Montreal headquarters and have many ongoing opportunities!

We are looking for a Vertical Market Director (Pharma) to join our team!

Key Responsibilities:

1. Strategic Planning & Business Development:
   • Develop and implement strategic plans to grow the Pharma vertical markets segment.
   • Identify emerging trends, market opportunities, and risks both internally and externally to the Smardt Pharma business
   • Set sales targets and create actionable plans to achieve the annual secured sales plan.
   • Establish the Smardt Pharma brand of how Smardt delivers business to the market.
   • Identify and attend the appropriate industry trade events, attend and market the Smardt brand to the pharmaceutical industry.
2. Customer Relationship Management:
   • Build and nurture strong relationships with key clients in the Pharma industry.
   • Work with key Smardt Sales Reps to develop go to market plans, strategies and execute to drive total market growth. 
   • Work within the internal Smardt business to establish an Account Management culture.
     • Includes but not limited to 1. Account Plans; 2. Internal Account meetings; 3. External Quarterly Business Reviews
   • Build a structure in the Pharma teams to deliver best in class sales and service execution
   • Build a proactive approach to manage key customer business as well as business develop to bring new customer relationships to the Smardt Pharma business.
   • Conduct regular meetings and presentations to update clients on new products, technologies, and solutions.
3. Solution Development:
   • Collaborate with engineering and product development teams to design and customize chiller solutions that meet specific customer requirements.
   • Stay informed about the latest technological advancements in cooling systems relevant to the pharmaceutical industry. (Office, Research & Development, Manufacturing, etc.)
   • Be forward thinking about the business.
   • Advocate for customer needs within Smardt to influence product development and service offerings.
4. Sales Leadership:
   • Determine the necessary team to hire, develop and support Smardt pharmaceutical business.
   • Provide coaching, mentoring, development opportunities, and performance management to drive team success.
   • Develop programs to enhance the team's industry knowledge and sales skills.
   • Work closely with Smardt Service to understand the Customer Service needs and plan, create and execute a plan to deliver service to key customers in the DC vertical.
   • Forecast bookings monthly to Smardt leadership. 
5. Cross-Functional Collaboration:
   • Work closely with marketing to develop targeted campaigns and promotional materials.
   • Partner with the service department to ensure seamless installation, maintenance, and after-sales support.
   • Coordinate with supply chain and operations to ensure timely delivery of products and services.
   • To the best of abilities, work with the Smardt global organization to manage aspects of key customer businesses.  RFP, quality, communication, and all other deliverables.
6. Market Analysis & Reporting:
   • Conduct market research to stay ahead of industry trends, competitor activities, and regulatory changes.
   • Analyze sales data and prepare regular reports for senior management on performance metrics and strategic initiatives.
   • Use insights to refine strategies and improve market positioning.
7. Budgeting & Financial Management:
   • Develop and manage the sales and marketing budget for the Pharma vertical market
   • Identify cost-saving opportunities without compromising on quality or customer satisfaction.
   • Work with Smardt Finance to develop and manage a pharma vertical market P&L.
8. Compliance & Ethics:
   • Ensure all activities comply with industry regulations, company policies, and ethical standards.
   • Promote a culture of integrity and accountability within the team.
   • Stay updated on relevant compliance requirements specific to data centres and specialized industries.
9. Networking & Representation:
   • Represent the company at industry conferences, trade shows, and networking events.
   • Build a strong professional network to enhance the company's visibility and reputation.
   • Engage with industry associations and contribute to thought leadership initiatives.

Qualifications:

• Bachelor's degree in Business Administration, Engineering, or a related field; MBA or advanced degree preferred.
• 10+ years of experience in sales or business development within the HVAC, chiller industry, or related fields.
• Proven track record of success in the pharmaceutical market and/or specialized vertical markets.
• Strong understanding of the technical aspects of chiller systems and cooling solutions for the pharmaceutical industry.
• Excellent leadership skills with experience managing and developing high-performing teams.
• Exceptional communication, negotiation, and presentation skills.
• Ability to build strong relationships with C-level executives and key decision-makers.
• Proficiency in CRM software, sales analytics tools, and Microsoft Office Suite.
• Willingness to travel as required to meet with clients and attend industry events.

Key Competencies:

• Strategic Thinking: Ability to develop long-term plans that align with company objectives and market opportunities.
• Customer Focus: Deep commitment to understanding and fulfilling customer needs.
• Technical Acumen: Strong grasp of chiller technologies and their applications in data centres and other verticals.
• Leadership: Proven ability to inspire, motivate, and guide teams toward achieving goals.
• Negotiation Skills: Expertise in securing favorable terms while maintaining positive customer relationships.
• Analytical Ability: Skill in analyzing market data, identifying trends, and making data-driven decisions.
• Adaptability: Flexibility to adjust strategies in response to changing market conditions and customer demands.
• Integrity: Upholding high ethical standards and promoting a culture of trust and accountability.
  
  

Equal Employment Opportunity Statement

SMARDT is an equal opportunity employer committed to fostering an inclusive and diverse workplace where all individuals are treated with dignity and respect. We do not discriminate based on race, color, religion, sex (including pregnancy, sexual orientation, and gender identity), national origin, age, disability, genetic information, military or veteran status, marital status, or any other characteristic protected by applicable federal, state, or local law.

In compliance with all applicable U.S. laws, including the Americans with Disabilities Act (ADA) and state-specific human rights laws, we provide equal opportunity in hiring, promotions, wages, benefits, and all other terms and conditions of employment. We also offer reasonable accommodations for individuals with disabilities and sincerely held religious beliefs.