BUSINESS DEV MGR-Louisiana

Critical features of this job are described under the headings below. They are not meant to be all inclusive and are subject to change at any time due to reasonable accommodations or other business reasons. General Purpose of the Position: Responsible for developing and expanding IGS business within a concentrated, strategically selected territory under the Territory of the Future (TOF) operating model, in place of the traditional broad, twenty-to-forty-site territory.

A TOF territory is one of the following: An Asset Cluster: approximately three to five customers or facilities in close geographic proximity A Mega Site: one large customer or facility with substantial growth potential An Expansion Territory: a targeted geography where IGS is building a new or emerging commercial presence The role is built for depth rather than breadth: the salesperson is expected to know the assigned customers, sites, and decision-makers in detail, and to grow IGS's share of business across applicable product and service lines through sustained account penetration, cross-line selling, and disciplined pipeline conversion.

This role works in close, ongoing partnership with a dedicated Operations Lead/Project Manager assigned to the same territory, coordinating account strategy and site activity while retaining distinct accountabilities (see Essential Duties and Decision/Judgment below).

Essential Duties and Responsibilities

Commercial Execution Partner with the Technology, Product Management, and Proposals teams to develop technically sound, competitive scopes and estimates Present and negotiate proposals to close sales, within pricing and margin guidelines; escalate pricing or margin decisions above the applicable threshold to the appropriate approver (see Decision/Judgment) Ensure effective coordination of scope, schedule, and execution details with Operations once a sale is closed Represent IGS credibly at the executive, technical, and operational levels within assigned accounts Participate in broader IGS strategic initiatives and cross-territory collaboration as requested Coordinate Marketing and Inside Sales, alongside Technology/Product and Estimating/Proposals, when developing proposal strategy and bringing an integrated solution to the account.

Territory and Account Development Develop and maintain a structured, living account plan for each customer or facility in the assigned territory, covering key stakeholders, current IGS scope, whitespace by product/service line, and identified growth opportunities Actively identify and establish relationships with new contacts at each site as a core measure of account penetration, deliberately broadening coverage beyond the technical relationships IGS already holds into operational, commercial, and leadership functions Build and deepen relationships with site, operational, technical, and leadership-level contacts at each assigned customer Develop a working understanding of the critical assets within assigned sites, including equipment population, known surface-integrity challenges, current solutions, upcoming maintenance events and whitespace across applicable IGS technologies to Identify gaps in current IGS coverage and opportunities to expand the use of additional IGS product and service lines within the territory In Asset Cluster and Mega Site territories, focus primarily on penetration and expansion within the existing assigned customer base In Expansion territories, in addition to penetration of named target accounts by proactively identifying customer needs and creating opportunities before formal inquiries or project requests emerge through actively prospecting and develop new customer relationships to build a commercial presence Balance near-term opportunity pursuit with longer-term account development Track turnaround and maintenance timing as part of the account plan, not just current scope and whitespace.

Create opportunities ahead of formal inquiries in Asset Cluster and Mega Site territories, not only in Expansion territories, by matching IGS offerings to each customer's decision window across both long cycle asset decisions and short cycle outage work. Drive purposeful, planned customer engagement across the cycle, including multiple meaningful visits per plant per turnaround cycle where applicable, with each visit tied to a specific buyer, asset, need, or decision.

Balance near term wins with long cycle account development, explicitly building share of wallet, product line diversity, and recurring revenue, not only cross sell in general terms. Sales and Operations Partnership Shape sales commitments and proposals around the Territory Operations Manager's execution readiness on an ongoing basis, not only after a sale has closed.

Share equal responsibility with the Territory Operations Manager for the territory's commercial outcomes, including revenue growth, recurring business, customer retention, and Contribution Margin, operating as one integrated commercial team rather than two roles with separate accountability. Coordinate account strategy and site coverage on an ongoing basis with the assigned Operations Lead/Project Manager, maintaining unified customer communication Retain individual accountability for overall account strategy, customer relationship management, commercial negotiation, pipeline accuracy, and forecast credibility Share commercial credit with the Operations Lead/Project Manager on opportunities or scope expansions the Operations partner identifies during project execution, per the applicable incentive program Opportunity and Pipeline Management Maintain an accurate, current, and credible opportunity pipeline in the company CRM (Salesforce.

com), including visit reports, next steps, and forecasted outcomes Prioritize pipeline conversion and forecast credibility, not solely pipeline volume or activity count Use account and territory intelligence tools provided by the company (e.g., territory mapping, battlecards) to inform account strategy Maintain a multi year funnel, not only current period pipeline, with decision dates and product demand included alongside next steps and forecasted outcomes.

