Commercial Manager - Baton Rouge, LA

OVERVIEW

Commercial is seeking a Commercial Manager to support the Southeast United States. Such as: Baton Rouge, LA, West Monroe, LA, Lake Charles, LA, Raleigh, NC and Greenville, SC.

The preferred individual will live close to one of the existing S&B offices and use that office as a home office location. The role is specifically to pursue work to support the HUBs in their Alliance and smaller capital projects. Other opportunities in the Major Projects Engineering, EPC and C-Only can also be pursued as appropriate.

 

The role requires the individual to assist and lead commercial and business development efforts with specific assigned clients, with the emphasis on E, C, or P opportunities. Develop and implement growth plans for client personnel contact and develop a communications plan for each client company using S & B management and technical specialists.   The position will work in close conjunction with other departments specifically including Legal, Proposals and the Hub Operations senior personnel to develop proposal budgets, project execution plan, commercial rates proposal, and take overall responsibility for proposals/presentations to clients. This role serves as the primary point of contact for assigned clients.

 

Work includes reading, evaluating and providing input and recommendations on CA/NDAs and contract language in conjunction with Legal related to business decisions around opportunities for S&B.

Will be responsible for conclusion of contract negotiations working with S & B Legal Department.

During execution of projects, maintaining relationships with clients and project status to stay aware of and involved in S & B performance. Act as conduit as required to obtain client feedback.

SUPERVISORY RESPONSIBILITIES:

May provide guidance to personnel being trained in the Commercial department. Will be responsible as commercial manager for specific proposals and presentations.

 

EDUCATION:

Preference given to a technical degree, but consideration given to practical knowledge and experience in the E & C industry.

 

QUALIFICATIONS AND EXPERIENCE:

Experience in multiple industries including specialty chemical, manufacturing, pulp/paper, renewable fuels and technologies.  Experience in direct sales in the E & C business is preferred. If no direct sales experience, a strong direct knowledge of project execution (at least 10 years) is a necessity with a leaning towards the commercial side of the business. Person must have high level of energy and enthusiasm and be willing to put forth a strong effort to successfully market our core focus of services: Alliances, EPC, Major Projects Engineering and Construction Only.

 

Overall Performance Objectives:

Work to support and lead S&B’s tenants of business-

• Operational Excellence
• Financial Discipline
• Cultivating a High-Performance Culture

 

TYPICAL DUTIES AND RESPONSIBILITIES:

• Identify contacts and opportunities with Target Clients in markets identified.
• Focus primarily on work for the Southeast and Baton Rouge Hubs and the surrounding areas.
• Develop sales growth plans for assigned major client companies.
• Make personal calls on clients at locations throughout the United States.
• Lead the development pursuit plans and win strategies for specific project opportunities.
• Lead development of proposals for both general and project-specific uses.
• Participate in support of and working with Marketing and Event Planning
• Recommend commercial approaches and terms for proposals/pursuits.
• Lead/facilitate presentations – internal and external.
• Work with S&B Legal Dept. to negotiate contracts

• KPIs for performance measurement (and bonus STI/LTI) are:

  • Pipeline Health - Maintain CRM (ZOHO) listings for potential prospects.
  • Client Engagements - Report engagements with clients in tracking system.
  • Conferences: Attend appropriate conferences (1-3 per year) in the industry to represent S&B and network.
  • Skills: New skills and maintaining proficiency, Mentoring.
  • Individual Sales Goal: Develop prospects and contacts in target/Strike Zone including heavy industrial the BTR and SE HUBs.
  • Overall -Company Performance: Small piece of personal goal component is directly tied to Group Goal and company financial performance.

 

LANGUAGE SKILLS:

Ability to read and interpret business periodicals, professional journals, and technical publications