Business Development - Automation and Engineering
Location: Warrington
Bilfinger UK is a leading engineering and maintenance provider, supporting customers across the chemical & petrochemical, nuclear, oil & gas, pharmaceuticals & biopharma, power & energy, utilities, renewables and food & beverage markets. We enhance the efficiency of assets, ensuring a high level of availability and reducing maintenance costs.
We are seeking a Business Development Manager who will advance company objectives through sales of turnkey Electrical, Controls, Instrumentation and Automation solutions (ECIA).
Main Responsibilities
1. Succeed as a prospecting salesperson (hunter) that creates and wins interesting business opportunities for turnkey project work including design, engineering, and construction of ECIA systems. Target project Values £500K-£5.0M.
2. Develop and close opportunities for industrial processes, including FEED, Design, Engineering, DSEAR, Functional Safety, Automation, Controls, SCADA, OT Cyber robustness, MCCs, electrical panels and related installation services.
3. Use sales processes and curiosity to fully understand the needs of the client and business drivers behind opportunities to close deals.
4. Implement the Business Sales plan achieving defined growth targets and sales quota.
5. Organize and schedule visits with clients to maximize face to face time and foster winning relationships.
6. Identify accounts, key buyers, stakeholders to produce account development plans to support achieving the sales plan and individual targets.
7. Offer Sales input and intelligence required to produce high quality, creative and compelling proposals that are competitive and meet the client’s needs.
8. Develop a strong understanding of the range of services and portfolio provided within Bilfinger especially the Engineering, Automation and Digital, Service functions.
9. Manage and maintain the CRM tool (Salesforce.com) for both accounts and opportunities. Provide regular updates to your sales pipeline as and when requested.
Experience & Qualifications
1. Conceptual, consultative, solution sales of Electrical, Controls, Instrument & automation turnkey projects for accounts in Life Sciences, Nuclear/ Defence, O&G, and similar process industries.
2. Generating leads, developing and winning business to achieve target sales quota.
3. Managing sales pipeline and bid process for products and services in £15-£20M funnel.
4. Qualifying, planning and developing accounts and clients to successful conclusion.
5. Proven track record of selling ECIA systems including FEED, Design Engineering, PLC/HMI/SCADA/DCS/MES, MCC and Control panels, and Site installation.
6. A broad industry understanding i.e., knowledge of process control & automation engineering/control.
7. Knowledge of commercial terms and governance practices, T&M, Fixed bid, NEC, ICHEM E etc.
8. Degree qualified but not essential depending on experience gained.
9. As a minimum, we will accept an HNC/D qualification in electrical/electronic engineering, computer/control systems engineering or other appropriate discipline.
10. Sales process training (Strategic Selling, Altify, SPIN, High Impact Sales or similar).
11. Experience with Salesforce.com is desirable.
If you wish to speak to a member of the recruitment team, please contact 01224 246246.
General Management | Bilfinger UK Limited | Permanent | White-collar workers | Professional | Business Development & Sales
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