Business Development Manager - John Wood Group
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Job Description
Wood is currently looking for Expression of Interest applications for a Business Manager to join our projects in Al Khobar Saudi Arabia
The Business Development Managers primary role is to find and take advantage of opportunities to grow Woods business in line with the our global and BU strategic plans.
The main objective is the winning of new business and to support growth business targets including revenue/margin and client relationship development. Primary focus will be the development and management of the opportunity funnel that brings in multiple sectors / capabilities.
The BDM will coordinate with other BDMs and centers across Wood as and when necessary to fully exploit opportunities identifying the complementary ssets /competence/ relationships/cost bases which may be advantageous to employ to best position Wood to win the work.
Working with the Leadership teams the BDM supports all positioning business strategies business development acquisition pursuits key customer management and proposal activities and ensures they are consistent with Woods processes procedures strategic plan and business goals.
The BDM will utilize their market/client/opportunity knowledge to identify any undue risks and/or the win probability may be very low which may lead to a No Pursuit/Bid recommendation
The role ensures Wood is aligned and well positioned to nurture new/existing client relationships;
- Provide input to and deliver effective strategies to gain new business
- Define new market entry requirements and win propositions developing aclearroutemaptosuccessfulprequalification and bid submissions and communicate clearly to pursuit and proposal teams
- Provide input to plans including information and intelligence on customer needs detailing views and opinions on the competitor landscape in order to develop compelling propositions to enhance the success of business winning
- Progress the processing of customer enquiries prequalification compilations and bid submissions for clients and projects
- Work closely with other internal departments to ensure the needs of the client are fulfilled in a timely manner and any issues resolved
- Inform Leadership of market conditions competitors relationship status and collaborative opportunities
- Develop maintain and broaden good business relationship with existing and prospective clients
- Ensure Compliance with the Business Ethics Policy Risk essments and Internal Audit requirements embracing a culture of compliance within the business
- yzing market trends identifying potential opportunities and understanding competitors.
- Providing regular updates and reports to senior management on business development activities progress and market conditions.
- Identification validation and leadership of key prospects and opportunities
- Facilitate client meetings with appropriate Wood personnel to achieve business objectives and meet client needs.
- Use commercial and contractual aen to identify barriers to success and enable early essment of the likely competitiveness of a Wood offering
- Coordinate input into the LRM process and participate in the review
- Provide support to the SVP/VP BD to aid with accurate forecasting/reforecasting activities and prospect portfolio management
- Create review manage and maintain integrity of all opportunity records in the CRM system to ensure accuracy governance and compliance.
- Be an ambador for collaboration by working with the other regional Wood entities to ensure an aligned structured and strategic customer approach to business growth and market expansion Leveraging the bredth of Wood solutions for our customers.
- Accountable for positioning plan compliance for all live and future opportunities.
- Maintaining regular contact with clients to understand their needs address concerns and provide updates on services.
- Regularly updating and maintaining the client organizational chart to track changes in key decisionmakers influencers and stakeholders ensuring effective communication and relationship management throughout the account.
- Ensure independent customer feedback is obtained by carrying out regular client visits. Ensuring feedback is yzed understood and built into improvement plans and summarized in a timely fashion and presented back to the BDD / Leadership teams.
- Identify potential acquisition targets and potential JV partners.
- Elish strong customer network and identify opportunities well ahead of time to allow for sufficient strategy development and positioning to maximize our chances of securing the work.
- Develop a strong relationship with local partners and maximize combined strengths to identify and secure work.
- Be wholly familiar with various Government / State apparatus as it applies to contract approvals and awards as appropriate
Qualifications:
- Bachelor level degree in a technical or related field
- Advanced computer ss and knowledge of Microsoft office tools Word/Excel/PowerPoint to advanced template creation and doent/data management level (MS Office Xaite MIDAS and Doentum experience an advantage).
Knowledge ss and experience:
- A sound understanding of projects in sector and market of operation
- Proficient in use of relevant company Strategy and Development tools and systems.
- Thorough understanding and ability to implement industry best practice
- Good understanding of the commercial drivers in our business.
- At all times act in interest of Wood and strictly in compliance with Code of Business Ethics.
- Experienced with the key concepts of HSE leadership & commitment
Preferable to have international operations experience
- High commercial & technical aen
- Experience in negotiating and commercialising contracts
- Experience in dealing with changing deadlines enquiries and related pressures reprioritisations or tradeoffs
- International market related business development experience of related projects
- A sound knowledge of project delivery through all phases and
- Experience in a proposals development role would be advantageous
Personal attributes:
- Facilitate and lead senior leadership teams
- Ability to coach stretch and build the talent required for the future
- Tact & resilience when dealing with delivery of unpopular messages
- Customer & stakeholder focused
- Ability to set strategy & align the regions around the strategic direction
- Ability to develop & maintain internal & external networks to maximise business opportunities
- Excellent presentation and communication ss coupled with drive and ambition
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