Overview
The Sr. 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 to manage 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 client 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 develop 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 apply 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
- Ensures 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 manage costs and proposal development with the team.
- Manages all opportunity Gate review processes and obtains management approval as required.
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
Organizational Structure and Location
- Organizational Level: N-5+
- Reports to: Regional Business Development Manager or Director
- Permanent work location: regional operations or sales office
- May be temporarily assigned to Project SitesCommon Performance Metrics
- Meet established new business taken targets or award targets goals
- Incurred financial impact from commercial risk exposure on projects sold
- Account Management - Provide localization and input on sales & marketing strategies, commercial policies, account 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
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
USD $104,000-130,000/Annually
