Business Development Manager

NORIT Activated Carbon · Remote · US

Base: Not disclosed
OTE: Not disclosed
Posted: 5d ago

Still open · checked 2h agoon NORIT Activated Carbon's careers page

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The job

What you'd do: Find new business for NORIT's activated carbon in water cleaning across the eastern United States, working from home. Your customers would be city water systems and factories that treat drinking and waste water.
Who you'd sell to: Not stated in the posting.Ask: “Who's the economic buyer, and who else is in the deal?”
Where deals come from: Not stated in the posting.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Time on market: Open 5 days.
Company hiring: This is their only open sales role.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
Who's the economic buyer, and who else is in the deal?
Selling to a CFO and selling to a developer are different jobs.
4.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
5.
Where does pipeline come from: inbound, SDRs, or me?
Tells you how much of your week is prospecting versus selling.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from NORIT Activated Carbon? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Activate your potential - join NORIT, the world leader in activated carbon production! We're looking for a skilled Business Development Manager for the remote position in the East territory of the United States to drive innovations and find new business opportunities for NORIT in water treatment market. If you thrive in a dynamic environment and love exploring new open doors for business growth, apply now and be part of our global team! Your key responsibilities will be: - Assesses NORIT's strengths and weaknesses relative to the market needs to determine business opportunities for growth in current fields and the potential expansion into adjacent markets, - Provides a detailed understanding of the business landscape including macroeconomic environment, competition, customers, suppliers and technology, - Facilitates the development of presentations and other marketing material for target customers and leads the process to deliver the key value-proposition points, - Assists with the business development and marketing planning to align with the annual budget, ensuring plans are in place to meet operational goals, - Supports the proposal and operations team in developing proposals, qualifications, or other requests specific to their targeted client base, - Collects/analyzes market and/or customer validation data that can support decisions regarding continuation or withdrawal from specific opportunities or ventures. Supports negotiations of key terms with third parties, - Develop and deliver compelling presentations and demonstrations of our market solutions, highlighting their benefits and competitive advantages. Requirements - Bachelor degree in Engineering, Chemistry, or Biology; Masters of Business Administration preferred, - 5+ years of experience working in water treatment industry, - Strong technical understanding of municipal and industrial water treatment processes, including drinking water treatment, wastewater treatment and adsorption technologies, - Strong knowledge of market research and commercial activities, - Ability to communicate clearly and effectively both verbally and in writing. Ability to make presentations. Good negotiation and presentation skills, - Ability to visualize and follow through on ideas and concepts. Displays entrepreneurial spirit and willingness to explore new ideas, - Adept at organizing and connecting seemingly unrelated ideas. Analytical skills and ability to understand interdependencies and cause and effect relationships, - Self-starter, strong interpersonal communication skills with all levels of colleagues. Benefits - Competitive salary and additional benefit package, - A dynamic working environment within an international organization, - A flat organization with short lines where ownership and initiative are valued, - We support the development of our employees in the form of on-the-job learning, training and courses. NORIT Activated Carbon is one of the global leaders and produces various qualities of activated carbon in its powder and granular form. Our mission - to be the customer's #1 choice for added value activated carbon solutions in energy, environmental, water, food, chemical, pharma, automotive, and other industrial markets. We supply a broad portfolio of materials, know-how and technical expertise, complementary services and technologies. We have established our global presence with manufacturing plants in the Netherlands, United Kingdom, Italy and United States and as well a Global Business Service center in Riga.

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