Sr PPL Business Dev 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.

Overview:

Individual contributor BD role responsible for new business opportunities for a larger market multiple country, single country, or a regional area within a country. The Senior Principal Business Development Specialist is an advanced (expert) professional and recognized master at developing commercial strategies for CB&I products and end markets.

Responsibilities:

- Responsible for establishing regional commercial strategies and plans that will have impact on the achievement of functional results and the delivery of the business plan.

- Responsible for securing medium to large (US$30MM to US$500MM) contract awards consisting of complex scope and/or commercial terms

- Deliver year over year greater than US$100MM 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 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

- Enters and maintains opportunity updates / call log updates in CB&I’s Sales System (CSS)

Local Requirements:

- Permanent work location – The Woodlands, TX. 4 days in the office and 1 day from home. Domestic travel is expected 50% of the time.

- Responsible for new business opportunities within the Oil & Gas and low carbon product lines.

- Knowledge of low temperature and cryogenic storage tanks and balance of plant systems for pursuit of turnkey EPC storage facilities

- Customer Relations

- Identity, cultivate and pursue project opportunities

- Internal

- Develop and lead execution strategy in pursuit of these opportunities

- Energize internal operations personnel increasing company opportunities.

- Identify and improve existing company offerings, enhancing our position in the market

- Ongoing commitment to maintain knowledge about competitive companies and technologies

- Ongoing commitment to learn about complimentary products and technology

- Promote company products & expertise through technical presentations & articles

Qualifications:

- Individual contributor with specialized knowledge and skills typically acquired through Professional degree (Engineering or BS Required) and industry experience

- Typically 10-15 years since first degree and 15+ Years’ experience in a Business Development, Sales, Proposals, or Marketing role - 5+ Years’ experience in an Operational role preferred

- Professional degree (Engineering or BS Preferred)

- Knowledge of CB&I Storage Engineering, Fabrication, and Construction methods

- Expertise in Commercial Contracting and Negotiating

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

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 guidance on local sales & marketing strategies, commercial policies, and 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

Organization Structure and Location

- Reports to: Vice President of Sales - USA

- Permanent work location: The Woodlands, TX