Linde Engineering North America Inc

Business Development Director

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

Overview

Develop and execute a comprehensive internal and external business development plan across Linde's product lines to secure and increase order intake and return on sales within assigned market segment.

Responsibilities

The Business Development Director shall be responsible for, but not limited to, the following:

  • Oversee and direct market research, competitor analyses, customer service and retention monitoring processes and initiatives for the assigned market segment.
  • Understand market drivers, customer needs, and product gaps to direct product development efforts within assigned market segment
  • Prepare an annual business development plan for assigned market segment in support of the LENA organization strategy and objectives for both new installations and aftermarket services
  • Prepare and manage the annual business development budget across new installations and aftermarket services and direct the activities in the assigned market segment
  • Direct implementation and execution of the business development plan for both new installations and aftermarket services
  • Conceive and execute effective sales campaigns within assigned market segment to drive penetration of LENA offerings
  • Plan and execute market awareness activities such as conference participation and presentations, customer workshops and symposiums to increase market visibility and perception of Linde products and capabilities within assigned market segment
  • Identify key potential customers in the region, develop account plans and complete vendor pre-qualifications and registrations as necessary to enable LENA to actively pursue business with the potential customers
  • Develop contacts and relationships at executive and director levels within customer accounts
  • Lead, coach and develop junior level business development managers within assigned market segment
  • Contact and visit customers to facilitate order intake and training junior level business development managers in sales techniques
  • Securing the prescribed order intake for assigned market segment
  • Building effective commercial capture strategies that take advantage of regional partnerships for construction, fabrication and engineering
  • Continuing to nurture existing and build new relationships with customers and regional execution partners to ensure that we can not only win but execute as well.
  • Direct deal team in development and execution of opportunity sales strategies that drive competitiveness, price and margin within assigned market segment
  • Coordinate with other business development and sales associates across the Linde Group as necessary to better achieve business development plan objectives
  • 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, advanced degree in business, marketing, related field, or equivalent combination of education and experience desired
  • 15 years’ experience in complex technology related sales to refining, natural gas, chemicals or related industries
  • 5 years’ experience in project management, construction management or plant operations
  • Previous experience in process equipment, engineering, design and construction for large complex projects
  • 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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