26-096.B - Business Development Director

Job Objective

The Business Development Director is the commercial leader for the Alaska region, accountable for protecting and growing revenue, maintaining key shipper and customer relationships, and originating new business opportunities. The role develops the forecasts and commercial and economic analyses needed to advance opportunities from concept through negotiation, approval, and execution. As a member of the Alaska leadership team, the Business Development Director partners with Operations and Engineering and helps senior leadership define and communicate the region’s direction.

Essential Job Responsibilities

Revenue Stewardship and Forecasting

• Own, maintain, and communicate the commercial view of Alaska revenue, including the assumptions, risks, opportunities, and leading indicators associated with each material revenue stream.
• Establish regular engagement with key shippers and customers to understand production plans, throughput forecasts, development activity, maintenance schedules, operating changes, commercial alternatives, and other factors affecting revenue, and translate that intelligence into credible short- and long-range forecasts with the financial/tariff analyst.
• Distinguish between controllable, influenceable, and external revenue drivers; identify practical actions to protect, retain, accelerate, replace, or grow revenue where possible.
• Communicate material changes, forecast risks, and emerging opportunities early to the Regional Vice President, President, and other stakeholders to avoid preventable surprises.

Customer, Shipper, and External Relationships

• Build and sustain trusted relationships with existing shippers, customers, prospective customers, business partners, and other key Alaska stakeholders. Use these relationships to generate actionable commercial intelligence, strengthen customer retention, and create access to new opportunities.
• Serve as a senior Alaska contact for commercial matters and represent Harvest with credibility, sound judgment, and a long-term perspective.
• Coordinate with the Regulatory Manager, External Affairs, Legal, and other corporate resources to help the company navigate Alaska-specific regulatory, political, agency, and stakeholder dynamics.
• Help corporate stakeholders understand Alaska history, relationships, sensitivities, and market realities.

Opportunity Origination and Commercial Execution

• Identify unmet customer needs, market gaps, underutilized assets, emerging developments, and strategic partnerships that may create value for Harvest.
• Frame opportunities by clearly defining the customer problem, Harvest value proposition, strategic fit, required capabilities, major risks, and path to execution.
• Lead opportunities from initial concept through commercial evaluation, internal alignment, customer proposal, term sheet, contract negotiation, project approval, and transition to execution.
• Develop and negotiate term sheets and commercial agreements for crude oil and gas transportation, gathering, processing, LNG, interconnects, purchases, storage, and other infrastructure services.
• Preserve the commercial intent of approved opportunities during project execution, startup, and initial operation, with clear alignment on obligations, economics, and customer commitments.

Commercial and Economic Analysis

• Independently build practical commercial and economic models from a blank spreadsheet, or effectively use and adapt existing models, to evaluate opportunities and support decisions.
• Use downside, base, and upside scenarios to identify key value drivers, break points, uncertainties, and conditions required for success.
• Convert analysis into a clear recommendation and persuasive business case for customers, the Alaska leadership team, the Regional Vice President, the President, and other decision-makers.
• Partner with the financial/tariff analyst to validate assumptions, improve forecast accuracy, and ensure consistency with regional plans and tariff strategy.

Leadership Team Integration and Organizational Development

• Operate as a strong peer to the Operations and Engineering Managers, sharing accountability for Alaska performance and balancing commercial value with safety, reliability, technical responsibility, operational execution, regulatory requirements, and risk.
• Create constructive tension among commercial value, technical responsibility, operational execution, safety, reliability, regulation, and risk.
• Engage Operations and Engineering early enough to test feasibility, define risks and requirements, and avoid commitments that are over-promised or opportunities that are rejected prematurely.
• Develop strong relationships with business development and commercial peers across Harvest while remaining capable of operating independently in Alaska.

Other Job Responsibilities

• Demonstrate commitment to company core values - Integrity, Ownership, Urgency, Alignment, and Innovation - in all daily responsibilities and interactions.
• Actively support and contribute to the company's mission and vision through reliable, high-quality work.
• Travel regularly to field locations and customer or stakeholder meetings to understand operating realities, maintain relationships, and develop opportunities.
• Perform other duties and special projects as assigned.

Qualifications

• Fifteen (15) years minimum industry experience with a focus on oil and gas business development, preferably in the midstream sector
• Executive presence and strong written, verbal, presentation, and organizational skills, with the ability to communicate effectively across senior leadership, customers, shippers, regulators, agencies, and field employees.
• Ability to solve problems accurately and negotiate satisfactory solutions and compromises.
• Ability to channel competitive intelligence into transactions.
• Ability to establish and maintain effective working relationships with employees, supervisors, other departments, officials, and the public.
• Ability to complete multiple, diverse tasks of differing priorities.
• Excellent written and verbal communication skills, with specific ability to translate complex financial information into an organized and presentable manner.
• Outstanding management, administrative, and organizational skills.
• Proficiency in the use and application of the following software:
• Preferred: Microsoft Office (Excel, Word, and Outlook).

Education Requirements, Certifications, Licenses, and Registrations

• Bachelor’s Degree from an accredited four-year university or college with a degree in business, finance, petroleum land management, or engineering required.
• Engineering Degree Highly Preferred
• MBA Preferred

Skills:

Administrative Skills, Alliance/Partner Management, Analysis Skills, Business Administration, Business Case, Business Development, Communication Skills, Competitive Analysis/Strategy, Contract Negotiation, Crude Oil, Customer Relations, Customer Retention/Renewal, Economic Analysis, Economic Modeling, Economics, Employee Relations, Engineering Management, Finance, Financial Analysis, Forecasting, Leadership, Legal, Liquified Natural Gas (LNG), Microsoft Excel, Microsoft Office, Microsoft Outlook, Microsoft Word, Needs Assessment, Negotiation Skills, Oil and Gas, Operations Management, Organizational Development/Management, Organizational Skills, Persuasion Skills, Petroleum, Presentation/Verbal Skills, Problem Solving Skills, Production Planning, Project Execution, Public/Media/Press/Analyst Relations, Regulations, Regulatory Requirements, Requirements Management, Revenue Growth, Risk, Sales Prospecting, Sales Qualification, Spreadsheets, Startup, Testing, Writing Skills

Harvest Midstream