Business Development Director - After Market at Graham Manufacturing – Batavia, New York

Job Title: Business Development Director – After Market (Heat Exchange & Vacuum Systems)

Reports To: VP/General Manager

FLSA Status & EEO Code: Exempt - First/Mid-Level Officials & Mgrs.

Division/Department: GHM / Sales

Level of Work: Level IV

Position Summary:

The Business Development Director – After Market leads the strategic growth and commercial expansion of aftermarket services and solutions across the heat exchange and vacuum industries. This role focuses on capturing Graham Manufacturing’s installed base activity by driving revenue through lifecycle services, upgrades, retrofits, and spare parts. The Director must combine deep technical understanding of surface condensers, vacuum distillation units (VDUs), and industrial heat exchangers with aggressive commercial acumen to grow the business in energy, petrochemical, refining, and industrial process sectors.

Level IV: Strategic Development:

Strategic and cross functional policy, planning, oversight, management

- Develop and execute a global aftermarket growth strategy focused on surface condensers, VDU systems, steam ejectors, and heat exchangers.

- Identify and capture new business opportunities including retrofits, upgrades, and vacuum system performance optimization.

- Analyze maintenance cycles and market trends to position differentiated service solutions ahead of competitors.

- Translate customer operational challenges into viable technical-commercial solutions in collaboration with Engineering.

Develop, lead, staff, manage high performing team

- Lead and mentor a focused team to drive revenue growth across spare parts, field services, and maintenance contracts.

- Develop the next generation of sales and business development leaders through coaching and professional development.

- Support regional sales teams with high-level technical and commercial expertise.

Define, develop & manage resources processes, systems & controls to effectively execute plan and achieve profitability

- Own aftermarket revenue targets, margin performance, and pipeline development.

- Establish value-based pricing strategies for complex technical upgrades and service offerings.

- Develop forecasting models and track KPIs related to service growth, installed base penetration, and customer retention.

- Develop strategy and tactics to maximize market share capture of Graham’s installed base.

Provide effective communication and reporting to all stakeholders

- Lead key account development and strategic engagement with senior-level stakeholders at EPCs, refineries, and petrochemical plants.

- Establish strategic partnerships with service providers, inspection firms, and licensors/OEMs.

- Represent the company at industry events, conferences, and customer technical forums.

- Optimize service delivery models via cross-functional collaboration with operations and field service teams.

Professional Development

- Maintain expert-level knowledge of ASME/TEMA standards and evolving refinery/petrochemical operations.

- Continually refine "hunter" sales methodologies and data-driven decision-making capabilities.

Qualifications:

Education and Training

• Bachelor’s Degree in Engineering (Mechanical, Chemical, or related field) required.
• MBA preferred.

Experience:

• 10+ years of experience in business development, sales, or aftermarket services within heat exchangers, vacuum systems, or refining/petrochemical industries.
• Demonstrated success in growing aftermarket/service revenue streams.

Other:

• National and International travel may be required.
• Travel up to 50% of working time.

Skills:

1. Must have proficiency in MS office applications including spreadsheet, enterprise resource planning, database, and specialized application software.
2. Strong written and verbal communication skills required.
3. Ability to analyze problems and develop effective solutions at both strategic and functional levels.
4. Demonstrate behavior consistent with company values.
5. Ability to work independently, with minimal direction as a highly motivated self-starter and within a team oriented culture.
6. Maintain strict confidentiality regarding company matters.
7. Maintain a collaborative relationship with internal and external stakeholders.
8. Identifies opportunities and changes that benefit GHM; sets and achieves challenging goals; exhibits confidence in self and others; motivates other to perform well; effectively influences actions and opinions of others.
9. Develops strategies to achieve organizational goals; Understands organization’s strengths and weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.
10. Requires excellent analytical and communication skills as well as the ability to mentor and provide direction to supporting personnel.
11. Excellent understanding of business processes, market and customers.
12. Ability to translate high-level financial strategy to operational implementation.
13. Ability to define problems, collect data, establish facts, and draw valid conclusions.
14. Demonstrated history of success in variable and dynamic markets and environments.
15. Customer Relationship Skills to establish technical scope, requirements, and technical corrective actions.
16. Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.
17. Provides vision and inspiration to peers and subordinates; identifies opportunities and changes that benefit Graham; exhibits confidence in self and others; open to new ideas and supportive of change.
18. Speaks effectively and persuasively on controversial or complex topics.
19. Understands business implications and decisions; Displays orientation to profitability; Aligns work with strategic goals.
20. Strong mentor/coaching capability to team members and across departments.

Physical and Mental Demands:

• Physical demands: While performing the duties of this position, the incumbent is primarily required to sit, stand, and walk. Required to speak and communicate clearly with others.
• Mental demands: While performing the duties of this position, the incumbent is required to read, write, analyze data and reports, exercise judgment, develop plans, procedures and goals, present information to others and work under pressure.
• Work Environment: This job primarily operates in a clerical office setting. However, the role requires frequent travel to customer sites (refineries, petrochemical plants) where exposure to manufacturing noise, temperature changes, and moving mechanical parts is likely.

Work Authorization/Security Clearance:

• Must be able to work in the U.S without sponsorship.