Business Development Manager – Process

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify target end users whose approved manufacturer lists, vendor lists, and engineering standards direct instrument selection, and establish approval roadmaps.

• Lead the completion of pre-qualification questionnaires, technical submittals, data sheets, certifications, quality documentation, factory acceptance, and site trials.

• Secure and uphold DwyerOmega brand listings while managing renewals, audits, and requalification obligations.

• Influence master specifications and engineering standards to ensure DwyerOmega products are specified or utilized as design benchmarks.

• Monitor competitive threats, changes in specifications, and revisions of standards to safeguard existing approvals.

• Cultivate relationships with EPC instrumentation and controls leads, engineers, procurement, and project managers.

• Collaborate with system integrators and automation partners to define instrument selection in control-system, skid, and packaged-unit designs.

• Map capital projects from FEED through to award, positioning DwyerOmega ahead of final specifications and bid packages.

• Assist with instrument data sheets, index reviews, technical bid evaluations, and clarifications.

• Deliver technical presentations, conduct lunch-and-learns, facilitate application workshops, and perform on-site demonstrations.

• Evaluate applications and align DwyerOmega technologies with process requirements.

• Create application notes, case studies, value justifications, and total-cost-of-ownership analyses.

• Coordinate trials, pilot installations, and proof-of-concept initiatives, converting successful trials into approvals and standards.

• Track design wins and specified opportunities in CRM through to order completion.

• Transfer specified opportunities to channel partners, key accounts, or inside sales with the necessary technical and commercial context.

• Collaborate with channel partners to quote, stock, and support specified products while safeguarding specifications through purchase.

• Maintain an influence pipeline to forecast future revenue pull-through.

• Analyze vertical markets, capital project activities, and competitor standings.

• Provide customer insights on unmet applications, certifications, and product gaps to Product Management and Engineering.

• Contribute to vertical go-to-market strategies, value propositions, and sales playbook content.

• Work closely with Applications Engineering, Product Management, Quality, Channel Partner Management, Key Accounts, Internal Selling, Marketing, and sales leadership.

• Report regularly on approvals, design wins, pipeline status, and forecasts.

⛳️ Requirements

• Bachelor's degree in Engineering (Chemical, Mechanical, Electrical, Instrumentation) or a related technical field; equivalent industry experience will be considered.

• A minimum of 7 years in technical sales, business development, or application engineering related to process instrumentation, analytical, or measurement products.

• Demonstrated success in securing AML or vendor-list approvals and specification victories with major end users.

• Established working relationships with EPCs and SIs, along with familiarity with the capital project lifecycle (FEED, detailed design, bid, award, commissioning).

• Ability to interpret and contribute to instrument data sheets, P&IDs, instrument indexes, and technical bid evaluations.

• Knowledge of hazardous area classifications and certifications, including Class/Division, Zone, ATEX, and IECEx, along with relevant industry standards such as API, ISA, ASME, and IEC 61508/61511.

• Strong presentation abilities, capable of educating both technical and non-technical audiences.

• Proficiency with CRM systems like Salesforce and experience in opportunity and pipeline management.

• Valid driver's license and willingness to travel 50–60%, including access to refineries, plants, and other industrial sites with required safety training.

• Preferred: experience with gas analysis, moisture and dew point, thermal mass flow, or high-temperature and custom sensor technologies.

• Preferred: established network among major operators, EPCs, and SIs in targeted verticals.

• Preferred: experience in GMP-regulated environments, such as FDA 21 CFR Part 11.

• Preferred: understanding of DCS, PLC, SCADA, HART, Modbus, Foundation Fieldbus, and Ethernet/IP.

• Preferred: active involvement in ISA, AIChE, AWWA, or API.

• Preferred: experience in a multi-brand organization selling through channel partners.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health, dental, and vision insurance.

• Retirement savings plan with company matching contributions.

• Opportunities for professional development and career advancement.

• Flexible work arrangements and a supportive work environment.