Business Development & Sales Manager

Reports to

Strategic Account Manager OEM and EPC

Counterpart

Business Development Manager OEM and EPC Milan Territory

United Kingdom with London and the surrounding area as the main hub Customer segment.

Regular visits to EPC and OEM offices across the UK with occasional travel to Milan the HBI yards and client meetings abroad around 30 to 40 percent of working time

Employment type

Full time permanent

ABOUT THE EMPLOYER

EMPLOYER designs manufactures and delivers modular technical buildings for the energy oil and gas and data centre sectors. The product range covers E Houses substations control room buildings local equipment rooms modular power modules and blast resistant buildings.

Buildings are engineered fabricated fitted out and tested in seven manufacturing yards: four in the UAE (Jebel Ali Hamriyah Ras Al Khaimah and Mainland UAE) plus Port Klang in

JOB DESCRIPTION

2

Malaysia Batangas in the Philippines and Houston in the USA. Employer serves EPC contractors and OEMs across EMEA the Americas and Asia Pacific.

PURPOSE OF THE ROLE

The Business Development Manager OEM and EPC UK manages Employers relationships with the EPC contractors and OEMs that run their projects from offices in London and across the United Kingdom. The prime goal is awareness: this person is on top of what is going on inside those offices so that every project HBI can target is in view early well before the RFQ is issued.

The role has a counterpart in Milan who does the same job for the Italian hub. Many clients work across both hubs so open and continuous information sharing between London and Milan is vital. It is a core duty of the role on the same level as the client work itself.

When an enquiry is issued the Business Development Manager receives the RFQ package and communicates everything the estimation team requires working with the client until all technical questions are cleared. Projects handled by UK offices are built all over the world so the delivery yard is selected per project.

KEY RESPONSIBILITIES

Client relationships

Make sure every target EPC and OEM office in the UK is covered with named contacts in business development proposals procurement engineering and project execution.

Maintain these relationships through regular face to face visits and be the known and trusted HBI contact in each office.

Keep Employers vendor registration and prequalification current with each client so that Employer is on the bidder list for every suitable enquiry.

Present Employers product range references and yard capabilities to new contacts new disciplines and new project teams within each client.

Arrange yard visits audits and factory acceptance tests for UK based clients together with the yard teams.

Office and project awareness

Know what is going on in each client office: studies and FEED work in progress bids in preparation awarded projects and the package engineers and buyers responsible for buildings.

Know about every project in those offices that fits Employers offering: E Houses substations control room buildings local equipment rooms modular power modules and skids.

Track end user investment decisions and FEED and EPC awards to anticipate which office will handle a project and where the building packages will be bought.

Record each project in the CRM from the first signal with end user location scope expected RFQ date and decision makers.

Brief the Strategic Account Manager and the estimation team on upcoming enquiries so that estimating resources and yard capacity can be planned ahead.

Support the client during FEED and during its own bid with budgetary pricing and layouts where requested.

JOB DESCRIPTION

3

Information sharing with the Milan counterpart

Hold a fixed weekly call with the Milan counterpart to exchange account news project leads contacts and competitor information.

Keep shared account plans for clients with offices in both hubs so that London and Milan present one HBI position to the client.

Pass on immediately any lead where the engineering the procurement or the decision sits in the other hub or in another region and stay available to support it after handover.

Keep all client and project information in the CRM never only in personal notes or email so that it is visible to the counterpart and to the Strategic Account Manager at all times.

Align on price levels and messaging with the counterpart before approaching a shared client.

Cover the counterparts accounts during leave and absence and expect the same in return.

Take part in joint account reviews led by…