Director of Business Development

CDI Engineering Services•Houston, TX

About The Position

“Together We Make Life Better”. Our quality engineering, sustainable solutions and safety record inspire everything we do. Our diverse and inclusive workforce allows for all employees to feel valued and safe to give their opinions and improve our company. Tata Consulting Engineers USA, LLC, (TCE), is a multi-disciplinary engineering organization offering a full range of integrated engineering design, project support, procurement and construction management services to the energy and chemicals industries. Position Summary Develop and execute the business development vision, strategy, and plans to drive sales growth, increase revenue and profitability, and expand into new markets.

Requirements

Experience in developing and closing engineering services deals with a value of at least $500K to $20M, with knowledge of contract costing/pricing, project management and execution logistics.
Twenty (20) plus years’ experience related to this industry.
Must have proven track record of generating their own sales opportunities, with current established network of senior/executive level contacts within the chemicals/refining market.
Must be an effective communicator (verbally and in writing) and have the personality and ability to influence others in the face of rapid and aggressive competitive responses.
Must be familiar with contract negotiation, including working closely with a legal team.
Ability to manage multiple priorities in a fast paced, changing atmosphere.
Must be willing to travel at least 50% nationally, with some international travel.
Ability to read and comprehend instructions, short correspondence, and memos. Ability to write correspondence, including complex proposals. Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization. Ability to interact effectively with all people.
As a minimum, must be able to demonstrate those skills commensurate with a Bachelor of Business Administration degree. Ability to understand key financial indicators and use them in forecasting, planning and projecting.
Must be proficient in various software applications including word processing, spreadsheets and presentation software.
Ability to solve problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms; talk or hear. The employee frequently is required to stand, walk, and sit; climb, balance and stoop, kneel, crouch or crawl. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision depth perception, and ability to focus.
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee may periodically be required to travel to client jobsites. Employee is also expected to participate in various social activities while entertaining clients.
Bachelor’s Degree or higher in a business-related or engineering field.

Nice To Haves

MBA preferred.

Responsibilities

Design and implement business development strategies including identification of new markets, alliance clients, large projects, marketing needs and financial feasibility.
Lead and organize business development department and develops marketing and sales execution plans in line with the needs of the clients and industry and creates persuasive presentation to secure new business.
Evaluate and guide team on financial feasibility studies and proposal development
Proactively develops and maintains sustaining client relationships that foster continued business opportunities; develops relationships with client executives; arranges for TCE USA to have relationships with key clients at all levels in the client organization.
Market TCE USA to the industry by identifying and attending industry conventions, seminars, tradeshows.
Monitor and gauge market trends and forecasts and adjust business development strategies and actions.
Provide directions, oversight and support in proposal activities to develop winning project approach and execution plans. Tracks win/loss performance and implements process improvements and identifies corrective actions.
Identify capabilities, trends and performance of competitors.
Actively participates in price to win and risk assessments for larger and/or lump sum projects.
Review contracts (either general services or project specific) and note exceptions for review with client or review by TCE USA.
Develops self and direct reports for the purpose of succession planning.
Assist in creation and implementation of strategic direction and strategic plans with Senior Leadership team.