What are the responsibilities and job description for the Sr Business Development Spec position at CBI Group?

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 single country or sub-region within a single country. 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 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 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 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

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

Organizational Structure and Location

Organizational Level : N-5

Reports to : Regional Business Development Manager or Director

Permanent work location : regional operations or sales office

May be temporarily assigned to Project SitesCommon 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 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

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

Salary : $25

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Sr Business Development Spec

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