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Director, Business Development – Oil, Gas & Chemicals

Director, Business Development – Oil, Gas & Chemicals

SGSMontréal-Est, QC, CA
30+ days ago
Job type
  • Full-time
Job description

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 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.
  • 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 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.