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Business Development Manager
2 months ago
Job Summary
Bilfinger is seeking a highly skilled Business Development Manager to advance company objectives through sales of turnkey Electrical, Controls, Instrumentation and Automation solutions (ECIA).
Main Responsibilities
- Succeed as a prospecting salesperson (hunter) that creates and wins interesting business opportunities for turnkey project work including design, engineering, and construction of ECIA systems. Target project values £500K-£5.0M
- Develop and close opportunities for industrial processes, including FEED, Design, Engineering, DSEAR, Functional Safety, Automation, Controls, SCADA, OT Cyber robustness, MCCs, electrical panels and related installation services.
- Use sales processes and curiosity to fully understand the needs of the client and business drivers behind opportunities to close deals.
- Implement the Business Sales plan achieving defined growth targets and sales quota.
- Organize and schedule visits with clients to maximize face-to-face time and foster winning relationships.
- Identify accounts, key buyers, stakeholders to produce account development plans to support achieving the sales plan and individual targets.
- Offer sales input and intelligence required to produce high-quality, creative and compelling proposals that are competitive and meet the client's needs.
- Develop a strong understanding of the range of services and portfolio provided within Bilfinger, especially the Engineering, Automation and Digital, Service functions.
- Manage and maintain the CRM tool for both accounts and opportunities. Provide regular updates to your sales pipeline as and when requested.
Requirements
- Conceptual, consultative, solution sales of Electrical, Controls, Instrument & automation turn-key projects for accounts in Life Sciences, Nuclear/ Defence, O&G, and similar process industries.
- Generating leads, developing and winning business to achieve target sales quota.
- Managing sales pipeline and bid process for products and services in £15-£20M funnel.
- Qualifying, planning and developing accounts and clients to successful conclusion.
- Proven track record of selling ECIA systems: FEED, Design Engineering, PLC/HMI/SCADA/DCS/MES, MCC and Control panels, Site installation.
- Broad industry understanding, i.e., knowledge of process control & automation engineering/control.
- Knowledge of commercial terms and governance practices, T&M, Fixed bid, NEC, ICHEM E etc.
- Degree qualified but not essential depending on experience gained.
- As a minimum, we will accept an HNC/D qualification in electrical/electronic engineering, computer/control systems engineering or other appropriate discipline.
- Sale process training (Strategic Selling, Altify, SPIN, High Impact Sales or similar).
- Experience with is desirable.
