The RTO Business Development Manager is responsible for driving the America’s growth of the Regenerative Thermal Oxidizer business by identifying new opportunities, developing client relationships, influencing specifications, supporting proposal strategy, and converting opportunities into profitable orders. This role serves as the commercial leader for the RTO product line and works closely with sales, applications engineering, project execution, and senior leadership.
Key Responsibilities
Business Development
- Grow the RTO business in the America’s
- Identify and qualify new projects in industries including:
- Industrial applications
- Chemical & Petrochemical
- Refining
- Others
- Maintain an active pipeline of opportunities and regularly update management.
- Develop account plans for strategic customers.
Customer Relationship Management
- Establish and maintain relationships with:
- End Users
- EPC Contractors
- Environmental Consultants
- Technology Licensors
- Regulatory Agencies
- Conduct regular customer visits and presentations.
- Position the company as a preferred or sole-source supplier whenever possible.
- Support Approved Vendor List (AVL) qualification efforts.
Opportunity Development
- Identify projects early in the development cycle.
- Track project schedules, decision makers, budgets, and competitors.
- Influence project specifications to favor company solutions.
- Ensure opportunities are properly qualified before proposal development.
Commercial Strategy
- Lead win strategy discussions for strategic projects.
- Develop pricing strategies based on market intelligence and competitive positioning.
- Review commercial risks and contractual requirements.
- Coordinate bid/no-bid decisions for major opportunities.
Technical & Proposal Support
- Develop technical proposal
- Ensure customer requirements are understood.
- Review proposal scope and pricing strategy.
- Provide market feedback regarding emerging customer needs and competitor offerings.
Market Intelligence
- Monitor:
- Competitor activities
- Market trends
- Environmental regulations
- Emerging technologies
- Gather and distribute competitive intelligence to leadership
- Identify new market segments and geographic growth opportunities.
Performance Expectations
Revenue & Order Intake
- Meet or exceed annual bookings targets.
- Contribute to sustainable backlog growth.
- Increase market share within targeted industries.
Pipeline Management
- Maintain a healthy opportunity funnel.
- Ensure pipeline value exceeds annual bookings targets by agreed multiples.
- Accurately forecast project awards and booking dates.
Customer Engagement
- Conduct regular customer visits and executive meetings.
- Develop strong relationships with key decision makers.
- Achieve high levels of customer satisfaction and repeat business.
Communication & Leadership
- Provide timely opportunity updates to management.
- Submit market intelligence reports and trade show feedback.
- Demonstrate professionalism, accountability, and teamwork.
Key Performance Indicators (KPIs)
- Annual Order Intake ($)
- Revenue Contribution ($)
- Proposal Hit Rate (%)
- Specification Wins (#)
- Sole-Source Opportunities (#)
- New Customer Acquisition (#)
- Forecast Accuracy (%)
- Strategic Account Growth (%)
Desired Qualifications
- B.S. in Engineering (Mechanical, Chemical or related field)
- 5+ years of industry experience (ie. sales and/or industry experience)
- Experience in combustion, emissions control, Regenerative thermal oxidizers, VOC abatement, or environmental technologies.
- Strong commercial and technical understanding of:
- RTOs
- Thermal Oxidizers
- Environmental Regulations
- Strong negotiation, communication, and relationship-building skills.
- Willingness to travel as required.
Success Profile
A successful RTO Business Development Manager is proactive, customer-focused, commercially driven, technically credible, and capable of identifying opportunities early while influencing customers toward a winning solution. They combine strategic thinking with disciplined opportunity management to consistently grow bookings and market share.