Skills and Abilities Required: Account-Based Selling Demonstrated ability to build and manage a structured, disciplined account plan — deep, intentional ownership of a defined account base rather than opportunistic selling Strong interpersonal skills to build and maintain relationships across multiple levels and functions within customer organizations Understanding of customer maintenance and turnaround cycles across IGS technologies, as a distinct required skill, not only a territory development duty.

Cross functional coordination ability that explicitly includes Marketing and Inside Sales, alongside Operations, Technology/Product, and Estimating/Proposals. Pipeline Management & Conversion Working knowledge of CRM systems (Salesforce) and disciplined pipeline management, with priority on conversion and forecast credibility rather than pipeline volume or activity count alone Commercial Discipline & Execution Commercial judgment and disciplined follow-through; personal accountability for CRM accuracy and pipeline credibility; comfort operating within a structured, account-based selling model rather than broad, autonomous territory coverage Knowledge of industrial sales processes and techniques, including prospecting, estimating, developing proposals, sales presentations, closing, and related activities Customer Strategy & Value Creation Ability to apply IGS product and service solutions to meet or exceed customer-specific needs and expectations across multiple product lines Ability to balance immediate commercial opportunities with longer-term customer and account development Cross-Functional Collaboration Collaborative approach to working with a dedicated Operations Lead/Project Manager and other internal technical, product, and commercial resources — comfort operating as part of a paired BD/Ops model rather than a solo selling role CRM & Data Utilization Disciplined, consistent CRM data entry and use of company-provided account and territory intelligence tools (e.

g., territory mapping, battlecards) to inform account strategy General Excellent verbal and written English proficiency and business communication skills Knowledge of IGS lines of business, including technical and service capabilities Contacts: Significant, ongoing contact with the dedicated Operations Lead/Project Manager assigned to the same territory Significant contact with customers, prospects, and industry partners at site, operational, technical, and leadership levels Frequent contact with IGS technical, product, proposals, and sales staff, and with all levels of internal colleagues Decision/Judgment: Decisions are guided by a general understanding of the company's mission, vision, values, standards of operation, and mutually determined strategies and objectives Extensive judgment is used when interacting with prospects and customers and when prioritizing account and territory activity BD negotiates and presents pricing and proposals within company guidelines; pricing or margin decisions above Effort/Working Conditions: Work is performed primarily from a home office within or near the assigned territory reflecting a strong preference for locally based or embedded candidates rather than an absolute relocation requirement; exceptions may be considered for harder-to-fill territories.

Travel is concentrated within the assigned territory rather than spread across a broad region; Ability to visit active industrial facilities, which may require site-specific safety training, personal protective equipment, and adherence to site access requirements Variable schedule, including extended hours as needed Education and Experience Required: Bachelor's degree in Mechanical or Chemical Engineering Minimum of five years of experience in a business-to-business industrial sales position Prior experience in an account-based or key-account selling model is preferred, as distinct from broad territory coverage Performance Expectations: Performance in this role is evaluated primarily on account penetration, pipeline conversion, and revenue/margin outcomes within the assigned territory, consistent with the company's current commercial priorities.

Consistent with the shift to a disciplined, account-based model, raw activity counts and pipeline volume alone are explicitly de-emphasized in favor of conversion quality and forecast accuracy.

Benefits

Benefits

eligibility is subject to company policy and applicable plan terms. Eligible employees may receive a competitive benefits package including: Medical, dental, and vision insurance (Full Time Employees Only) 401(k) with company match Paid time off and company holidays (Full Time Employees Only) Company-paid training Equal Employment Opportunity IGS is an Equal Opportunity Employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected classification under applicable law.