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Manager Business Development in Delaware-New Castle, United States

Job Overview:
The Business Development Manager will be responsible for the development of new customers and managing business opportunities from inception through contract signing in the Northeast / Central East Coast Region for McDermotts CB&I Storage Tank Solutions (CSTS) business. CSTS is currently part of McDermott International, which announced its intent to sell the business in October 2018. The successful candidate will be part of CSTS, the worlds leading and most experienced builder and designer of industrial storage facilities.   Key Responsibilities/Accountabilities:
  • Account Management Maximize contact with key accounts, key contacts and other critical sources of work. Lead account teams by prioritizing accounts and focusing efforts to obtain new work.
  • Sales Performance Ensure that projects sold meet CSTS guidelines by screening opportunities, determining a sales strategy, negotiating contracts, identifying and evaluating risks, assessing profit potential and analyzing financial benefits, and communicating of customer needs and expectations to the organization. Ensure liaison with other departments as appropriate relating to legal, financing, tax, resource requirements or other issues.
  • Customer Relations Foster and develop positive customer relationships which result in increased business. Listen to customer needs and assist in the development of project solutions that satisfy those requirements and provide opportunities for CSTS.
  • Contract Team Interface Provide important customer information regarding issues and needs to the Contract Development Team in a timely fashion and assist in managing pre-contract costs. Provide key strategies and themes to help win the job. Participate and assist in transfer of awarded projects to Operations.
  • Assist with the development and execution of the corporate Sales and Marketing Plan.
  • Develop customer opportunities and relationships that support the Plan. Must have a strong ability to take an opportunity from inception through the complete acquisition process to obtain the contract.
  • Prepare and deliver technical presentations that explain CSTS products and services to potential clients.
  • Become the clients main interface and advocate within the CSTS organization while ensuring both parties are treated fairly.  
  • Effectively screen potential customer and opportunities and develop an appropriate strategy in order to make a successful sale.  Assess client requirements and determine if CSTS capabilities are a good match.
  • Collect and analyze market data including information on competitors in order to properly plan and develop appropriate sales strategies.
  • Work with other CSTS personnel to effectively manage contract changes.
  • Utilize industry and customer contacts to influence project requirements in order to satisfy both the customer and CSTS.  Help solve client technical issues and provide technical back-up as needed.
  • Capable of negotiating technical terms and conditions for engineering, procurement, fabrication and heavy industrial construction projects.  Identify and mitigate the risk involved with commercial terms and conditions, contract structure and pricing, interfacing with the Legal and Finance Departments, as appropriate.
  • Capable of closing a sale.
  • Identify partnering opportunities and apply those concepts to develop and maintain win/win customer relationships and encourage repeat business.
  • Manage territory and accounts wisely with emphasis on positioning CSTS favorably for best opportunities. Use information from customer contacts and create and execute selling strategies that address customer needs.
  • Keep all sales administrative work up-to-date and complete, including all opportunity and contact information in CB&Is Microsoft Dynamics Sales System.  
  • Develop and maintain corporate knowledge/expertise on assigned territory, including customers, industries, competitors, locally available labor, products, services, etc.
Basic Qualifications:
  • Bachelors degree in Engineering required.  A BSME or BSCE is preferable.
  • Minimum 5 years of experience in the Oil & Gas / Petrochemical / Refining / Water Industries, including assisting with large/mid-size opportunities, or managing small opportunities.
  • Able to plan pursuit strategies and position CSTS for success in winning opportunities. Utilizing all available means and skills, be able to close the sale.
  • Excellent verbal and written communication skills.
  • Willing to travel to meet with customers in USA Northeast / Central East Coast regions and other CSTS Office destinations.
  • Ability to work within a team selling environment.
Desired/Preferred Qualifications:
  • Experience with API 650, API620, and AWWA tanks as well as ASME field erected pressure vessels
  • Able to identify new product and market opportunities.
  • Demonstrates a broad technical knowledge of engineering and construction processes within the industry and geographic region
Company Overview:
McDermott is a premier, fully integrated provider of technology, engineering and construction solutions to the energy industry. For more than a century, customers have trusted McDermott to design and build end-to-end infrastructure and technology solutionsfrom the wellhead to the storage tankto transport and transform oil and gas into the products the world needs today.

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