Business Development Manager, Oil, Gas

6 months ago

Montréal, Canada SGS Full time

**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 98,000 employees operate a network of 2,650 offices and laboratories, working together to enable a better, safer and more interconnected world.

**Job Description** PRIMARY RESPONSIBILITIES**

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 increasing revenue from trade flows via marine, rail & pipeline.

**SPECIFIC RESPONSIBILITIES**
- 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.
- Lead 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.
- Understands market challenges and participates in strategic planning for future business opportunities.
- Works with Regional Managers, Operations and Lab Managers, Site Leaders to resolve day today problems in meeting client expectations.
- Participate in technical presentations, 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.
- Bilingualism preferred (English/French)
- Travel is required (30%)

**REQUIRED SKILLS**
- Competitive and profit driven.
- Challenge Status Quo.
- Demonstrates excellent verbal and written communication skills.
- 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-focussed 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 hi

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