Market Development Manager - Data Centers

NIBCO INC. is a recognized leader in the flow control industry, seeking a Market Development Manager to enhance their presence in the Data Center market. This role involves developing strategies to increase market share, collaborating across various departments, and driving profitable revenue for NIBCO's Data Center initiatives.

Responsibilities:

• 5–10+ years driving spec influence or business development in mission critical/data center construction
• A live network among owners, design engineers (MEP), and general contractors active in data centers; proven ability to secure pre-RFP design meetings
• Working knowledge of mechanical/plumbing systems in data centers (chilled water, liquid cooling, valves, grooved/jointed systems, fire protection interfaces)
• Identify the size and scope of the Data Center market for NIBCO valves and fittings domestically and globally
• Understand all applications of valves and fittings in Data Center environments and identify trends in this application’s space
• Develop the corporate go-to-market strategy for the Data Center market and assist business units in developing their go-to-market strategies to address this market
• Identify and engage with all key layers in the Data Center value chain—including construction firms (e.g., Fluor), MEP (Mechanical, Electrical and Plumbing) companies (e.g., Schneider Electric, Vertiv), and OEMs (e.g., Nvidia, Dell, Lenovo)—to ensure NIBCO’s offerings are positioned and specified at each stage of the project lifecycle
• Identify valves and fittings products used in Data Centers, analyze existing product lines across all NIBCO brands and identify product line gaps
• Work across NIBCO brands to develop new product development efforts to address product line gaps
• Prioritize Data Center opportunities identified by business units and ensure that opportunities are being resourced on a company-wide basis
• Position NIBCO Data Center services directly to clients and in coordination with business unit sales, marketing, and customer service teams
• Partner with operations, delivery teams, and partners for the successful implementation of Data Center valve and fittings programs
• Provide updates on Data Center sales, NIBCO capabilities, and delivery & quality performance
• Identify and understand Codes, Standards and Security requirements within the Data Center space and ensure that business units are aware of and execute these standards and requirements
• Connect with key Data Center end users, mechanical contractors and prefabricated mechanical systems provided to understand market needs and become a 'trusted advisor' contact to these organizations
• Attend and represent NIBCO at key trade shows and other industry events as a 'trusted advisor.'
• Forecasts expected sales volume and profit for existing and new product lines and customers to the Data Center market across all NIBCO brands and work with Operations to ensure current capacity and developmental plans are in place to meet short and long-term demand
• Work with the Price Management team and business units to understand quote pricing and help avoid price conflicts across NIBCO brands
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, and participating in professional societies
• Forecast and communicate NIBCO Data Center sales performance to NIBCO and business unit senior management
• Ability to travel 25% - 50%

Requirements:

• 5–10+ years driving spec influence or business development in mission critical/data center construction
• A live network among owners, design engineers (MEP), and general contractors active in data centers; proven ability to secure pre-RFP design meetings
• Working knowledge of mechanical/plumbing systems in data centers (chilled water, liquid cooling, valves, grooved/jointed systems, fire protection interfaces)
• Identify the size and scope of the Data Center market for NIBCO valves and fittings domestically and globally
• Understand all applications of valves and fittings in Data Center environments and identify trends in this application's space
• Develop the corporate go-to-market strategy for the Data Center market and assist business units in developing their go-to-market strategies to address this market
• Identify and engage with all key layers in the Data Center value chain—including construction firms (e.g., Fluor), MEP (Mechanical, Electrical and Plumbing) companies (e.g., Schneider Electric, Vertiv), and OEMs (e.g., Nvidia, Dell, Lenovo)—to ensure NIBCO's offerings are positioned and specified at each stage of the project lifecycle
• Identify valves and fittings products used in Data Centers, analyze existing product lines across all NIBCO brands and identify product line gaps
• Work across NIBCO brands to develop new product development efforts to address product line gaps
• Prioritize Data Center opportunities identified by business units and ensure that opportunities are being resourced on a company-wide basis
• Position NIBCO Data Center services directly to clients and in coordination with business unit sales, marketing, and customer service teams
• Partner with operations, delivery teams, and partners for the successful implementation of Data Center valve and fittings programs
• Provide updates on Data Center sales, NIBCO capabilities, and delivery & quality performance
• Identify and understand Codes, Standards and Security requirements within the Data Center space and ensure that business units are aware of and execute these standards and requirements
• Connect with key Data Center end users, mechanical contractors and prefabricated mechanical systems provided to understand market needs and become a 'trusted advisor' contact to these organizations
• Attend and represent NIBCO at key trade shows and other industry events as a 'trusted advisor.'
• Forecasts expected sales volume and profit for existing and new product lines and customers to the Data Center market across all NIBCO brands and work with Operations to ensure current capacity and developmental plans are in place to meet short and long-term demand
• Work with the Price Management team and business units to understand quote pricing and help avoid price conflicts across NIBCO brands
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, and participating in professional societies
• Forecast and communicate NIBCO Data Center sales performance to NIBCO and business unit senior management
• Ability to travel 25% - 50%
• 10+ years related Pipes, Fittings and Valve industry experience
• 10+ years of Data Center Industry or MEP Knowledge
• Bachelor's Degree - Engineering, or relevant field
• Business and management principles, including strategic planning, resource allocation, leadership techniques, and coordination of people and resources
• In-depth knowledge of mechanical PVF industry, related solutions, and products
• In-depth knowledge of the data center industry and facilities
• Demonstrated ability to analyze, initiate, and implement strategies to achieve goals
• Proven success in executing customer needs assessment, meeting quality standards for products and services, and evaluation of customer satisfaction
• Strong verbal, written, analytical, persuasion and people skills
• Ability to present to trade, engineering, and end user groups
• Ability to exercise teamwork, leadership, and flexibility
• Excellent time management and computer skills