Director, Business Development – Oil, Gas

7 days ago

Burnaby, British Columbia, Canada SGS Full time
Director, Business Development – Oil, Gas & Chemicals

3 hours ago Be among the first 25 applicants

Company Description
We are SGS – the world's leading testing, inspection and certification company. We are recognized as the global benchmark for quality and integrity. Our 96,000 employees operate a network of 2,600 offices and laboratories, working together to enable a better, safer and more interconnected world.

Job Description
The incumbent is responsible for the development of all sales and business development activities in the Oil, Gas & Chemicals sector in Canada with a particular focus on increasing revenue from trade flows via marine, rail & pipeline.

  • Grow market share with existing client base for marine inspection & petroleum testing services (70%).
  • Acquire new clients via identification, prioritization and execution for refinery, petrochemical plant, crude by rail, terminal & pipeline operations opportunities (15%).
  • Acquire new laboratory outsourcing opportunities in addition to off-site petroleum testing projects in support of the SGS laboratory network across Canada (15%).
  • Implement campaigns and strategies to grow revenue in Inspection, Testing and new Plant Terminal Operation, in addition to Laboratory Outsourcing opportunities.
  • Work closely with technical staff to develop growth strategies and close new business.
  • Accountable for meeting sales targets within approved expense budgets.
  • Develop proposals, quotes and responses to RFP / RFQ's and tenders. Work closely with operations to ensure that project scope, schedules and budgets are accurately planned, monitored, communicated, and met.
  • Achievement of established sales & profitability targets including implementing strategic pricing decisions.
  • Communicate the SGS value proposition to industry decision makers.
  • Understand market challenges and participate in strategic planning for future business opportunities.
  • Work with Regional Managers, Operations and Lab Managers, Site Leaders to resolve day to day problems in meeting client expectations.
  • Participate in technical presentations & prepare customer program reviews, client events and industry exhibitions.
  • Advise senior management on maximizing business relationships and creating an environment where customer experience is optimized.
  • Participate in the generation and development of ideas for new services, products and/or enhancement of existing services.
  • Prepare and coordinate customer events organized by SGS OGC.
  • Lead and coordinate annual book price and customer pricing strategy and adjustments with associated governance and action follow up and implementation.
  • Act as a focal point for aligning strategies and actions with counterparts in the NAM and global affiliate network.
  • Act as focal point for OGC Canada marketing and communication strategies and governance.

Qualifications

  • Recognized post-secondary degree (preferably Engineering, Business or similar).
  • 8 years + experience selling at the executive level with existing relationships at the senior level at refineries, terminals, industrial & petrochemical plants.
  • Solid understanding of petroleum product, commodity trade flows & logistics.
  • Strong business acumen (economics & finance/accounting), participate in new venture evaluation, preparation of business cases.
  • Ability to demonstrate Customer Centric Selling techniques.
  • Strong presentation skills.
  • Proficient with CRM tools (Salesforce).
  • Must be a self-motivator and self-starter.
  • Creative, innovative and client focused.
  • Travel is required (30%, depending on base location).

Required

  • Competitive and profit driven.
  • Challenge Status Quo.
  • Demonstrates excellent verbal and written communication skills in English.
  • Bilingual French-English an asset.
  • Ability to work well with others & independently.
  • Excellent experience in selling "solutions" and / or service type products within an industrial environment at a high level within organizations.
  • Sets bold and aggressive standards and able to maintain a high level of productivity.
  • Superior organizational, communication and interpersonal skills are essential.
  • Must be a self-motivator, self-starter and fosters a strong sense of urgency.
  • A sense of diplomacy and networking skills are essential to build relationships with external clients as well as key internal personnel.
  • Must be creative, innovative, client-focused and able to work well under pressure.
  • Must use skilled judgement in identifying sales opportunities, closing business and resolving customer or staff related issues.
  • Proficient in using various types of computer software (Word, Excel, PowerPoint, Outlook etc.).
  • Proven ability to manage and coordinate multiple projects in a fast-paced, highly professional environment.
  • Actively encourages others to openly exchange information and viewpoints.
  • Proactively shares timely updates and information with relevant parties in a just in time manner.
  • Takes well-reasoned stands on important issues.
  • Holds people accountable for hitting their targeted goals and proactively managing progress and performance.
  • Proven time management skills and a strong attention to detail.
  • Readily shares credit and gives visibility to others for their successes and contributions.
  • Must be willing to travel within Canada/North America and have a valid passport.
  • Ensures full compliance with the company's Health & Safety, Code of Integrity, and Professional Conduct policies.

Additional Information
Salary: $140,000 to $165,000

SGS is an Equal Opportunity Employer, and as such we recruit, hire, train, and promote persons in all job classifications without regard to race, color, religion, sex, national origin, disability, age, marital status, sexual orientation, gender identity or expression and Indigenous status, or any other characteristics protected by law.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily with or without reasonable accommodations. The requirements listed above are representative of the knowledge, skills, and/or abilities required.

This job description should not be construed as an exhaustive statement of duties, responsibilities, or requirements, but a general description of the job. Nothing contained herein restricts the company's rights to assign or reassign duties and responsibilities to this job at any time.

Accommodations are available on request for qualified candidates during each stage of the recruitment process.

Please note that candidates applying for Canadian job openings should be authorized to work in Canada.

Seniority level
  • Director
Employment type
  • Full-time
Job function
  • Business Development
  • Industries
  • Retail Office Equipment, Consumer Services, and Oil and Gas
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