Overview
The Manager, Business Development is responsible for identifying and obtaining new business, the development of long-term customer relationships, maintenance of alliances and partnerships and promotion of CB&I Storage Solutions' products and services. This position manages multiple related teams, sets organizational priorities, allocates resources, and provides leadership to managers and professional staff. This position is also responsible for directing the local implementation and execution of CB&I Storage Solutions' sales and marketing plan. The role directly reports to the regional business development lead and routinely interacts with the regional operation leads.
Responsibilities
- Leadership Role responsible for all Business Development activities and team deliverables for a multiple country, single country, or regional area within a country and for the delivery year over year of up to US$100M in annual awards as part of a Regional Business Development Plan. Leads a Business Development team consisting of professional and administration employees and manages the associated department budgets.
- Customer Relations - Foster and develop positive customer relationships that result in increased business. Listen to customer needs and assist in the development of project solutions that satisfy those requirements and provide opportunities for the Company.
- Assist with the development and local execution of CB&I Storage Solutions global sales and marketing Plan. Develop customer opportunities and relationships that support the Plan.
- Actively seek to increase the number and quality of contacts among customers and other market influencers at a management level.
- Identify and/or develop new product and market opportunities.
- Drive sales personnel to place the proper emphasis on positioning and relationship building activities with customers in the region.
- Utilize industry and customer contacts to influence project requirements in order to satisfy the customer and positively position the Company
- Identify and mitigate the risk involved with commercial terms and conditions, contract structure and pricing, interfacing with the Legal and Finance Departments, as appropriate.
- Identify partnering opportunities and apply those concepts to develop and maintain win/win customer relationships.
- Manage territory and accounts with emphasis on performing activities that position the Company favorably for securing strong opportunities.
- Business Acquisition Team Interface - Ensure effective teaming with all stakeholders in the bid process, including estimating, proposals, legal, finance, tax, or other functions. Provide direction to Business Development bid teams in reaching key decisions.
- Provide team leadership, motivation, and effective management of personnel. Actively manage personnel development through career planning, training, assignments, performance appraisals and compensation management, working directly with the local Human Resources business partner.
- Assure sales data is accurate and current, including updating CSS and CSS Contact Manager Information.
- Assure staffing and training of qualified business development personnel to support to the organization.
Qualifications
- 15+ Years of Company/Industry experience
- 8+ Years' experience in a Business Development, Sales, Proposals, or Marketing role
- Entry Level Manager/Leadership position
- Professional degree (Engineering Preferred)
- Knowledge of CB&I Storage Engineering, Fabrication, and Construction methods
- Extensive Experience in Commercial Contracting
- Familiarity with the Energy & Construction Industry preferred
Organizational Structure and Location
- Organizational Level: N-3
- Reports to: Vice President, Business Deveelopment
- Direct Reports: Business Development Specialists, Administrators
- Permanent work location: Plainfield, Illinois
- Incurred financial impact from commercial risk exposure on projects sold
- Maintain validated employee development and succession plans
- Account Management - Organize, lead and manage sales personnel to maximize profitable long-term business for CB&I. Provide localization and guidance on Sales & Marketing Plan implementation, commercial policies, account strategies, and selling strategies.
- Sales Performance - Ensure that projects obtained meet Company guidelines by providing judgment and guidance in screening opportunities, contract negotiation, risk management, profit potential and analysis and communication of key customer values, needs and expectations.
- Cost Control - Manage Admin costs and pre-contract costs within the established budgets.
- Delivery of annual Business Development Plan that outlines the sales goals for remit and consistently meet or exceed the plan goals.
Skills and Behaviors
Skills and Behaviors
- Business presence and polish
- Knowledge of CB&I products and markets
- Proactively identifies and solves the complex problems
- Strong analytical and problem-solving skills
- Mentally agile and 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 skill, 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
Benefits:CB&I is proud to offer eligible employees a robust package of benefits, including major medical, dental, and vision insurance, a 401(k) matching program, FSA/HSA programs, long- and short-term disability options, life insurance, and AD&D. We also offer eligible employees paid holidays and paid time off. Benefits eligibility for permanent positions may vary by full-time or part-time roles, location, or position.
In accordance with applicable local and state laws or regulations, the compensation listed is the current estimated range for the position. Final offer details and future compensation may be determined by multiple factors, including, but not limited to, geographic location, market compensation data, skills, experience, and other relevant factors. Please discuss any compensation-related questions with your recruiter during the interview process.
Pay Range:$157,959 - $256,346
