Business Development Manager

3 weeks ago

Calgary, Canada Forge Performance Group Full time

As the Business Development Manager, your pivotal role revolves around enhancing the company’s market leadership in Oil & Gas manufacturing. This responsibility entails a comprehensive approach, encompassing the identification, understanding, cultivation, negotiation, and finalization of project opportunities. A keen eye for detail is essential in identifying prospects, understanding the unique aspects of each project, and navigating the associated opportunities, challenges, and risks. Successful project execution relies on cultivating robust relationships with stakeholders, while effective negotiation with vendors, partners, and clients demands clear communication skills and a thorough grasp of company and project objectives.

Specific Accountabilities:

Business Development/Sales/Marketing

  • High degree of focus on sales, with demonstrated capabilities and strategic approach from prospect to project close.
  • Identify, document and update all business opportunities in the CRM system.
  • Detail key parameters, such as opportunity size, RFQ timing, competitive intelligence, and customer requirements, ensuring timely updates.
  • Cultivate relationships with key stakeholders, including but not limited to procurement managers, project managers and engineers at the EPC and client level.
  • Fully engaging in a project, gathering intelligence about any special requirements and competitors, ensuring we are on the bidders list and receive the opportunity to bid.
  • Establish and maintain a robust client relationship program that includes regular visits, feedback solicitation and monthly reporting.Create client organization charts and update them accordingly.
  • Represent the company at trade shows, gathering key information, and creating follow-through plans.
  • Respond promptly to client inquiries, advocate for continuous improvement in customer experience, and support brand loyalty.
  • Liaise with customers, negotiate contract terms, and attend bid clarification and pre-award meetings.
  • Host client entertainment events to strengthen relationships and update promotional literature for clients.
  • Maintenance of content within the company website, marketing materials, trade shows and conferences.
  • Attend professional development/training opportunities and support the promotion of EIL.
  • Company representative at associations deemed appropriate and strategic.

Proposals/Estimates

  • Ensure timely receipt of RFQs by following through with clients.
  • Prepare and submit necessary prequalification documentation for project opportunities.
  • Collaborate with estimating team in proposal preparation and negotiation of terms and conditions.
  • Attend bid clarification and project kick off meetings, providing necessary support.
  • Negotiate Terms and Conditions in line with company policies, collaborating with counsel as required.
  • Review final purchase orders for accuracy and negotiate payment and cancellation terms.
  • Follow up with clients post-proposal submission, gathering competitive intelligence and aiding estimators with bid clarifications.
  • Review estimates from a risk management viewpoint and attend project kick-off meetings.

Business Process Improvements

  • Contribute to the end-to-end business process for Sales and Estimating, applying knowledge of risk management.
  • Support and participate in strategic capacity-building projects.

Skill and Qualifications Requirements:

  • Preference for a Bachelor’s degree in Commerce, Business Administration, and/or a relevant technical discipline.
  • Minimum 10 years of experience selling custom-manufactured equipment for the local energy/oil and gas industry, with international experience considered favourable.
  • Strong, established energy/oil & gas industry network required and experience identifying, developing and managing third party agents an asset.
  • Demonstrated people leadership, including three (3) years of employee management experience, including building and motivating a strong team of sales professionals.
  • Results generated from innovative approach to challenges and problem solving.
  • Formalized training and demonstrated application of strategic sales concepts
  • Strong communication and articulation skills, including cold calling and exceptional written communication.
  • Flexibility and experience working in fast-paced, ever-changing environments.
  • Working understanding of engineering concepts.
  • Excellent time-management and organizational skills with high attention to detail.
  • Strong team player with the ability to liaise effectively with engineers, estimators, planners, and manufacturing individuals.
  • Experience in strategic planning, executing sales pipeline strategies, and representing the company with a high degree of professionalism, including at domestic and international trade shows

Travel Requirements:

  • Regular domestic and some international travel required, including USA
  • Must possess a valid driver’s licence and have access to a reliable vehicle for calling on customers, offsite meetings, conferences, etc.
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