Manager, Business Development

Plainfield, IL (onsite) with a compensation range of $157,959 - $256,346. In this role, you will lead business development execution across a regional or multi-country scope, drive long-term customer relationships, and help grow CB&I Storage Solutions by shaping and delivering an annual sales and marketing plan.

What you’ll get

• Major medical, dental, and vision insurance
• 401(k) matching
• FSA/HSA programs
• Long- and short-term disability options
• Life insurance and AD&D
• Paid holidays and paid time off

Responsibilities

You will be accountable for business development activities and team deliverables for a regional area or single country scope, supporting delivery year over year of up to US$100M in annual awards under the Regional Business Development Plan. This includes leading a business development team made up of professional and administration employees and managing associated department budgets.

• Foster and grow positive customer relationships that increase business
• Listen to customer needs and support development of project solutions that satisfy requirements and create opportunities
• Assist with development and local execution of the CB&I Storage Solutions global sales and marketing plan
• Actively grow the number and quality of management-level contacts among customers and market influencers
• Identify and/or develop new product and market opportunities
• Direct sales personnel to emphasize positioning and relationship building activities
• Use industry and customer contacts to influence project requirements in ways that support customer outcomes and positively position the company
• Identify and mitigate risk in commercial terms and conditions, contract structure, and pricing, coordinating with Legal and Finance as appropriate
• Identify partnering opportunities and develop win/win customer relationships
• Manage territory and accounts with an emphasis on activity that improves the company’s position for strong opportunities
• Ensure effective bid teaming across estimating, proposals, legal, finance, tax, and other functions
• Provide direction to bid teams on reaching key decisions
• Lead, motivate, and manage personnel, including career planning, training, assignments, performance appraisals, and compensation management in partnership with local Human Resources
• Maintain accurate sales data, including updates to CSS and CSS Contact Manager Information
• Assure staffing and training of qualified business development personnel to support the organization

Account management and sales performance

• 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 obtained projects meet company guidelines through judgment and guidance on opportunity screening, contract negotiation, risk management, profit potential, and analysis of key customer values, needs, and expectations

Cost control and business plan delivery

• Manage admin costs and pre-contract costs within established budgets
• Deliver the annual Business Development Plan outlining sales goals for remit and consistently meet or exceed plan goals

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

Organization and reporting

• Organizational level: N-3
• Reports to: Vice President, Business Deveelopment
• Direct reports: Business Development Specialists, Administrators
• Permanent work location: Plainfield, Illinois
• Incurred financial impact from commercial risk exposure on projects sold
• Maintain validated employee development and succession plans

Skills and behaviors

• Business presence and polish
• Knowledge of CB&I products and markets
• Proactively identifies and solves complex problems
• Strong analytical and problem-solving skills
• Mentally agile, 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
• Mature business and technical acumen with a drive to achieve results
• Exceptional communication and presentation skills (written and verbal)
• Ability to work and build credibility across the business, including senior management level
• Proactively embraces and promotes the company’s values and culture, including diversity & inclusion and a healthy and safe work environment