Sr Business Development Spec

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 135+ 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.

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.

• 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.

• 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 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 Sites Common 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