Business Developer
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Key skills for this role
About the Role
Air Liquide seeks a Business Developer for Large Industries to drive growth by managing customer relationships, developing business opportunities, and leading multi-million investment projects.
Key Skills for This Role
Responsibilities
- Establish, maintain and grow trustful relationships with large corporations in oil refining, chemical, petrochemical or steel industries
- Identify, understand and analyze customer needs, processes, projects and pain points
- Explore customer organizations, decision making criteria and leaders
- Assess competitive moves, capabilities and contexts surrounding sales leads
- Identify/initiate business growth opportunities aligned with company strategy
- Elaborate winning strategy and underlying solution with qualitative and quantitative arguments
- Write commercial presentations, offers and bids
- Write and negotiate project framework agreements with customers
- Mobilize cross functional project teams including engineering, legal, finance
- Define cost, scope and schedule of assigned business growth opportunities
- Write key internal project deliverables including investment committee notes
- Calculate and control project financial model for pricing and investment decisions
Requirements
- Bachelor's degree in relevant engineering or finance; MBA is a plus
- Minimum 5 to 7 years of business development experience involving investment decisions
- Knowledge of refining, chemical or petrochemical process or energy transition considerations is a plus
- Ability to travel within the Middle East
Full Job Posting
How will you CONTRIBUTE and GROW?
- The Large Industries Business Development (LIBD) drives growth of the Large Industries business line by orchestrating the solution sales process of multi million investment projects, fusing strategy, customer relations, financial model, commercial offers and contract management.
Business development
- Establish, maintain and grow trustful relationship with large corporations in oil refining, chemical, petrochemical or steel industries
- Identifies, understand and analyze the customers needs, process, projects and pain points
- Explore the customer organizations, decision making criteria and leaders
- Assess competitive moves, capabilities and contexts surrounding the sales leads
- Ensure a good internal networking for awareness and alignment between departments and entities
- Identifies / initiates business growth opportunities aligned with company strategy
- Elaborates the winning strategy and underlying solution, supported by qualitative and quantitative arguments
- Writes commercial presentations, offers and bids
- Writes, in collaboration with legal teams, and negotiates with customers, the project framework agreements
Project Development
- Identifies and mobilizes the required resources to form ad hoc cross functional project teams including engineering, legal, finance and other departments
- Defines the cost, scope and schedule of the assigned business growth opportunities
- Ensures a timely and rigorous investment and decision making process internally and externally
- Writes key internal project deliverables including investment committee notes
Finance
- Knows the basic principles and relationship between profit and loss, cash flow and balance sheet
- Understands the investment notions of time value of money, net present value, internal rate of return, hurdle rates and opportunity costs
- Calculates and accurately controls the project financial model for pricing and investment decision needs
Are you a MATCH?
- Bachelor's degree in relevant engineering or finance; MBA degree is a plus
- A minimum of 5 to 7 years of business development experience involving investment decisions
- A knowledge of refining, chemical or petrochemical process or the energy transition considerations is a plus
- Honest, credible, empathic personality capable to build trustful long term relationships
- Ease of interaction across management lines, including senior management internal & external
- Strategic thinking and commercial spirit oriented on winning while delivering the value
- Autonomous, entrepreneurial and self driven personality
- Strong critical thinking and analytical skills
- Good organization and project management habits
- Able to deliver structured and concise oral and written messages and documents
- Ease and accuracy in financial modeling and other calculations
- Ability to travel within the Middle East
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