Senior Business Development Specialist

Job Functions:

Skill:

·       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

o   Foster and develop positive customer relationships.

o   Listen to customer needs and assist in the development of project solutions that satisfy those requirements and provide opportunities for the Company.

o   Interface with client on all project/opportunity correspondence

o   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.

Job Requirements:

·       Working knowledge of EPC contracting for Storage Solutions

·       Responsible for new business opportunities within ambient, low temperature and cryogenic storage

·       Good understanding of Basic contracting principles in EPC market

·       Willingness to travel and be active in increasing customer portfolio.

·       Customer Relations

·       Energize internal and external sales personnel to increase company opportunities.

·       Interfaces and manages external sales representatives for relevant product lines.

·       Identifies and/or develops improvements to existing company products, which enhance our position in the market

·       Ongoing commitment to maintain knowledge about competitive companies and technologies

·       Ongoing commitment to learn about complimentary products and technology

·       Actively pursue within the company methods to improve and enhance current products

·       Promote company products & expertise through technical presentations & articles.

·       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

·       Bachelor Degree

·       Knowledge of Company Storage Engineering, Fabrication, and Construction methods

·       Experience in Commercial Contracting and Negotiations

·       Familiarity with the Energy & Construction Industry preferred.

Skills and Behaviors

·       Business presence and polish

·       Knowledge of Company 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.