Reports to
Strategic Account Manager OEM and EPC
Counterpart
Business Development Manager OEM and EPC, Milan Territory
United Kingdom, with London and the surrounding area as the main hub Customer segment.
Regular visits to EPC and OEM offices across the UK, with occasional travel to Milan, the HBI yards and client meetings abroad, around 30 to 40 percent of working time Employment type
Full time, permanent
ABOUT THE EMPLOYER
EMPLOYER designs, manufactures and delivers modular technical buildings for the energy, oil and gas, and data centre sectors. The product range covers E Houses, substations, control room buildings, local equipment rooms, modular power modules and blast resistant buildings.
Buildings are engineered, fabricated, fitted out and tested in seven manufacturing yards: four in the UAE (Jebel Ali, Hamriyah, Ras Al Khaimah and Mainland UAE), plus Port Klang in
JOB DESCRIPTION
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Malaysia, Batangas in the Philippines and Houston in the USA. Employer serves EPC contractors and OEMs across EMEA, the Americas and Asia Pacific.
PURPOSE OF THE ROLE
The Business Development Manager OEM and EPC, UK manages Employer’s relationships with the EPC contractors and OEMs that run their projects from offices in London and across the United Kingdom. The prime goal is awareness: this person is on top of what is going on inside those offices, so that every project HBI can target is in view early, well before the RFQ is issued.
The role has a counterpart in Milan who does the same job for the Italian hub. Many clients work across both hubs, so open and continuous information sharing between London and Milan is vital. It is a core duty of the role, on the same level as the client work itself.
When an enquiry is issued, the Business Development Manager receives the RFQ package and communicates everything the estimation team requires, working with the client until all technical questions are cleared. Projects handled by UK offices are built all over the world, so the delivery yard is selected per project.
KEY RESPONSIBILITIES
Client relationships
Make sure every target EPC and OEM office in the UK is covered, with named contacts in business development, proposals, procurement, engineering and project execution.
Maintain these relationships through regular face to face visits, and be the known and trusted HBI contact in each office.
Keep Employer’s vendor registration and prequalification current with each client, so that Employer is on the bidder list for every suitable enquiry.
Present Employer’s product range, references and yard capabilities to new contacts, new disciplines and new project teams within each client.
Arrange yard visits, audits and factory acceptance tests for UK based clients together with the yard teams.
Office and project awareness
Know what is going on in each client office: studies and FEED work in progress, bids in preparation, awarded projects, and the package engineers and buyers responsible for buildings.
Know about every project in those offices that fits Employer’s offering: E Houses, substations, control room buildings, local equipment rooms, modular power modules and skids.
Track end user investment decisions and FEED and EPC awards, to anticipate which office will handle a project and where the building packages will be bought.
Record each project in the CRM from the first signal, with end user, location, scope, expected RFQ date and decision makers.
Brief the Strategic Account Manager and the estimation team on upcoming enquiries, so that estimating resources and yard capacity can be planned ahead.
Support the client during FEED and during its own bid with budgetary pricing and layouts where requested.
JOB DESCRIPTION
3
Information sharing with the Milan counterpart
Hold a fixed weekly call with the Milan counterpart to exchange account news, project leads, contacts and competitor information.
Keep shared account plans for clients with offices in both hubs, so that London and Milan present one HBI position to the client.
Pass on immediately any lead where the engineering, the procurement or the decision sits in the other hub or in another region, and stay available to support it after handover.
Keep all client and project information in the CRM, never only in personal notes or email, so that it is visible to the counterpart and to the Strategic Account Manager at all times.
Align on price levels and messaging with the counterpart before approaching a shared client.
Cover the counterpart’s accounts during leave and absence, and expect the same in return.
Take part in joint account reviews led by the Strategic Account Manager.
RFQ intake and technical clarification
Receive the RFQ package from the client and check that it is complete: specifications, single line diagrams, equipment lists, layouts, schedule and commercial terms.
Hand the package to the estimation team in line with the Employer RFQ workflow, with a clear summary of scope, open points and bid due date.
Communicate everything the estimation team requires: act as the single channel for technical questions between Employer and the client, chase the answers and confirm them in writing.
Arrange clarification meetings between the client’s engineers and Employer’s estimation and engineering teams where needed.
Confirm the delivery yard for each enquiry with management, based on project location, schedule and yard capacity.
