Sr Business Development Spec

Overview

Sr. Business Development Specialist at CB&I

CB&I is the world’s leading designer and builder of storage facilities, tanks and terminals with more than 60,000 structures completed over 135+ years, delivering global storage solutions for complex energy infrastructure projects.

The Sr. Business Development Specialist is responsible for identifying and obtaining new business, establishing long-term customer relationships, and promoting CB&I Storage Solutions' products and services. This is an individual contributor role requiring advanced knowledge in CB&I Storage Solutions markets, products, clients, and customers. The role reports to the regional business development lead and regularly interfaces with 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 contracts (up to US $15MM) and managing 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 Legal and Finance Departments as appropriate.
• Customer Relations: foster and develop positive customer relationships; listen to customer needs and assist in developing project solutions; 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 develops new product and market opportunities via early involvement in a prospective project’s selling cycle.
• Utilizes industry and customer contacts to influence project requirements to satisfy the customer and positively position the Company.
• Identifies partnering opportunities and applies 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 bid-process stakeholders (estimating, proposals, legal, finance, tax, etc.); provides direction to bid teams to reach key decisions; establishes and obtains approval for pre-contract efforts and manages costs and proposal development with the team; manages all opportunity gate reviews 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

• Meet established new business targets or award targets
• 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 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 established budgets

• Business presence and polish
• Knowledge of CB&I products and markets
• Proactively identifies and solves complex problems
• Strong analytical and problem-solving skills
• Mental agility 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 with drive to achieve results
• Exceptional communication and presentation skills, both written and verbal
• Ability to work and build credibility across the business, up to senior management
• Promotes the company’s values and culture, including diversity & inclusion and a healthy and safe work environment

• Mid-Senior level

• Full-time

• Business Development and Sales
• Industries:
  Oil and Gas