Senior Business Development Specialist

Company Overview: CB&I® is the worlds 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 Senior 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$30 MM) 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.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 projects 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 Customer Resource Management System and keep all information accurate and current.

Local Requirements:

• The role is aimed at targeting Indonesians as a part of the local talent development initiative.
• Bring a strong and established relationship network to CB&I within the Indonesian Oil & Gas / Petrochemical industry of both the EPC Contractors (local and international) and the ultimate project Owners. To leverage the prior working relationship with the Owners and EPCs to gain CB&I an audience with these parties for introductions and facilitate access to decision-makers during periods of project negotiation.
• Provide introductions to CB&I of decision-makers within EPC Client and Owners organization
  • Provide opportunities for multiple introductions - to allow a direct relationship to form between the project team and the Client.
  • Create relationship between Client and CB&I as an organization, not just the relationship manager
  • Continuous teambuilding between CB&I and EPCs / Owners decision makers
  • Promote for introduction of other CB&I personnel to Clients
• Gain Client feedback of CB&I offering for what revision needs to be undertaken by CB&I to better align their offer with the needs of the client
• Work closely with CB&I Indonesian Country Manager for development of project leads, owner interface meetings, EPC introduction meets and general support for developing relationship network in Indonesia.
• Engage with pre-contract team to develop differentiated offering to the market
• Develop a strategic sales approach for each pursued opportunity
  • Competitor analysis
  • Identify owners key driving factors
• Provide market feedback of competitor positions and general market intelligence.
• Engage in regularly repeating calls to provide update to potential prospects, project development, client engagements, ongoing bid efforts, ect.
• Provide input for 3rd party market - with advising on partnering for strategic projects.
• Be abreast with the political environment as it evolves in Indonesia and how to navigate for success of projects in Indonesia
• Assist with pre-qualifications and certifications associated with regulators and government bodies to participate in government projects
• Position is based in Jakarta - but travel is required between Indonesian islands (and Malaysia) as required to support the overall project development initiatives.

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 Oil and Gas and Petrochemical markets preferred

Skills and Behaviors:

• Business presence and polish
• Ability to gain 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 companys values and culture, including diversity & inclusion and a healthy and safe work environment

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Information :

• Company : CB&I Careers
• Position : Senior Business Development Specialist
• Location : Jakarta
• Country : ID