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 130-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.
Overview
The Principal Business Development Manager 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 smaller market multi-country region. Responsible for securing medium (Up to US$30MM) contracts awards of increasing complexity and scope and to manage multiple project bids at a time. Typically expected to deliver year over year up to US$50MM 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 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 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
15+ Years of Company/Industry experience
Typically 7-10 years since first degree and 10+ 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
Extensive Experience in Commercial Contracting and Negotiations
Familiarity with the Energy & Construction Industry preferred
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
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