Business Development Manager

Key Responsibilities/Accountabilities

• Identify and develop new business opportunities including proactive involvement in the sales/pricing strategy and leading the business risk analysis.
• Serve as the commercial liaison between the Lummus Technology operating group and the prospective client and maintain consistent contact with these key client representatives.
• Develop and negotiate licensing and engineering agreements.
• Work internally across the functions of the organization to develop and gain approval for the negotiated position.
• Work within the organization to ensure awarded projects are on-track including following project management activities as well as ensuring licensee payments are made per contract.
• Carry out market research, analysis, and sales forecasting and gather competitive intelligence and provide market feedback and technology requirements to technology managers.
• Establish strong relationships with regional sales representatives and other business groups.
• In consultation with other team members, decide on the sales strategy for individual proposals and ensure adequate staffing of the proposal effort is in place.
• Assist in developing/implementing growth strategies for the business group.
• Implement marketing plan for innovative sales approach.
• Coordinate proposal risk analysis and present overall Risk Review to management.
• Prepare commercial offers and give client presentations for technology sales.
• Closely review contract terms and conditions and coordinate reviews with the legal and financial department
• Negotiate basic engineering package and catalyst license agreements.
• Accompany prospects to licensee’s plant visit.
• Maintain and update the sales database to ensure it is current and accurate.
• Qualifications:
• Minimum of a Bachelor of Science in Chemical Engineering or a related field; MBA a plus
• Must have ten years of experience in process design and general technology and marketing/licensing sales in an international environment.
• Strong background in at least one technology to understand the technology business.
• Commercially savvy - has had sales/business development and contract negotiation experience.
• Excellent communicator with excellent written and oral communication skills required.
• Must have a high degree of self-motivation and energy and be able to earn the respect of our team.
• Must have a strong knowledge of various cultures and international styles.
• Strong commercial savvy and negotiating skills needed.
• Capable of driving the technology by being sensitive to marketplace.
• Must have a strong balance of highly technical and commercial capabilities.
• Ability to evaluate and prioritize new business opportunities based upon timing, the reality of projects, and the intrinsic value to the Company.
• Requires strong understanding of profitability potential of project opportunities.
• Lummus Technology is the global leader in developing technology solutions that make modern life possible and focus on a more sustainable, low carbon future. We license process technologies in clean fuels, renewables, petrochemicals, polymers, gas processing and supply lifecycle services, catalysts, proprietary equipment and digitalization to customers worldwide.
• Lummus Technology is an Equal Opportunity Employer. We value diversity and are committed to providing equal employment opportunities to all qualified applicants without regard to any protected characteristic under applicable law. Applicant information will be processed in accordance with applicable privacy and data protection laws.