Business Development Manager – Instrumentation Services

Description

Equipment & Controls, Inc. is a successful and innovative Emerson Impact Partner. ECI provides an entrepreneurial opportunity for each employee to achieve our common mission of Delivering Successful Customer Outcomes 100% of the Time. Our customer base includes oil and gas, chemical, power, food and beverage, mining and metals, life sciences, pulp and paper, refining, petrochemical, OEM and nuclear industries. With offices in Pennsylvania, West Virginia and Ohio, ECI is the region’s leader in process control and industrial automation products and solutions. We seek individuals that share our passion for excellence.

Business Unit/Department: Reliability Solutions Group (RSG) – Instrumentation Services 

Location: Lawrence, PA

Job Summary:

The Business Development Manager is responsible for driving growth of ECI's Instrumentation Services portfolio across the designated ECI territory. This includes identifying new service opportunities, expanding relationships within large and complex accounts, and positioning ECI's full suite of instrumentation startup, commissioning, calibration, outage support, and lifecycle services to achieve revenue and profit objectives. The BDM will collaborate closely with internal sales teams and business unit leaders to develop strategic account plans, deliver compelling value propositions, and ensure successful customer outcomes.

Essential Duties and Responsibilities:

• Identify and develop new service opportunities across startup and commissioning, calibration, outage support, reliability programs, and instrument lifecycle services.
• Develop and execute a territory growth strategy focused on revenue, gross margin, recurring service agreements, and account penetration.
• Apply deep understanding of customer operations to position ECI's instrumentation capabilities and create differentiated value propositions.
• Drive growth of Rosemount service offerings including flow, pressure, temperature, level, analytical, wireless, corrosion/erosion, and combustion technologies.
• Collaborate with internal sales teams, reliability specialists, and technical experts to develop service solutions and competitive proposals.
• Act as a connector across ECI business units, identifying opportunities and introducing the appropriate internal resources.
• Deliver formal presentations highlighting ECI's instrumentation expertise, outage execution capabilities, and reliability-focused service offerings.
• Develop opportunities to move calibration and maintenance activities outside of planned outages, reducing customer critical path schedules and outage costs.
• Promote preventative and predictive maintenance programs designed to improve reliability and reduce unplanned downtime.
• Develop and maintain strategic account plans to expand service relationships and increase daily territory coverage.
• Build strong long-term customer relationships through consistent communication, responsiveness, and professional engagement.

Key Growth Initiatives:

• Expand recurring calibration and lifecycle service agreements throughout the territory.
• Increase instrumentation service attachment rates within existing Emerson and Rosemount installed bases.
• Grow outage-support services including planning, staffing, execution, and instrumentation readiness programs.
• Develop reliability-focused programs utilizing diagnostics, wireless technologies, and asset health monitoring.
• Increase startup and commissioning opportunities on capital projects and plant modernization initiatives.
• Partner with regional account teams to drive penetration of strategic accounts and targeted industry segments.

Requirements

 The Ideal Candidate:

• Possesses a four-year degree or equivalent industry experience.
• Demonstrates the ability to sell into large, complex accounts with both individual and team-based responsibilities.
• Understands instrumentation, reliability, maintenance, or industrial service applications.
• Has strong presentation, consultative selling, interpersonal, account planning, and communication skills.
• Is a team player who collaborates effectively across business units.
• Has a proven ability to penetrate new accounts, develop business plans, and manage territory activity.
• Possesses a strong work ethic and technical aptitude essential for understanding industrial service applications.
• Leverages time management and account planning to consistently capture new business.

Core Competencies:

• WORK COLLABORATIVELY – Promote an inclusive and positive work environment that encourages collaboration and team building across all levels of the organization. Work with others to resolve obstacles that may prevent the organization from achieving its mission.
• CUSTOMER FOCUS – Demonstrate the desire and knowledge to understand customer needs. Provide personalized, professional and courteous service, accurate information, continuous communication and the ability to handle customer concerns appropriately.
• INTEGRITY – Behave ethically, act fairly and take responsibility for accomplishing work goals.

Additional Details:

We provide our sales force with everything needed for success, including world-class products, industry marketing, excellent initial and ongoing training, sales tools, laptop, cell phone and a car allowance. We reward hard work and success with a competitive salary, excellent benefits package, and retirement savings program which includes a 401(k) plan with company match and profit sharing. EEO/AA/M/F/Veteran/Disability