Business Development 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 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 Sr. 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 specified region. 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
  • 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 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.
• Maintain the CCS Contact Manager System (CCS CM) and keep all information accurate and current.
• 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.

Local Requirements

• Bilingual (English/Spanish) required
• Frequent travel is required within Central and South America region
• Responsible for new business opportunities in multiple countries in Central and South America to increase CB&I's reach and presence in the region
• Strategic thinking
• Cultural awareness and respect for other nationalities and their customs
• Ability to adjust sales message for different nationalities / cultures

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 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