Identify and build a team of focused professionals to grow APTIM's business. Bring, and manage, key client relationships, as well as provide executive sponsorship for some clients.
Travel with account leaders to meetings with clients and partners to develop strategic relationships. Manage overall client expectations and contribute to a high level of client satisfaction. Lead growth strategy development for the SBU.
Lead the operations of the strategic business unit. Assist APTIM leadership with developing deep client relationships Handle internal operations at sites Be responsible for detailed and accurate sales and revenue forecasts (including secured and potential sales, strategic opportunities, competitive analysis, course corrections, market trends, etc.). Be proficient in negotiating contracts (with the support of the legal team) with clients and partners. Outstanding communicator with a record of executing sales and business plans.
Experience with running a business, including some level of financial expertise. Ability to cultivate company culture. Leads and/or supports capture teams in pursuit planning; development of win themes; and preparation of compelling proposals, presentations, and marketing materials.
Develops and maintains long-lasting and meaningful relationships with clients as well as industry teaming partners; collaborating to find solutions to challenging infrastructure projects and organizational issues. Identify and develop new business and revenue streams from new and previously under-explored and under-developed initiatives and/or accounts. Leads company capabilities presentations with customers.
Maintain infrastructure and systems to support the success of the business development program. Maintain a culture of success, including highly-visible leadership by example; firm professional expectations; discipline in sales process, policy, and pipeline; regular professional development; and collaboration across teams. May lead and direct the work of others. Review and advise in the setup of all internal controls Involved in all cost control and reporting processes Monitor sub-contractor IFC costs Monitor labor cost and metrics Act as liaison between client organizations, vendor, staff team and other business divisions Work with sub-contractor in establishing all client's interface points
Bachelor's Degree in Engineering, Construction Management, Business, or similar field. Experience in industrial manufacturing, specialty and bulk chemicals, industrial gases, heavy civil, environmental, commercial and/or government markets and Clients.
At least 20 years of industry experience successfully leading project portfolios valued in excess of $500 million. Successful profit & loss record of accomplishment delivering firm fixed price, reimbursable and fee-at-risk projects by EPC, Design/Build, Design-Bid-Build delivery methods for target markets. Successful track-record delivering firm fixed price, reimbursable and fee-at-risk projects by EPC, Design/Build, Design-Bid-Build delivery methods for a wide range of industries and technologies.
Interprets business issues and adapts work priorities in own area Manages budget for own area and allocates resources accordingly Explains difficult concepts and persuades others to adopt a point of view At least at least 10 years of capture and proposal experience successfully managing a BD pipeline in excess of $1 billion. Excellent written and oral communication skills expected Travel as necessary to perform duties Has in-depth expertise in own discipline and knowledge of the related disciplines Anticipates and interprets customer needs to
Chicago Bridge & Iron Company