Senior Business Development Specialist

Company Overview

CB&I is the world's leading designer and builder of storage facilities, tanks, and terminals. With more than 60,000 structures completed throughout our 130-year history, we have the global expertise and strategically-located operations to provide customers world-class storage solutions for even the most complex energy infrastructure projects.

Overview

The Senior Business Development Specialist is responsible for identifying and obtaining new business, establishing long-term customer relationships, and promotion of CB&I Storage Solutions products and services. This position is an individual contributor role requiring advanced knowledge in CB&I Storage Solutions markets, products, clients, and customers. The role directly reports to the regional business development lead and routinely interacts with the regional operation leads.

Responsibilities

• Individual contributor BD role responsible for new business opportunities for a single country or sub-region within a single country. Responsible for securing small to medium (Up to US$15MM) contracts and managing multiple project bids at a time. Typically expected to deliver year over year up to US$25MM in annual new awards as part of a Regional Business Plan.
• Screens new opportunities for bidding consideration.
• Identifies and mitigates the risk involved with commercial terms and conditions, contract structure, and pricing, interfacing with the Legal and Finance Departments, as appropriate.
• Customer Relations
• Foster and develop positive customer relationships.
• Listen to customer needs and assist in the development of project solutions that satisfy those requirements and provide opportunities for the Company.
• Interface with clients on all project/opportunity correspondence.
• Actively seek to increase the number and quality of contacts among customers and other market influencers at a management level.
• Identifies and/or develops new product and market opportunities via early involvement in a prospective project's selling cycle.
• Utilizes industry and customer contacts to influence project requirements in order to satisfy the customer and positively position the Company.
• Identifies partnering opportunities and applies those concepts to develop and maintain win/win customer relationships.
• Manages territory and accounts to position the Company favorably for securing strong opportunities.
• Directs business Acquisition Team Interface, ensuring effective teaming with all stakeholders in the bid process, including estimating, proposals, legal, finance, tax, or other functions.
• Provides direction to bid teams in reaching key decisions. Establishes and obtains approval for pre-contract efforts and manages costs and proposal development with the team.
• Manages all opportunity Gate review processes and obtains management approval as required.

Local Requirements

• Working knowledge of EPC contracting for Storage Solutions.
• Responsible for new business opportunities within ambient, low temperature, and cryogenic storage.
• Good understanding of basic contracting principles in the EPC market.
• Willingness to travel and be active in increasing the customer portfolio.
• Energize internal and external sales personnel to increase company opportunities.
• Interfaces and manages external sales representatives for relevant product lines.
• Identifies and/or develops improvements to existing company products, which enhance our position in the market.
• Ongoing commitment to maintain knowledge about competitive companies and technologies.
• Ongoing commitment to learn about complementary products and technology.
• Actively pursue within the company methods to improve and enhance current products.
• Promote company products & expertise through technical presentations & articles.

Qualifications

• 10+ Years of Company/Industry experience.
• Typically 5-8 years since first degree and 5+ Years experience in a Business Development, Sales, Proposals, or Marketing role.
• 3+ Years experience in an Operational role preferred.
• Professional degree (Engineering or BS Preferred).
• Knowledge of CB&I Storage Engineering, Fabrication, and Construction methods.
• Experience in Commercial Contracting and Negotiations.
• Familiarity with the Energy & Construction Industry preferred.

Skills and Behaviors

• Business presence and polish.
• Knowledge of CB&I products and markets.
• Proactively identifies and solves complex problems.
• Strong analytical and problem-solving skills.
• Mentally agile with the ability to multi-task and manage tight deadlines.
• Proven negotiating ability with high emotional intelligence and interpersonal skills.
• Demonstrated business partnering skills with the ability to influence the organization.
• Adaptability and agility to learn and contribute in varying and complex environments.
• A mature business and technical acumen coupled with a drive to achieve results.
• Exceptional communication and presentation skills, both written and verbal.
• Ability to work and build credibility across the business, up to and including senior management level.
• Proactively embraces and promotes the company's values and culture, including diversity & inclusion and a healthy and safe work environment.