Director of Market Development - 3746

PURPOSE - Barnhart is built on a strong foundation of serving others. The fruit of our labor is used to grow the company, care for our employees, and serve those in our communities and around the world.

MINDS OVER MATTER - Barnhart has built a nationwide reputation for solving problems. We specialize in the lifting, heavy-rigging, and heavy transport of major components used in American industry.

NETWORK - Barnhart has built teams that form one of our industry's strongest networks of talent and resources with over 60 branch locations across the U.S. working together to serve our customers. This growing network offers our team members constant opportunity for career growth and professional development.

CULTURE - Barnhart has a strong team culture -- the "One TEAM." We are looking for smart, hard-working people who strive for excellence in their work and appreciate collaboration. Join a team that values Safety, Servant Leadership, Quality Service, Innovation, Continuous Improvement, Fairness, and Profit with a Purpose.

Job Summary: Senior business development leader responsible for identifying emerging, high-growth and adjacent markets for the company that offer substantial earnings potential. Through Servant Leadership this leader will develop sales strategy, support tools, training and personnel to drive branch success in markets of opportunity. This role demands strategic thinking, exceptional leadership skills, and a comprehensive understanding of market trends and Barnhart's customer needs.

Job Purpose:

• Grow Barnhart earnings and share of target markets.
• Develop and implement cohesive marketing and sales strategies to meet and exceed sales goals.
• Serve as subject matter expert to the branch network
• Provide senior level market support, leads, bid opportunities, direction and guidance to sales personnel.
• Act as a high impact coach to the branch sales team and strategic account salespeople.

Job Dimensions:

• $25M - $50M in incremental high-quality revenue annually.
• Multiple markets of opportunity
• Up to 40% travel (1-2 nights per week).

Responsibilities and Principal Duties:

• Safety: Promote and participate in leading safety as a company value.
• Strategy development: Partner with the Executive VP of Sales to design and implement a comprehensive market development strategy. Identify emerging market opportunities, evaluate the competitive landscape, and establish clear, actionable go-to-market strategies
• Team leadership: Recruit, hire, and develop a team dedicated to market growth as needed. Provide ongoing management and mentorship, offering guidance, support, and resources to ensure the team meets their objectives and drives results.
• Market research and analysis: Conduct thorough market research to identify emerging trends, evolving customer needs, and competitor strategies. Analyze data and insights to support informed decision-making and shape effective market development strategies.
• Relationship management: Cultivate and sustain strong relationships with key customers, partners, and industry influencers. Collaborate with cross-functional teams to design and implement strategic initiatives and partnerships.
• Sales enablement and efficiency: Collaborate with the sales team to deliver actionable market insights and competitive intelligence while improving operational efficiency. Identify and implement initiatives to streamline sales processes, enhance tools and systems, and provide the resources needed to support customer-focused solutions.
• Performance tracking and reporting: Define clear key performance indicators (KPIs) and metrics to evaluate the success of market development initiatives. Monitor progress regularly and provide actionable reports and insights to the executive team, ensuring continuous improvement and measurable growth.
• MSA management and development: Oversee Master Service Agreement (MSA) administration through effective management of supporting personnel. Leverage MSAs to identify and develop new business opportunities, ensuring alignment with organizational goals and customer needs.
• Report: Represent target market to senior management as required to report progress, remove obstacles, allocate resources and develop new tools / offerings.

Supervisory Responsibilities:

• Supervision Received: High level position that must execute based on vision and goals of the department and company without specific task instruction. Must be a self-starter capable of operating with limited daily supervision. May be branch or remote-office based.
• Supervision Given: Direct reporting of sales and sales administration. Perform personnel reviews, implement corrective action and lead recruiting and termination of assigned employees.

Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Education: Bachelor's degree required. Engineering discipline preferred.
• Experience: 10 years business and market experience in the industrial or construction sector with a history of creative solutions.
• Technical Aptitude: Must be "mechanically inclined" with basic understanding of machinery, heavy construction and basic principles of industrial project flow. Basic math and geometry are necessary.
• Administrative Skills: Excellent oral and written communication skills. Computer literacy in MS Word, Excel, and PowerPoint. Proficient in CRM or ability to learn quickly.
• Physical Requirements: Requires frequent overnight travel, job site surveys including time outdoors and climbing. Must pass a fit for duty exam.

Work Environment: Customer offices and industrial facilities with interaction at all levels of business enterprise - field supervision through business executives.

Internal and External Contacts:

• Internal: The position will interface with all levels of branch employees, regional directors, engineering, project managers, and sales personnel. Interaction with Senior Team is expected to provide input in corporate strategy and improvement.
• External: The position will interface with senior customer personnel, engineers, construction contractors, project managers, superintendents, industrial plant personnel, and subcontracted vendors.

Disclaimer: The above statements are intended to describe the general nature and level of work to be performed. The above statements are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of the incumbent in this position. Management retains the discretion to add to or change the duties of the position at any time.

EOE/AA Minority/Female/Disability/Veteran