Follow each proposal after submission, collect feedback on Employer’s price and technical position, and stay on it through to purchase order.
Reporting and collaboration
Keep every opportunity current in the CRM, with stage, value, expected award date and next action.
Deliver a monthly forecast of expected RFQs and bookings for the UK accounts to the Strategic Account Manager.
Report competitor activity and price levels picked up from the clients.
Pass leads outside the OEM and EPC segment, such as data centre developer, rental or legacy building enquiries, to the responsible colleague.
Support the Commercial Manager during contract negotiations and the handover from sales to project execution, and remain the relationship contact for the client during delivery.
Represent Employer at UK exhibitions, supplier days and industry events.
TARGET ACCOUNTS AND SCOPE
The role covers the UK offices of the EPC contractors and OEMs below, plus comparable companies. The final account list is agreed with the Strategic Account Manager.
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EPC contractors (proposed list, to be confirmed)
Fluor
Bechtel
KBR
Wood
Worley
Technip Energies
Saipem
McDermott
OEMs
Siemens
Siemens Energy
ABB
Schneider Electric
Hitachi Energy
GE Vernova
Honeywell
Emerson
Yokogawa
These accounts are covered regardless of the end market or the country the project serves, including energy, oil and gas, utilities and data centres. Where a client also has offices in the Italian hub, the account is worked jointly with the Milan counterpart.
Outside the scope of this role: dedicated data centre accounts, the legacy business and the rental fleet, each of which has its own seat in the sales team, and framework or master supply agreements, which are led by the Strategic Account Manager.
PERFORMANCE MEASURES
Performance is measured per calendar year, 1 January to 31 December, with targets set annually. Measure What is counted Account coverage
Number of target EPC and OEM offices in the UK with active contacts and regular visits Project awareness
Share of suitable projects in those offices logged in the CRM before the RFQ is issued Opportunities created
Number and value of new opportunities added to the CRM Information sharing
Leads and account intelligence passed to the Milan counterpart and to other regions, and shared account plans kept current
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Measure What is counted RFQs received
Number and value of RFQ packages received from UK accounts Proposals submitted
Value and number of budgetary and firm proposals Booked order value
Value in USD of purchase orders received from the EPC and OEM accounts in the territory
QUALIFICATIONS AND EXPERIENCE
Essential
Bachelor’s degree in electrical, mechanical or civil engineering, or equivalent technical education.
At least 8 years of technical business to business sales or business development experience with EPC contractors and OEMs.
An active network in the proposals, procurement and engineering teams of EPC and OEM offices in London and the wider UK.
Able to read an RFQ package, including specifications, single line diagrams and equipment lists, and turn gaps into clear technical questions.
Working knowledge of E Houses, packaged substations or comparable integrated products: steel structure, MV and LV switchgear integration, HVAC, fire and gas detection, and testing.
Understanding of how EPC projects move from FEED to award and package procurement, and of the vendor approval processes of major end users.
Basic understanding of commercial terms such as Incoterms, payment milestones and bank guarantees.
Fluent English, written and spoken.
Disciplined CRM user.
Right to work in the United Kingdom, a valid driving licence and freedom to travel.
Desirable
Experience with blast resistant buildings or modular buildings for hazardous areas.
Experience with data centre power infrastructure, such as modular power modules or power skids.
Italian or another European language.
An MBA or formal commercial training.
SKILLS AND PERSONAL ATTRIBUTES
Relationship builder: present in the client’s offices, trusted by engineers and buyers, and the first name they think of for a modular building.
Curious and well informed: always knows which projects are moving, who is bidding and who decides.
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Open by default with information: shares leads and intelligence with the Milan counterpart and other regions without being asked.
Technically credible in front of client engineers and commercially sharp in front of procurement.
Structured and persistent in follow up, from first budgetary price to purchase order.
Clear and concise communicator, comfortable presenting to senior management on both the client and HBI side.
Integrity in all dealings, in line with HBI and client compliance and anti bribery requirements.
WHAT EMPLOYER OFFERS
A defined EPC and OEM portfolio in one of the world’s main engineering hubs, with established references and a live pipeline.
Seven manufacturing yards across the UAE, Asia and the USA, giving a competitive answer for projects in almost any location.
A close working partnership with the Milan counterpart and the Strategic Account Manager.
A competitive salary with a performance bonus linked to booked order value (package details to be confirmed).
Direct access to senior management and short decision lines in a growing international company.
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