Project Development Manager, Marine
# Positions: 1
Location: UK-Peterborough
State/Province : ..
City/Town: Peterborough
Category: Sales
Position Level: Individual Contributor
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Position Overview/Summary:
The Project Development Manager's primary objective is to provide leadership and focus for the growth initiative within the Region. The incumbent also supports client activity during the business development phase, identifying the evaluators, influencing persons and decision-makers that is the key to the project.
The successful candidate may be located anywhere in the EMEA region and visit the Peterborough office as needed.
Possible locations are:
*
Minano, Spain
*
Oberhausen, Germany
*
Tribogna, Italy
*
Peterborough, UK
*
New Malden (Greater London), UK
*
Aberdeen, UK
*
LeHavre, France
Position Qualifications (Required and Preferred):
Required:
* Minimum of a Bachelors Degree in Engineering or a related field
* Minimum of ten (10) years cumulative experience
* Minimum of five (5) years in commercial, sales, business development or additional product lines (e.g., Centrifugal and Reciprocating Compressors, Steam and Gas Turbines, Expanders, Axial Compressors, Control systems for Turbo machinery and process technologies for the oil and gas or power generation industry).
* Must have rotating equipment sales and/or capital project business development experience, preferably with any of one the following industries: Oil & Gas, Energy, Power Generation, Turbo machinary, or Aerospace.
* Must have a good understanding of machine design, thermodynamic principles and compressor performance application theory.
* Ability to travel up to 50%
Preferred:
* International experience
* Direct experience in the sales, application, or operation of engineered steam turbines, but not mandatory
* Good understanding of machine design and thermodynamic principles and compressor performance application theory
* Strong and confident presence in front of client
Position Responsibilities and Duties:
* Development of business opportunities within the region
* Develop Regional Marketing & Sales Plans
* Proactively Develop Opportunities
* Support Regional Business Planning
* Routinely present to customers in both small and large forums an overview of D-R, our go to market approach, and our capabilities
* Monitor market activity and trends, including our competition, and provide feedback to the Client Services team per D-R guidelines
* Acts as the project or market champion within D-R, leading all aspects of the business and project development from the initial stages through order entry. Manages the client interface, including presenting the value proposition and negotiating contractual terms.
* Establishes a work plan and staffing for each phase of the project, and arranges for recruitment or assignment of client services personnel in Project Development and Product Engineering and the product services account manager as Opportunity Pursuit Team members. Engages Legal/Contract Administration, Finance/Credit, Business Solutions, Controls Systems, Product Services business unit managers, and company management as necessary.
* Manages and directs preparation of the technical and commercial proposal, including the preparation of price recommendations based on market information, preparation of the value proposition, and completion of the risk assessment and project cash flow analysis per guidelines.
* Prepares business activity and forecast reports and delivers technical and commercial presentations for management and clients.
* Acts in a businesslike manner with regard to expenses, and meets the D-R sales, bookings, and earnings objectives while representing the client to D-R and ensuring they are treated fairly.
* Establishes and maintains a “preferred provider” relationship with the key decision-makers and influences within client organizations.
