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Spotlight on Business Development: Q&A with Linda

EVS Metal is pleased to publish another installation in our ongoing series of spotlight articles highlighting employees and their departments. We hope these help illustrate EVS’ capabilities as a manufacturer and metal fabricator, and the value our people bring to the table each and every day.  

 

New England Metal Fabrication Business Development Linda LaceySpotlight on Business Development: Q&A with Linda, EVS Metal New Hampshire

 

EVS Metal: How long have you been with EVS, and how long have you worked in metal fabrication overall?

Linda: I have been at EVS since August 2008 when they purchased Holden Company. Overall, I have been in manufacturing for almost 40 years.

 

EVS: Did you begin your career in metal fab on the shop floor or other similar position, or have you always been in sales? 

Linda: I started in the front office of The Holden Company. I worked my way up to CFO, then eventually became President before Holden Co was acquired by EVS Metal in 2008.

 

EVS: Describe your career trajectory — how did you start, any specific education/training/experience, what different positions have you held etc.

Linda: I have a Bachelor’s degree in Education. I took some courses in accounting, and a blueprinting course, and made my way up the ranks over time to company president. When EVS purchased Holden, I was made General Manager/Operations. After a succession plan was created, I moved into business development. 

 

EVS: How does sales development differ from business development?

Linda: I would define sales development as a sales rep who focuses on inbound leads, qualifying prospects and setting up appointments. 

Business development, on the other hand, goes beyond doing research; this means using a variety of tools to prospect, including cold emails, cold calling, cold visits and networking. For example, if I were to visit a current customer, I would plan a few cold call stops in the vicinity. Developing customers in geographical “clusters” is logistically much more efficient.

I would also add that while visiting customers, I try to meet with more people than just buyers, in order to begin building a broader relationship with the company for future growth. It gives me the opportunity to see what other products the customer has within their facility that could turn into potential business. 

 

EVS: What are the biggest differences between positions in sales vs. sales engineering? How do the two work together? 

Linda: Sales engineers can prepare a technical presentation and answer questions in that knowledge realm. They are also able to solve problems with installed equipment.

 

Want to learn more about Linda and our sales team? Come back next week for part two!


 

About EVS Metal

EVS Metal is an American precision metal fabricator headquartered in Riverdale, NJ. Our machinists and operators utilize the latest technology to cut, bend and finish stand-alone items as well as parts for integration or assembly into more complex products. EVS Metal’s four ISO 9001:2015-certified locations comprise over 250,000 square feet of vertically-integrated manufacturing space and feature the most modern equipment available, from lasers and CNC machining centers to automated powder coating lines.

We serve a diverse customer base across North America, providing a range of services from ITAR-compliant, quick-turn prototypes to high-volume production runs. Request a personalized metal fabrication quote online or call 1-888-9EVSMET to speak with a specialist today.

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