Regional Director For Fuels And Natural Resources Sales - Asia Pacific

The Opportunity
The Asia Pacific (APAC) Regional Director for Fuels & Natural Resources (F&NR) will function in a client, project and commercial leadership capacity to grow professional services business across the region across the following FNR client segments – International Energy Majors, Independent Fuel Producers, Mining Food and Agriculture and Integrated Water and Environment. Responsible for bottom-line results for a portfolio of services projects encompassing various solutions offered by Black & Veatch including Advanced Process, LNG, Industrial Water, Grid, Advanced Power Generation, Renewables, BESS, Environmental, Asset Management, Operations & Maintenance, Infrastructure Technology and Cybersecurity. There is also significant interface expected with regional APAC and global Client Account Managers, Infrastructure Advisory team and Solution/Segment/Region leadership.

In this role, you will have the opportunity to:

• Develop deep relationships with clients including Oil & Gas Majors, Developers, Fertilizers, Chemicals, Mining, Metals, Food, Beverages and Agriculture companies at a regional and local level.
• Identify opportunities, win work and manage a portfolio of services-based work with clients
• Partner with regional Proposal and Project teams to drive FNR services projects from inception to delivery. Align and collaborate with Client Account Managers on regional revenue and margin goals.
  
  

Please note: This role has substantial travel as needed to project and client sites. When not travelling, this role will be hybrid: 2 days per week remote, 3 days per week in-office out of Black and Veatch’s offices in the APAC region.

As a Regional Director, this position is responsible for overseeing the development of client relationships, business capture, execution oversight and being a culture champion.

Key Responsibilities

• Collaborate with the FNR Segment Leaders to develop overall strategy for business to ensure growth, establish Company presence in the industry, and maintain competitive edge in conjunction with anticipating trends and/or changes.
• Responsible for executing strategic plan, alignment with NextGen Strategy and goals for FNR business. Identifies work based on assessment of the market and determines products to sell and methodology of execution to perform the work.
• Regularly meets with external entities including clients, contractors, suppliers/vendors, and partners to establish strategy for acquisition and execution of new business, negotiate contracts, and review project status. Supports strategic alliances and growth.
• Manages multiple clients and/or accountable for implementing expanded new business objectives.
• Oversees and delivers opportunities for new/repeat business, finalizing key contract negotiations with client executives and project managers/project directors
• Active participation in project and proposal reviews to ensure quality of product, management of client expectations and handle any related issues.
• Influences, manages, and/or establishes various budgets including Gross Margin (PGM) and revenue.
• Assists project management in negotiating, assessing, and mitigating risk for contracts for projects and subcontractors. Maintains strategic alliances where appropriate.
• Supports sales activities to capture new business, grow client relationships and maintain updated client account plans.
• Exhibits the Company’s Values and inspires others to follow their example by casting a positive shadow of a leader.
  
  

Management Responsibilities
Individual Contributor

Preferred Qualifications

• Prefer that required bachelors degree is in Engineering, Business Management or related technical discipline.
• Should have prior working relationships and access to C-Suite with clients in Oil & Gas, Mining, Metals and Fertilizers/Chemicals in APAC.
• Working knowledge of Salesforce, preferred.
  
  

Minimum Qualifications

• Typically 10-15 years of experience within the EPC industry, including 5-10 years in sales or project execution. Minimum of 7 years of relevant experience required.
• Experience developing, maintaining and executing strategic sales plans.
• History of successful pursuits with complex buying processes and mulitple decision makers
• Firm understanding of competition and differentiators.
• Demonstrated ability to communicate complex concepts concisely and clearly, and to convert technical or complex information and concepts into easily understandable content.
• Experience using Salesforce is preferred.
• B2B sales experience.
  
  

All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following: criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations.

Work Environment/Physical Demands
Office/Remote. Travel and various work environments required to achieve Sales goals.

Competencies
Builds networks

Business insight

Instills trust

Interpersonal savvy

Cultivates innovation

Salary Plan
SAM: Sales

Job Grade
018

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