Business Development Manager, Oil, Gas Chemicals

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.

•    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 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. Expected travelling should be ~ 30%
• Ensures full compliance with the company’s Health & Safety, Code of Integrity, and Professional Conduct policies.