Manager, Proposals / Business Development Manager

Manager, Proposals / Business Development ManagerDepartment: Project ManagementEmployment Type: Permanent - Full TimeLocation: Bloomfield - New JerseyReporting To: Director Business Development LHT Compensation: $130,000 - $165,000 / yearDescriptionAt Lummus Technology, innovation thrives, and excellence is a shared pursuit. When you join the Lummus Family, you are empowered to make an impact and be part of a dynamic team that celebrates creativity, encourages professional development, and fosters collaboration.From our technology portfolio to our global workforce, Lummus is growing at a rapid pace, and we hope that you will grow with us during this exciting time. Job Overview:Responsible for identifying and obtaining new business for Lummus Heat Transfer (LHT), along with the development of technical and commercial proposals, the development of long-term customer relationships, the commercialization on decarbonization technologies and promotion of LHT's products and services, with focus on fired and electrical heaters. Development of strategies starting at technology licensing stages. Collaboration with other internal business groups in order to maximize company revenues. Key Results Areas: Sales Performance - Maximize profitable long-term business for LHT.Customer Relations - Foster and develop positive customer relationships which result in increased business. Listen to customer needs and assist in the development of project solutions that satisfy those requirements and provide opportunities for LHT as well as other business units. Key ResponsibilitiesIdentify prospects and develop to award, including new heaters, Life Cycle Services opportunities, studies and spare partsWork closely with the other Lummus Technology groups in identifying prospects during licensing phase and ensure LHT products are identified as proprietary to the extent possible.Present LHT's technologies and value proposition towards clients and stakeholders during the technical and commercial development process.Develop technical and commercial proposals. Work internally across the functions of the organization to develop and obtain management approval for the negotiated positionUtilize industry and customer contacts to influence project requirements in order to satisfy both customer and LHT.Negotiate the terms and conditions of the contract. Identify and mitigate the risk involved with commercial terms and conditions, contract structure and pricing, interfacing with the Legal, Finance Departments, as appropriate.Interface with Lummus Regional and other business development managers to position LHT favorably for the best opportunities.Actively work to enhance profit and cash flow at every opportunity.Assure that all sales administrative work is kept up to date and complete.Manage pre-contract costs within the established budgets.Manage customer communication during the proposal process and through finalization of the contract.Initiate project launching/kick-off meetings. Participate as required to ensure proper continuity and compliance with contract requirements.Other responsibilities, as requiredSkills, Knowledge & ExpertiseBachelor's degree in Mechanical or Chemical Engineering5+ years of experience in business development in oil & gas (equipment) or energy sector, preferably in fired heaters.Understanding of proprietary equipment business development process, preferably in fired heaters.Experience in design of fired heaters required; some thermal design experience is preferred.Knowledge about international refining and petrochemicals industries.Contract negotiation experience.Ability to work independently as well as part of a teamAbility to interact successfully with internal and external clients at all levels and in all areas of expertiseAble to represent the Company in professional & respected mannerGlobal awareness/perspective and ability to work in a multi-cultural environmentAbility to adapt to flexible/changing situationsAbility and willingness to travel (domestic and international, 30%). Job BenefitsThis position is eligible for:MedicalDentalVision401(k)Paid Time OffBonus