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.
Responsible for securing small to medium (Up to US$15MM) contract awards and could be responsible for two bidding opportunities at one time for a single country or regional area within a single country.
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.
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
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 require
Business presence and polish
Familiarity with CB&I Storage Solutions’ products, markets and/or a key market sector
Anticipates internal and or external business challenges and/or regulatory issues; develops and implements product or service solutions
Proactively identifies and solves the complex problems
Influences internal/external business and/or regulatory issues to the strategic advantage of the company
Strong analytical and problem-solving skills
Mentally agile and ability to multi-task and manage tight deadlines
Sound negotiating ability with high emotional intelligence and interpersonal skills
Business partnering skills with the ability to influence the organization
Adaptability and agility to learn and contribute in varying and complex environments
Business and technical acumen coupled with a drive to achieve results
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
Meet established new business taken targets or award targets goals
Incurred financial impact from commercial risk exposure on projects sold
Account Management – Provide localization and input on sales & marketing strategies, commercial policies, 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
Typically 5-7 years since first degree and 7+ years of relevant experience2+ years in a Business Development role
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
McDermott’s CB&I® Storage Solutions group is the world’s leading and most experienced builder and designer of industrial storage products facilities around the world. Headquartered in the Houston, Texas, CB&I has the global expertise and strategically located operations to provide engineering, procurement and construction solutions for our customers’ most complex energy projects.