Business Development Manager/Director

Advario•Houston, TX

1d•Hybrid

About The Position

PURPOSE AND FUNCTION: The Business Development Manager/Director identifies, conceptualizes and manages strategic growth projects and co-manages acquisition efforts to realize Advario’s growth ambition in North America. This position proactively identifies development targets by geography, market segments and terminal concept. ESSENTIAL DUTIES AND RESPONSIBILITIES: Works collaboratively with the VP, Business Development, and the North America management team around the strategic goals and development objectives of the company’s growth ambition. Identify opportunities and generate projects through the following means: Identify product-market combination in specific geographies by working with the -in-depth research provided by the market intelligence team and understanding the market needs for related bulk liquids infrastructure. Actively engage with customers to understand their logistics bottlenecks and other unmet needs in the context of product market combinations in order to conceptualize feasible terminal solutions. Discussions with investment banks, PE funds and other financial and investment institutions to identify projects which may require new or alternative financial and strategic partners. Or provide M&A opportunities. Regular networking by means of attending target industry conferences. Establish and develop industry relations with relevant entities – customers, financial institutions, contractors, consultants, data providers both on a working and decision-making level. Generate a pipeline of growth opportunities which are managed through Advario’s MRG project development framework and stage gate stages in the role of opportunity manager. Build business cases, in each stage of the MRG process, for identified projects, including the following management aspects: Financial modeling of the business case in each stage of the project based on in-depth market analysis, revenue profiles of specific products, estimated EBITDA margin or detailed bottom-up expenditures, capital estimates, cost of capital, commercial terms and contract duration as well as (pre)construction timelines. Packaging this for approval purposes into, “best”, “base” and “worst case” scenarios. With a clear understanding of expected returns in line with shareholder expectations.Facilitating Technical, operational and engineering assessment of these future facilities in close cooperation with the engineering and operations teams.Perform risk analysis of each project in close cooperation with the technical and operational teams. Preparation of regular stakeholder updates (incl. Extended project team and sponsor, North America MT, Commercial, BD and technical community, Executive Leadership Team) and stage gate presentation and documentation. Leading commercial and legal negotiations with potential customers, JV partners, property owners, ports and other stakeholders, in close coordination with the relevant teams. Which can include joint ventures, commercial offtake agreements, bank loan agreements, land lease/purchase agreements, etc. Co-drafting agreements with in-house legal counsel. Project manages the growth opportunities by planning and managing cross functional and owned deliverables for stage gates in accordance with the MRG checklists. Commercial decision-making supports management through provision of insights into respective products and geographies. Regular assessment and, if necessary, a revision of the general strategy of the company in each country, region or across a product portfolio. OTHER CHARACTERISTICS & DIMENSIONS: This role has no direct reports but works in a cross functional setting with the accountability for coordinating and orchestrating the contributions required of this team and overall management of these development projects. The cumulative capital value of projects in the pipeline is estimated to be between 1-3 billion USD. The BD team work Mondays and Fridays from home and the remainder of the week from the Murphy offices. Regular visits are expected to the terminal in Texas City. Travel is essential for this position, including cross Atlantic trips. QUALIFICATIONS: Minimum bachelor’s degree in business administration, Marketing, Finance, or Engineering, MBA preferred At least 10 years’ commercial experience in Oil, Chemicals or Gas sectors, Midstream experience preferred. Minimum 2-3 years Business Development experience with good track record demonstrated. Strong networking and negotiations skills Strong financial analysis skills and proposal preparation Possess strong analysis skills and must be a lateral and conceptual thinker. Proven ability to relate and communicate well to stakeholders at all levels, whether field technicians or executive leadership Possess entrepreneurial skills. Superior presentation and excellent oral and written communication skills Extensive knowledge of oil and gas, chemicals, renewables, bulk liquids and logistics industry Project management skills Physical Requirements: Sitting for an extended period of time Working with a computer for an extended period of time Advario is a leading tank storage and infrastructure solutions provider for chemicals, gases and new energies, headquartered in Rotterdam, the Netherlands. Building on 50 years of experience, Advario operates a global network of liquid storage terminals that are strategically located in key energy hubs. Committed to play a frontrunner role in the energy transition, Advario actively collaborates with its business partners to drive innovation and sustainability in the energy sector and to support its customers in their decarbonization journey. To find out more, visit www.advario.com.

Requirements

Minimum bachelor’s degree in business administration, Marketing, Finance, or Engineering, MBA preferred
At least 10 years’ commercial experience in Oil, Chemicals or Gas sectors, Midstream experience preferred.
Minimum 2-3 years Business Development experience with good track record demonstrated.
Strong networking and negotiations skills
Strong financial analysis skills and proposal preparation
Possess strong analysis skills and must be a lateral and conceptual thinker.
Proven ability to relate and communicate well to stakeholders at all levels, whether field technicians or executive leadership
Possess entrepreneurial skills.
Superior presentation and excellent oral and written communication skills
Extensive knowledge of oil and gas, chemicals, renewables, bulk liquids and logistics industry
Project management skills
Sitting for an extended period of time
Working with a computer for an extended period of time

Nice To Haves

MBA preferred
Midstream experience preferred.

Responsibilities

Works collaboratively with the VP, Business Development, and the North America management team around the strategic goals and development objectives of the company’s growth ambition.
Identify opportunities and generate projects through the following means: Identify product-market combination in specific geographies by working with the -in-depth research provided by the market intelligence team and understanding the market needs for related bulk liquids infrastructure.
Actively engage with customers to understand their logistics bottlenecks and other unmet needs in the context of product market combinations in order to conceptualize feasible terminal solutions.
Discussions with investment banks, PE funds and other financial and investment institutions to identify projects which may require new or alternative financial and strategic partners. Or provide M&A opportunities.
Regular networking by means of attending target industry conferences.
Establish and develop industry relations with relevant entities – customers, financial institutions, contractors, consultants, data providers both on a working and decision-making level.
Generate a pipeline of growth opportunities which are managed through Advario’s MRG project development framework and stage gate stages in the role of opportunity manager.
Build business cases, in each stage of the MRG process, for identified projects, including the following management aspects: Financial modeling of the business case in each stage of the project based on in-depth market analysis, revenue profiles of specific products, estimated EBITDA margin or detailed bottom-up expenditures, capital estimates, cost of capital, commercial terms and contract duration as well as (pre)construction timelines.
Packaging this for approval purposes into, “best”, “base” and “worst case” scenarios. With a clear understanding of expected returns in line with shareholder expectations.
Facilitating Technical, operational and engineering assessment of these future facilities in close cooperation with the engineering and operations teams.
Perform risk analysis of each project in close cooperation with the technical and operational teams.
Preparation of regular stakeholder updates (incl. Extended project team and sponsor, North America MT, Commercial, BD and technical community, Executive Leadership Team) and stage gate presentation and documentation.
Leading commercial and legal negotiations with potential customers, JV partners, property owners, ports and other stakeholders, in close coordination with the relevant teams.
Which can include joint ventures, commercial offtake agreements, bank loan agreements, land lease/purchase agreements, etc. Co-drafting agreements with in-house legal counsel.
Project manages the growth opportunities by planning and managing cross functional and owned deliverables for stage gates in accordance with the MRG checklists.
Commercial decision-making supports management through provision of insights into respective products and geographies.
Regular assessment and, if necessary, a revision of the general strategy of the company in each country, region or across a product portfolio.