Linde Engineering North America Inc

  • Business Development Director

    Job Location US-TX-Houston
    # of Openings
    1
    Category
    Marketing/Business Development
  • Overview

    Develop and execute a business development plan (BD Plan) for the region and/or accounts that results in increased order intake, market share, and return on sales for Linde Engineering’s EPC division in North America.

    Responsibilities

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

    • Identify, qualify and manage sales opportunities both externally and internally through contract award.
    • Develop relationships with industry contacts, prospective clients and existing customers.
    • Establishing relationships with the senior management and executive levels of the client’s organization.
    • Build and manage an active sales funnel with qualified opportunities in an effective manner to ensure achievement of order intake goals for LENA
    • Engage prospective customers early in the sales process to better understand their needs, qualify the opportunity and position the best solution to effectively meet the needs of the customer and LENA
    • Develop compelling “value propositions” through use of strategic sales plans to increase sales conversion rates and position LENA as a leading EPC provider.
    • Secure the prescribed order intake value for the assigned geographic market and/or designated accounts and/or designated products in the EPC portfolio.
    • Prepare an annual business development plan for assigned region and/or customer base in support of the Linde Engineering North America (LENA) organization strategy and objectives
    • Develop and manage an annual business development expense budget for the activities in the assigned area of responsibility
    • Direct the implementation and execution of the business development plan for the region and/or accounts.
    • Identify key potential customers in the region and facilitate completion of vendor pre-qualifications and registrations as necessary to enable LENA to actively pursue business with the potential customers
    • Oversee and directs market research, competitor analyses, and customer retention initiatives for the assigned area of responsibility
    • Coach and mentor other business development associates as necessary to better achieve business development plan objectives.
    • Attend appropriate technical conferences and meetings
    • Build effective commercial sales strategies that take advantage of regional partnerships for EPC as necessary
    • 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 required, with experience in business, marketing, related field, or equivalent combination of education and experience
    • Minimum 15 years Business Development experience selling technology and/or EPC related offerings to the refining, natural gas or chemicals sector
    • Previous experience in project management, construction management or plant operations preferred.
    • Previous experience in process equipment, engineering design and construction of large complex projects preferred.
    • Documented success of selling new business in the EPC Industry.
    • Building relationships and interacting with senior levels of the client’s organization.
    • Technical skills in stategic planning and marketing, business and market development, market research, and planning and promotions.
    • Highly developed organizational and planning skills.
    • Knowledge and awaremenss of the Engineering, Procurement, Fabrication and Construction industry in North America.
    • Knowledge and awareness of the downstream market segments in North America including a broad network of client relationships.
    • Effective leadership skills.
    • Ability to mentor/coach less experienced individuals to improve performance.
    • Effective computer skills; Microsoft Office Software, Salesforce.com, and other Company and discipline specific software applications.
    • Effective management of sales pipeline.
    • 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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