Commercial and Business Development Manager​/Director

Overview

Purpose:

Serve as Commercial and Business Development Manager or Director for the Midwest Region. Primary focus is developing new projects, managing commercial matters for existing assets and projects, and optimizing the revenue stream.

The position will work out of Kinder Morgan’s Argo Terminal in Illinois. Position may be filled at the Manager or Director level depending on experience and job skills of successful candidate.

Purpose:

Serve as Commercial and Business Development Manager or Director for the Midwest Region. Primary focus is developing new projects, managing commercial matters for existing assets and projects, and optimizing the revenue stream.

• Manage and grow existing customer accounts with an entrepreneurial mindset and sound business acumen
• Exhibit aptitude with financial analysis and models, including proficiency in working with various financial spreadsheets, forecasting, NPV, capital valuation, internal rates of return, etc.
• Creatively and aggressively seek new customer deals, demonstrating a high level of know-how in prospecting and lead generation
• Utilize industry partners and resources to identify and scope new business/projects outside existing KM fence lines
• Negotiate transactions and long term commitments
• Draft and manage contract positions, including boilerplate language with support of KM Legal
• Lead ad hoc teams in determining asset solutions that solve customer’s logistics problems
• Build KM value with customers and ensure continuous service improvement, especially through the use of key performance indicators
• Think and act strategically, understand market dynamics relative to customers requirements; write effective account plans for key strategic customers as required
• Perform competitive analysis
• Coordinate customer service response with functional peers for assigned customers; solve problems with diplomacy
• Develop and maintain close business relationships with existing and potential customers
• Identify and initiate capital projects to support new business growth or enhance asset profitability
• Work with Field Operations, Engineering, Regulatory and other KM stakeholders as required in response to new leads/inquiries development and implementation of new deals and inquiries
• Ensure compliance with all permit and regulatory requirements, in conjunction with KM EH&S resources
• Communicate effectively and regularly with Management on issues, goals and objectives
• Complete special projects and annual objectives as assigned
• Deal with a wide variety of people, internally and externally, with tact, courtesy and professionalism
• Communicate effectively with individuals and groups using a high level of proficiency in verbal, written and listening skills
• Maintain a high regard for personal safety, for the safety of company assets and other employees, and for customers on KM premises

Educational Requirements:

Bachelor’s degree from an accredited institution in Business Administration, Marketing, Accounting, Finance, Economics, Engineering or related field is required. An MBA is not required but is a valuable plus. A minimum of five years directly related commercial experience in the chemical or petroleum industry or similar commercial activity in terminals/logistics/distribution or other transferable fields may be considered as a substitute for the degree requisite.

Job Requirements:

• A minimum of five years direct work experience in a related industry or comparable military background. Preference for an understanding of chemical sales/marketing, or liquid bulk transportation and storage services--creating customer value, and knowledge of industry practices and processes
• Proficient in negotiation skills or the demonstrated aptitude to develop those skills
• Must be able to clearly present ideas, proposals and results to business segment leaders and to customers
• Intermediate to advanced proficiency level with Microsoft applications, including but not limited to Outlook, Word and Excel for the purpose of word processing, spreadsheets and analysis, and financial modeling
• Strong analytical skills and logical thought processes, with the ability to identify and…