Job Description

Description

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 specified region. 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 Relations • Foster and develop positive customer relationships. • Listen to customer needs and assist in the development of project solutions that satisfy those requirements and provide opportunities for the Company. • Interface with client on all project/opportunity correspondence • 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. • Maintain the CCS Contact Manager System (CCS CM) and keep all information accurate and current. • Directs business Acquisition Team Interface • Ensures effective teaming with all stakeholders in the bid process, including estimating, proposals, legal, finance, tax, or other functions. • Provides direction to bid teams in reaching key decisions. • Establishes and obtains approval for pre contract efforts and manage costs and proposal development with the team. • Manages all opportunity Gate review processes and obtains management approval as required. Local Requirements • Bilingual (English/Spanish) required • Frequent travel is required within Central and South America region • Responsible for new business opportunities in multiple countries in Central and South America to increase CB&I's reach and presence in the region • Strategic thinking • Cultural awareness and respect for other nationalities and their customs • Ability to adjust sales message for different nationalities / cultures 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 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