DNV GL Business Development Leader (Downstream)/Principal Consultant in Antwerpen, Belgium
We are starting to grow our business in the petrochems and refineries sub-segment. As a Business Development Leader (Downstream) / Prinicpal Consultant you will be resonsible for company development in that area, supported by local teams.
DNV GL is looking for an enthusiastic, result-oriented colleague to be part of a dynamic O&G team of consultants in Antwerp.
Moreover, this person would also be taking up a leading role in the regional initiative to develop our market position in the refining and petrochemicals market. The region comprises of Continental Europe, Middle East , India and North and East - Africa.
The candidate will report to the O&G Area Manager for Western Europe & Algeria, which comprises 3 operational units, 2 in Paris and 1 in Antwerp, and will be part of the Area Leadership Team.
Your key tasks will cover:
BDL: (50% of time)
Playing a lead role in business development efforts for petrochemicals and refineries growth initiative in the region CEMEIA;
Implementing Global Oil & Gas strategy regarding downstream and define regional strategies, tactics and plans within the downstream segment;
Taking a leading role in the group of colleagues with BD & Sales responsibility towards downstream customers within the areas belonging to the region; to drive proactively the positioning, business development and sales of DNV GL services as the leading provider of Assurance, Risk Management and Technical Advisory services to the downstream segment. Given the size of the Region CEMEIA, prioritization of our effort on a risk & effort vs reward basis is key;
Regional opportunity portfolio management:
Ensure good processes that keep track on region's activities towards customers, opportunities and prospects and order backlog within the downstream segment;
Engage in key sales leads;
Set-up, track, analyze and benchmark BD & Sales costs to maximize efficiency;
Actively profile DNV-GL in the market through conference presentations & journal articles and participation in fora;
Interface with the "Technical experts", leveraging key competencies to support sales;
Use in-depth market intelligence and detailed understanding of the needs of customer target groups to develop a value proposition for that market segment;
Lead the prospection activities as subject matter expert for a successful scaling of our current services and to develop interest in new ones;
Look for and grow further opportunities connected to existing ongoing projects by fostering the relationship with the customers;
Identify new client initiatives - including with other BA’s of the DNV GL group (eg. BA Digital Solutions, Energy).
Principal Consultant (50% of time):
Contributing in defining and solving technical challenges in close cooperation with our customers within the Oil & Gas industry, eg. For refineries, Petrochemical, Chemical and other Process industries;
Facilitating HAZID, HAZOP or ALARP reviews on occasional basis;
Being an expert in providing adequate recommendations / risk reduction measures influencing the design of an installation and giving added value to the customer;
Managing complex projects in the Oil & Gas industry. Those projects could be safety risk assessments, technical asset risk projects, or implementation of process safety management systems;
Acting as project sponsor, and thus agreeing on scope and resources with client interaction to meet customer expectations;
Providing guidance, mentorship and coaching to the team members in Antwerp and Paris unit;
Together with other teammembers developing budgets and ensure quality of project deliverables;
Developing, maintaining, applying and sharing knowledge about current and potential new market and service developments;
Being able to understand the market needs, identify and win new projects for DNV GL. Building up the client’s relationship and developing new business opportunities will also be a part of the role;
Chargeability expectation of 30% FTE.
Technical/ Professional Competence:
MSc degree in engineering (chemical, process, mechanical, etc.) or related discipline;
10+ years of experience in technical positions within the O&G or process industry or in a similar role in the technical consultancy industry;
10+ years of experience in business development activities;
Experience as a project manager in particular within downstream and process facilities would be appreciated;
Good understanding of relevant markets and value chains;
Strong written and verbal Dutch, French and English communication skills;
Effective team player, both internally and externally, in collaborating on strategic initiatives and opportunities to drive business growth;
Proven track record and accomplishments in leading business development efforts, leveraging contacts, leading proposal efforts and driving new business developments efforts to increase revenue;
Experience in developing and delivering technical presentations to technical and general audiences;
Ability to manage time and workload effectively to complete multiple tasks and meet deadlines;
Strong negotiation and influencing skills at multiple organizational levels;
Strong interpersonal skills;
Proven ability to lead and motivate teams across areas, regions and even businesses;
Willingness and ability to travel, up to 40% of the time (including 1-day trips);
Demonstrated proficiency in Microsoft Office package.
Communication and behaviour:
Communicates and influences in a clear, open, active and honest manner (verbal and written) and seeks understanding of other views;
Develop customer and relationship and communicate effectively;
Actively contributes to the success of the team and collaborates to create results;
Build good personal and professional relationships;
Creative and takes initiatives;
Recognizes the needs and adapts well to change;
Actively shares learnings during and after projects;
Leads and inspires other people;
DNV GL is a global quality assurance and risk management company. Driven by our purpose of safeguarding life, property and the environment, we enable our customers to advance the safety and sustainability of their business.
We provide classification, technical assurance, software and independent expert advisory services to the maritime, oil & gas, power and renewables industries. We also provide certification, supply chain and data management services to customers across a wide range of industries.
Combining technical, digital and operational expertise, risk methodology and in-depth industry knowledge, we empower our customers’ decisions and actions with trust and confidence. We continuously invest in research and collaborative innovation to provide customers and society with operational and technological foresight.
With origins stretching back to 1864 and operations in more than 100 countries, our experts are dedicated to helping customers make the world safer, smarter and greener.
DNV GL is the technical advisor to the oil and gas industry. We bring a broader view to complex business and technology risks in global and local markets. Providing a neutral ground for industry cooperation, we create and share knowledge with our customers, setting standards for technology development and implementation. From project initiation to decommissioning, our independent experts enable companies to make the right choices for a safer, smarter and greener future.
Requisition ID: 2018-10619
Location Details (Displays to Candidates): Antwerp, Belgium
Position Type: Permanent employment
External Company Name: DNV GL AS
External Company URL: http://www.dnvgl.com/
Street: Noorderlaan 147