Linde Engineering North America Inc

Director of Business Development - Selas

US-TX-Houston
# of Openings
1
Category
Marketing/Business Development

Overview

Develop and execute a comprehensive internal and external business development plan for Selas Linde North America (SLNA) to secure and increase order intake and return on sales. The SLNA products (aka. Fired Capital Equipment or FCE) include but may not be limited to: cracking furnaces, reformers, specialty fired heaters, incinerators, flameless thermal oxidizers, vaporizers, revamps, spare parts and engineering services.

Responsibilities

  • Hire, train, develop, and appraise staff effectively. Take corrective action as necessary on a timely basis and in accordance with company policy. Consult with Human Resources as appropriate.
  • Developing contacts and relationships with customers
  • Contacting and visiting customers to facilitate order intake
  • Understanding customer needs and drivers
  • Securing the prescribed order intake for assigned market
  • Preparing an annual business development plan for assigned product s in support of the SLNA organization strategy and objectives
  • Preparing and managing the annual business development budget for the activities in the assigned area of responsibility
  • Directing implementation and execution of the business development plan
  • Directing distribution of all business development materials for the assigned area of responsibility
  • Identifying key potential customers in the region and complete vendor pre-qualifications and registrations as necessary to enable SLNA or Linde Engineering to actively pursue business with the potential customers
  • Overseeing and directing market research, competitor analyses, and customer service and retention monitoring processes and initiatives for the assigned area of responsibility
  • Attending appropriate technical conferences and meetings
  • Continuing to nurture existing and build new executive relationships with customers and regional execution partners to ensure that we can not only win but execute as well.
  • Building effective commercial capture strategies that take advantage of regional partnerships for construction, fabrication and engineering
  • Identifying and building effective relationships with key vendors and work in unison with SLNA procurement.
  • Ensuring knowledge transfer from the existing sales force to ensure succession plans are effective.
  • Managing the SLNA sales force to ensure business goals are met.
  • Collaborating with proposal execution management and cost estimation for the successful bidding of work
  • Working with other Linde product line business development teams in Air Separation, Petrochemicals, Hydrogen, Natural Gas, etc. to internally support and sell fired capital equipment.
  • Supporting and coordinating with Selas Linde Gbmh to ensure worldwide Business Development coverage is effective and successful
  • Learn and abide by the Linde Code of Ethics and Code of Conduct. Demonstrate honesty, integrity, and professionalism in all communications, actions and decisions.

Qualifications

  • Bachelor’s degree in engineering, business, marketing, related field, or equivalent combination of education and experience
  • 15 years’ experience in Business Development.
  • Have a thorough understanding of the SLNA engineering, procurement, construction and commissioning capabilities
  • Experience in negotiating and finalizing EP or EPC commercial contracts
  • Technical skills in strategic planning and marketing, business and market development, market research, and planning and promotions
  • Highly developed organizational and planning skills
  • Effective leadership skills
  • Effective computer skills; Microsoft Office Software, Lotus Notes, and other Company and discipline specific software applications
  • Effective communication skills both verbally and in writing with superiors, colleagues, and individuals inside and outside the Company
  • Effective presentation skills with superiors, colleagues, and individuals inside and outside the Company
  • Effective analytical and problem-solving skills

 

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