Senior Business Development Specialist

CB&I; United Arab Emirates; On-site; USD 60,000 - 120,000; Full time

Job summary

An established industry player is seeking a Senior Business Development Specialist to drive growth and secure new contracts in the storage solutions sector. This role involves building strong customer relationships, managing project bids, and collaborating with various stakeholders to deliver successful outcomes. With a focus on the EPC contracting for storage solutions, you will leverage your extensive experience and industry knowledge to identify new opportunities and enhance the company's market position. Join a dynamic team where your contributions will directly impact business success and customer satisfaction.

Qualifications

• 10+ years of industry experience with a focus on business development.
• 5+ years in sales, proposals, or marketing roles preferred.

Responsibilities

• Identify and secure new business opportunities in the region.
• Foster positive customer relationships and manage project bids.

Skills

Business Development

Negotiation Skills

Analytical Skills

Customer Relationship Management

Problem-Solving

Communication Skills

Project Management

Education

Professional degree in Engineering or BS

Job description

Company Overview

CB&I is the world&aposs 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 Senior Business Development Specialist 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 sub-region within a single country. Responsible for securing small to medium (Up to US$15MM) contracts 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 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 clients 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 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 manages costs and proposal development with the team.
• Manages all opportunity Gate review processes and obtains management approval as required.

Local Requirements

• Working knowledge of EPC contracting for Storage Solutions.
• Knowledge of Sub-Saharan Africa market.
• Responsible for new business opportunities within ambient, low temperature and cryogenic storage.
• Good understanding of basic contracting principles in the EPC market.
• Willingness to travel and be active in increasing customer portfolio.
• 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 complementary products and technology.
• Actively pursue within the company methods to improve and enhance current products.
• Promote company products & expertise through technical presentations & articles.

Qualifications

• 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.

Skills and Behaviors

• Business presence and polish.
• Knowledge of CB&I products and markets.
• Proactively identifies and solves 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 skills, 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.