Business Development Manager Lummus Digital - (2300087) Lummus Technology provides a wide range of process technologies and related services to the petrochemical, petroleum refining and oil & gas industries. With a heritage spanning more than 110 years and a focus on innovation that has resulted in more than 130 technologies and 3,400 patents and patent applications, Lummus is the global leader in the development and implementation of process technologies that make modern life possible. While our reach is global, we pride ourselves on fostering local relationships to meet the needs of each customer, efficiently and effectively. Lummus Digital is a new digitalization services business formed by combining the process technology expertise of Lummus Technology with the advanced analytics capabilities of TCG-Digital. Leveraging the latest developments in data analytics, cloud computing and connectivity, Lummus Digital offers digital solutions for asset optimization, operations troubleshooting, and forecasting of maintenance needs. Using today’s data management platform capabilities, Lummus Digital helps clients bring clarity to the data, leading to actionable insights. As a result, we help minimize the guesswork in maintenance planning while reducing the subjectivity of human interpretation of data. We are currently seeking a talented and driven candidate for a Business Development Manager position to represent our Lummus Digital business. This position is located in the Lummus Technology office in Mannheim, Germany . This position will work in a collaborative team environment and will be responsible for supporting global business development activity with a focus on the European market. Routine travel should be expected. 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 service and license agreements
- Work internally across the functions of the organization to develop and gain approval for the negotiated position
- 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 assure 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
- Maintain and update the sales database to ensure it is current and accurate
- Maintain and track opportunity lists and input in CRM
Basic Qualifications: - Bachelor of Science in Chemical, MBA preferred
- Minimum of 15 years of experience in marketing/licensing sales in an international environment for process technology and/or process industry software
- Commercially savvy with sales/business development and contract negotiation experience
- Excellent written and verbal communication skills required
- High degree of self-motivation and energy, and ability to collaborate with internal and external stakeholders required
- Strong knowledge of various cultures and international practices required
- Strong balance of highly technical and commercial capabilities required
- Ability to evaluate and prioritize new business opportunities based upon timing, the reality of projects, and the intrinsic value/to the Company
- Experience of Data Science projects and/or exposure to Data Analytics & Machine Learning basics
- Basic understanding of Optimization solutions and Data Driven decision making processes
- Ability to discuss with IT/Data Scientists about Analytics and programming solutions
We offer: - Employment in a steadily growing company in a crisis-proof industry
- Permanent employment contract
- 30 days of annual leave
- Attractive remuneration
- Vacation pay, end-of-year compensation
- Pension plan
- Challenging tasks, short decision-making processes and a lot of personal responsibility
- Very good work-life balance due to trust-based working hours and the possibility of mobile working
- International environment
- Familiar working atmosphere
- Regular employee events
- Continuing education and training opportunities
- Company health management
- Weekly fruit basket and free drinks (coffee, tea, water)
- Employee offers from corporate benefits
At Lummus Technology, innovation, excellence and family values are extremely important to us. We bring our employees together with the work that we do, the technology that we develop, and the training and development initiatives we support. Unlike most companies, we have low turnover, and we retain our amazing employees because of the unique way we work together. Our people are some of the smartest, most dedicated and capable people in our industry. The biggest reason we are so successful is because we truly care about each other, and that is why we are special. Many of us have spent our entire career at Lummus; we take pride in our history, our current success, and our future is bright. Knowledge transfer and mentoring are essential in order to ensure our employees’ success for the future. As a new employee, you will receive in-depth technical training, growth, and support from brilliant technology leaders that are world renown for their expertise. As part of a global company, you will have the opportunity to work with people with extremely diversified backgrounds. |