Manager, Business Development

CB&I•Plainfield, IL

26d•Onsite

About The Position

The Manager, Business Development is responsible for identifying and obtaining new business, the development of long-term customer relationships, maintenance of alliances and partnerships and promotion of CB&I Storage Solutions' products and services. This position manages multiple related teams, sets organizational priorities, allocates resources, and provides leadership to managers and professional staff. This position is also responsible for directing the local implementation and execution of CB&I Storage Solutions' sales and marketing plan. The role directly reports to the regional business development lead and routinely interacts with the regional operation leads.

Requirements

15+ Years of Company/Industry experience
8+ Years' experience in a Business Development, Sales, Proposals, or Marketing role
Entry Level Manager/Leadership position
Professional degree (Engineering Preferred)
Knowledge of CB&I Storage Engineering, Fabrication, and Construction methods
Extensive Experience in Commercial Contracting
Familiarity with the Energy & Construction Industry preferred
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

Responsibilities

Leadership Role responsible for all Business Development activities and team deliverables for a multiple country, single country, or regional area within a country and for the delivery year over year of up to US$100M in annual awards as part of a Regional Business Development Plan. Leads a Business Development team consisting of professional and administration employees and manages the associated department budgets.
Foster and develop positive customer relationships that result in increased business. Listen to customer needs and assist in the development of project solutions that satisfy those requirements and provide opportunities for the Company.
Assist with the development and local execution of CB&I Storage Solutions global sales and marketing Plan. Develop customer opportunities and relationships that support the Plan.
Actively seek to increase the number and quality of contacts among customers and other market influencers at a management level.
Identify and/or develop new product and market opportunities.
Drive sales personnel to place the proper emphasis on positioning and relationship building activities with customers in the region.
Utilize industry and customer contacts to influence project requirements in order to satisfy the customer and positively position the Company
Identify and mitigate the risk involved with commercial terms and conditions, contract structure and pricing, interfacing with the Legal and Finance Departments, as appropriate.
Identify partnering opportunities and apply those concepts to develop and maintain win/win customer relationships.
Manage territory and accounts with emphasis on performing activities that position the Company favorably for securing strong opportunities.
Ensure effective teaming with all stakeholders in the bid process, including estimating, proposals, legal, finance, tax, or other functions. Provide direction to Business Development bid teams in reaching key decisions.
Provide team leadership, motivation, and effective management of personnel. Actively manage personnel development through career planning, training, assignments, performance appraisals and compensation management, working directly with the local Human Resources business partner.
Assure sales data is accurate and current, including updating CSS and CSS Contact Manager Information.
Assure staffing and training of qualified business development personnel to support to the organization.
Organize, lead and manage sales personnel to maximize profitable long-term business for CB&I. Provide localization and guidance on Sales & Marketing Plan implementation, commercial policies, account strategies, and selling strategies.
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.
Manage Admin costs and pre-contract costs within the established budgets.
Delivery of annual Business Development Plan that outlines the sales goals for remit and consistently meet or exceed the plan goals.