Description

Company Overview

CB&I delivers integrated storage and assetmanagement solutions that help customers operate safely, reliably, and efficiently across the lifecycle of their facilities. Through our two global business units - Storage Solutions, the world leader in tanks, terminals, and storage systems, and Asset Solutions, a leading provider of operations, management, wells and decommissioning services - we combine technical excellence with execution capability to extend asset life, optimize performance, and maximize value.

Overview

• The PPL 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 smaller market multi-country region. Responsible for securing medium (Up to US$30MM) contracts awards of increasing complexity and scope and to manage multiple project bids at a time. Typically expected to deliver year over year up to US$50MM 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 Relationso 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 correspondenceo 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 Interfaceo Ensures effective teaming with all stakeholders in the bid process, including estimating, proposals, legal, finance, tax, or other functions.o Provides direction to bid teams in reaching key decisions.o Establishes and obtains approval for pre contract efforts and manage costs and proposal development with the team.o Manages all opportunity Gate review processes and obtains management approval as required.

Qualifications

• 15+ Years of Company/Industry experience
• Typically 7-10 years since first degree and 10+ 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
• Extensive Experience in Commercial Contracting and Negotiations
• Familiarity with the Energy & Construction Industry preferred

Organizational Structure and Location

• Reports to: Regional Business Development Manager
• Permanent work location: New Castle, DE Office
• This role requires 50%-70% travel, primarily for client visits and industry conferences, including occasional overnight stays

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 localization and guidance 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

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