POSITION DESCRIPTION
Position Title:Business Development Vice President / FLSA Status:
HourlySalariedSalaried-Eng3 / Date Prepared: 2 October 2012
Supervises Others?
Yes No
Position Reports To:
President / Location:
Escondido or Houston / Salary package commensurate with experience
1. COMPANY DESCRIPTION:
BMT Scientific Marine Services Inc (BMT) is a full-service provider to domestic and international offshore oil and marine industries. BMT operates with distinct and focused business lines; Instrumentation Systems (IS), Service (S), Upgrades (U), Brazil (BR), and Analysis & Consulting (AC). Each group provides either custom engineered equipment or services to the offshore oil and gas (O&G) industry, predominantly to the deep water O&G production platform market. Our strategy continues to be the exploitation of our leading position as one of a few companies that can provide clients with marine integrity monitoring systems for their deep water offshore platforms and risers. Our strategy over the next 3-10 years is to develop sales and primarily S and U capability in the major oil regions through organic growth, partnering and acquisition, currently:
· Brazil - through offices in Rio de Janeiro and Navcon (see below)
· Asia Pacific – through offices in Perth & Malaysia
· Europe/Africa – through offices in UK and partners in Nigeria
Our business model is to install new systems and then enter into a relationship with the client lasting the life of the facility where we maintain, upgrade and provide data management and consulting services. While there are swings in the number of new IS and BR projects awarded each year that is reflected in the volatility of our annual revenues, S, U and AC maintain a steady amount of profitable work.
BMT Scientific Marine Services Ltda holds a minority share in NavCon located in Sao Jose dos Campos, SP, Brazil. NavCon has the mission of providing high quality and technology products and services, in the field of data acquisition and motion monitoring systems, GNSS-Inertial Sensors Integration for navigation and control, and GNSS receivers, for offshore, air, land and space applications.
NavCon Products include:
· Embedded digital processing systems with real-time operating systems.
· Motion measurement systems using MEMS sensors, fiber optic gyros and others.
· Navigation and attitude and heading reference systems using GNSS and inertial sensors and others.
· Meteo-oceanographic buoys and offshore instrumentation.
· Software GNSS receivers for laboratory and real-time applications.
BMT Scientific Marine Services is owned by BMT Group Ltd.
2. POSITION DESCRIPTION:
Overview. Reporting to the President, the post holder is responsible for the leadership of the business development and sales functions of BMT and for the delivery of the commercial aspects of the company strategy, see the organization chart. This is a board level position. The post holder will initially, participate as an observer/reporter at BMT Board Meetings, progressing to full board membership after 6 months in post.
Business Development & Sales.
· Maintain the overall BMT Brand that strives for demonstrating to all:
o Our Aspiration: Being “THE source of high value insight and knowledge”
o Our Mission: Where truly outstanding people design and deliver engineering success
o Our Values:
§ We are adventurous thinkers and responsible doers
§ We constantly challenging ourselves, our colleagues, our partners and our competitors
§ We use BMT’s breadth and depth to find new opportunity
§ We raise the standards for integrity and presentation in everything we do
· Oversee the development and implementation of sales plans for all geographic regions including present Regional Sales Manager’s territories (North America, Brazil, Europe/West Africa, Western Australia (Perth). Coordinate and assist with sales activities spearheaded by BMT Group’s Malaysia office.
· Coordinate BMT’s sales activities with BMT minority share business – NavCon in Sao Jose dos Campos, Brazil. Help develop marketing strategy, sales contacts and proposals, as required.
· Participate in identification, promotion and implementation of new services or products that build on current company strengths.
· Promote BMT products and services through meetings and presentations with existing clients and cold calls to new contacts and companies.
· Solicit contacts with opportunity decision makers, arrange presentation of BMT services and products by self or others, review needs of the contact from meetings and define proposal opportunity/requirement.
· Oversee the provision and dissemination of market intelligence to support business development, sales and product development.
