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 Associate Business Development Specialist is responsible for identifying and obtaining new business, establishing long-term customer relationships, and promoting CB&I Storage Solutions' products and services. This position is an entry level, individual contributor role requiring fundamental knowledge of 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
- Entry Level, individual contributor Business Development Specialist responsible for new business opportunities for a sub-region within a single country. Responsible for securing small (Up to US$5MM) contracts, manage multiple project bids at a time, or to assist Business Development Specialists on larger opportunities. Typically expected to deliver year over year up to US$5MM 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
- Identifies partnering opportunities and apply those concepts to develop and maintain win/win customer relationships.
- Manages assigned opportunities to position the Company favorably for securing strong opportunities.
- Maintain the Customer Relationship Management (CRM) tool 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.
- Work with key internal and external relationships to effectively manage contact changes
Local Requirements
- Bilingual (English/Spanish) required
- Frequent travel is required within Central and South America regions
- Responsible for new business opportunities in multiple countries in Central and South America to increase CB&I's reach and presence in the region
- Cultural awareness and respect for other nationalities and their customs
- Ability to adjust sales message for different nationalities / cultures
- Permanent work location - Headquarters in The Woodlands, TX
Qualifications
- 1-3 Years of Company/Industry experience
- Typically, 3+ years since first degree
- Entry Level Business Development Position
- 3+ Years' experience in an Operational role preferred
- Professional degree (Engineering or BS Preferred)
- Knowledge of CB&I Storage Engineering, Fabrication, and Construction methods
- Fundamental understanding of 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