Pipeline Business Development Manager (No.LD140702)

 

PURPOSE

This position has accountability for developing the pipeline business within Yantai, Shandong and is a key role in identifying, driving, growing, and expanding Company Gas’ business within this region. The other key responsibility is to progress the consolidation of supply in Shandong by helping to close small ASU plants by supplying liquid from the new Company Yantai facility. This position makes a significant contribution to the tonnage and merchant ‘growth engine’ of Company Gas.  Of key importance for the next 18 to 24 months is working with the Yantai Commercialisation team for the new assets coming on stream in 2014/15

 

REPORTS TO

GM Bulk Sales Northern Region

 

JOB LOCATION

Yantai

 

MAJOR RESPONSIBILITIES

• Tonnage Market Strategy
  • Support development of the Global Tonnage market strategy
  • Input to development of the regional Tonnage strategy
• Market Development
  • Initial customer engagement
  • Establish the opportunity business cases with a clear definition of benefits, returns and risk profile
  • Position Company in reference with the overall opportunity, and proposing an engagement strategy
  • Lead the opportunity team in the solution and business case development
  • Frame / define the value proposition in opportunities
  • Develop conceptual options in opportunities
    (e.g. supply scheme, plant, technology)
  • Contribute to identifying and developing the value drivers that will lead to new tonnage contracts
  • Develop relationships with customers that present grow opportunities for the Company Group
• Pipeline Business Development
  • Contribute to the development of the pipeline strategy for the region both near and long-term which is realistic and will deliver the stated objectives (through commercialisation stage)
  • Participate in project prioritisation to enable Company to maximize the project hit rate
  • Develop focused, tactical customer engagement plans which give insight and differentiation thereby enhancing Company’s ability to negotiate/win
  • Ensure focused and achievable Technical, Commercial and Financial Business Cases
  • Build preferred or exclusive arrangements with customers
  • Lead opportunities from the identification stage through successful negotiations and contract award
  • Collaborate with the RBU merchant team to ensure robust and aligned input into the business case
  • Development of a robust technical and commercial solution which can be negotiated and executed successfully
  • Develop the business case for new pipeline investments into a binding commercial position
  • Define and ensure best commercial practice to achieve maximum result while managing risk
• Leadership
  • Lead the overall business development effort on specific pipeline/plant opportunities in Shandong
  • Proactively provide input to the project approval process to ensure timely submission of the required approvals documentation
  • Understand and enhance multi-functional and multi-cultural team dynamics
  • Establish and facilitate intra company relationships: Communicate and seek alignment of Tonnage BD with Bulk Sales and marketing teams

 

EDUCATION AND EXPERIENCE

• Engineering degree or similar
• MBA or similar advanced business training
• Significant commercial, financial and technical expertise/experience within Industrial Gases
• 10 years business/commercial experience in this or related industries
• Experience in structure and negotiating complex deals with multi-functional teams on global basis
• Excellent technical skills and experience in financial / economic modelling
• Proven track record of understanding the inter-dependency of complex commercial terms and the ability to quantify the impact of all possible commercial solutions
• In depth knowledge of industrial marketplace e.g. economic situation, customer requirements, technological developments
• Understands the key functional aspects of strategic customer development
• Strong commercial acumen
• Ability to manage the cultural aspects of a diverse team
• Superior contract management skills combined with exceptional customer relationship abilities
• Thorough knowledge of drivers of profit and loss within large tonnage schemes
• Ability to influence and develop strategic relationships (both internal and external)
• Strong negotiation planning and implementation to achieve robust commercial contracts
• Comprehensive knowledge of financial principles
• Develops mid and long term strategies in his/her area of responsibilities
• Generates value for customers whilst balancing profitability targets;
• Builds open and trustful relationships with customers
• Identifies innovative opportunities for increasing revenue and/or profit;
  Demonstrates passion to win
• Is able to integrate strong personalities with different individuals backgrounds;
• Actively develops and manages new interfaces to various organisational units
• Inspires others to achieve higher levels of performance;
• Builds high performing teams;
• Develops productive internal and external work relationships
• Adopts strategies to gain commitment from others for desired change
• Is a role model for The Company Group’s desired leadership behaviours
• Masters complex situations

 

LANGUAGE SKILLS

• Excellent oral and written English communication skills. One more language desirable.