· The post holder will be responsible for reporting on the world-wide proposal backlog each month prior to the closing of the monthly financial reports.
· Review industry news, periodicals, forecasts, award summaries, etc, to identify new or existing project opportunities.
· The post holder will have the authority to commit to travel and subsistence expenditure as required to execute agreed sales activities.
Leadership.
· Implement/facilitate organizational and culture shifts as we grow and execute projects that are a major increase in size for BMT.
· Provide leadership to all those involved in business development, sales & marketing across BMT. Specifically, manage the sales team (Regional Sales Managers and marketing support staff) with the focus on coordinating sales plans, prioritizing proposal efforts, co-ordination of cost estimating, budgeting for the sales efforts of the company and participation in company overall strategy sessions.
· Chair internal periodic sales and marketing meetings for all Business Lines including: Instrumentation Systems (IS), Upgrades (U), Service (S), Analysis & Consulting (AC) and Brazil (BR).
· Initiate change when required, review and comment on corporate policy and procedural changes.
· Complete annual performance reviews, salary and bonus recommendations for the Sales and Marketing team.
Client Relationship Management.
· The post holder will represent the company to clients in new business ventures and proposals as well as taking responsibility for customer service from the running of a contract from initiation through to lessons learnt.
· The post holder will be responsible for the development and completion of client proposals and securing new contracts; ensuring that all bids, tenders and contracts are issued in accordance with the company’s operating guidelines and that each are expedited within the timescales set by client.
· The post holder will be responsible suitable records for future reference and the maintenance of a professional CRM.
· The post holder will also be responsible for the development and implementation of business processes and standard procedures for the administration and management of business development and commercial activities, including the management of the proposal backlog.
· Prepare presentations for general marketing use. Also, create specific tailored presentations for identified sales opportunities.
· Oversee attendance and attend relevant conferences.
Strategic
· Generate R&D proposals for consideration by the Board of Directors based on market intelligence and client interactions. Provide estimates of potential future sales in the market. Collaborate with Technical VPs with regards to feasibility, schedule and cost to develop and sell.
· Provide input for long range planning support for budgets, staffing, capital purchases and initiatives.
· Utilize stakeholder involvement to develop and implement BMT’s global sales & marketing strategy, ensuring it is properly monitored and delivering to predetermined targets.
· Assist VP of Global Operations, for input to the Board of Directors, in preparing the overall company Risk Register on a quarterly (at a minimum) basis.
· Assist President, for input to the Board of Directors, in preparing the Strategic Scorecard on a quarterly (at a minimum) basis.
Key Performance Indicators (KPIs)
KPIs will be set in conjunction with the post-holder upon acceptance of the position.
3. POSITION REQUIREMENTS:
a. / Must hold United States (US) or United Kingdom (UK) citizenship, or provide current proof of eligibility to work in the US.
b. / Proven leadership ability.
c. / Able and willing to travel both domestically and internationally to visit regional sales offices, clients and occasionally to visit shipyards and offshore, as may be needed, up to forty percent (50% of 48 weeks a year or approximately 24 weeks) of the time, averaged over an annual time frame.
d. / Able and willing to work independently or in a team environment; with ability to work effectively with diverse groups of people including engineering, scientific, and marine operations staff is essential.
e. / Excellent oral and written communication skills.
f. / Demonstrable commercial acumen; excellent influencing and negotiation skills.
g. / Ability to effectively manage multiple projects or proposal efforts at one time.
f. / Experience in the offshore oil and gas market.
4. EDUCATION & SKILLS:
a. / Masters or Bachelor’s Degree in an Engineering or related field, or equivalent experience is required; emphasis in subsea engineering preferred.
b. / Qualified to Masters degree level in a business development/business strategy/ or related discipline or demonstrating equivalent experience.
c. / Second language in: Portuguese, Spanish, French or Mandarin would be desirable.
Employee: / Date:
President: / Date:
Human Resources: / Date: