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Location: 

Neu-Isenburg, HE, DE, 63263

Date:  Oct 15, 2021

Strategic Business Development Director - Energy & Utilities and Key Account Management (m/f/d)

Strategic Business Development Director - Energy & Utilities and Key Account Management (m/f/d) 

 

Bilfinger is a leading international industrial services provider. The Group enhances the efficiency of assets, ensures a high level of availability and reduces maintenance costs. The portfolio covers the entire value chain from consulting, engineering, manufacturing, assembly, maintenance and plant expansion to turnarounds and also includes environmental technologies and digital applications.

The company delivers its services in two service lines: Engineering & Maintenance and Technologies. Bilfinger is primarily active in Europe, North America and the Middle East. Process industry customers come from sectors that include chemicals & petrochemicals, energy & utilities, oil & gas, pharma & biopharma, metallurgy and cement. With its ~ 30,000 employees, Bilfinger upholds the highest standards of safety and quality and generated revenue of €3.5 billion in financial year 2020.

 

Based on a site of Bilfinger and reporting to the Vice President Strategic Business Development, the Strategic Business Development Director - Energy & Utilities plays a key role within the Bilfinger organization, and will be tasked with finding and developing a techno-commercial offering, and leading business development activities for the Energy & Utilities business globally.

He/She will be required to establish and further expand the relationship with the target customers in the industry and to position Bilfinger’s value propositions strategically towards these clients.

Sharpen Bilfinger's overall “Go to Market” concept and align marketing. Facilitate professional Account and Key Account Management. Initiate, lead and develop Bilfinger’s cross border business opportunities as well as develop high level-strategic partnerships and support Bilfinger’s approach to large opportunities.

Internally the Strategic Business Development Director should drive the product development and support in sharpening of the portfolio. The support and influence in the development of Bilfinger’s regional / country strategies is a part of the tasks.

 

Principal Duties and key Functional Responsibilities

  • Develop a comprehensive market overview, including macro and micro indicators and key trends.
  • Develop comprehensive value proposition for the Energy & Utilities industry.
  • Identify strategic business opportunities to generate growth in Bilfinger.
  • Recognize opportunities at the early stage and turn them into solid prospects.
  • Develop a portfolio of target clients as well as a strategic engagement plan to grow the business.
  • Develop new and takeover several existing Bilfinger Key Accounts as Key Account Manager.
  • Develop and deliver a systematic Business or Key Accounts plans that is consistent with and supporting Bilfinger´s overall growth business plan.
  • Generate leads through market and client research and engagement.
  • Reporting of short and midterm prospects, proposals and quarterly update on long-term initiatives and developments. As CRM and monitoring tool, Salesforce is the utilized Software.
  • Identify the existing offering / competence gap and support the Regions in developing a comprehensive and synergetic (cross vertical) plan to address those areas.
  • Identify new technologies and partnership opportunities that could improve the Bilfinger value proposition and market approach in Energy & Utilities industry.
  • Contribute to the development and implementation of marketing, branding and promoting Bilfinger’s value proposition towards the Energy & Utilities industry.
  • Plan, prioritize and progress BD activities and customer/prospects towards achieving the agreed business objectives including top line growth and profitability targets.
  • Closely collaborate with Regions and legal entities’ BD teams and support their go-to-market efforts.
  • Execute the responsibilities of a business development and sales manager according to the lawful and ethical standards, in particular the group’s business code of conduct.
  • Extensive international travel is required in this role.

 

Person Specification

  • Degree qualified in an engineering discipline, or business administration from a well-regarded University.
  • At least 10 years of experience in the Energy & Utilities industry as well as in Key Account management – special focus on providing services towards the industry.
  • Minimum 3-5 years of account management experience in the industry would be preferred.
  • Proven experience developing and directing the implementation of key strategic initiatives and projects across multiple geographies and business units.
  • Proven ability to manage indirect teams and work positively within a matrix reporting structure.
  • Profound knowledge in commercial aspects and negotiations.
  • Ability to identify market needs and champion those into viable opportunities.
  • Ability to develop & nurture customer relationships at all levels in an organization.
  • Fluent in English, both oral and written.

 

Key Attributes

  • Unwavering integrity: strong character; widely trusted; seen as a direct, truthful individual.
  • An outgoing self-starter that will take the initiative to build relationships with both the internal and external customer base.
  • Strategic thinker with strong commercial acumen.
  • Has a global, diverse mind-set: understands and integrates different cultures, languages, leadership styles.
  • Fosters growth: revenue-producing skills.
  • Strong influencing and stakeholder management skills.
  • Able to manage/deal with complexity, diversity, uncertainty and ambiguity in a changing organization.
  • Proven presentation, communication and negotiation skills.

 

For further information please contact Laura Schulz laura.schulz@bilfinger.com.

 

General Management | Bilfinger SE | Permanent | White-collar workers | Professional | Business Development & Sales    


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