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Pre-Contracts Lead
2 months ago
Delivering 4 Customers (D4C) is a consortium of John Holland, Service Stream, and WSP, partnering with Sydney Water to deliver design, construct, maintenance, and facilities management services across the Southern Region of Sydney.
We are seeking a seasoned Pre-Contracts Lead to join our expanding team, driving excellence in the Southern Region. As a key member of our team, you will be responsible for securing new and profitable business by developing and executing strategies to drive the Program proposals pipeline, customer relationship management, and tendering.
Key Responsibilities- Key Account Management: Develop and maintain strategic business relationships with clients and industry partners, resulting in viable prospects.
- Strategic Planning: Identify current and future industry trends, develop, and implement business strategies to successfully convert unsecured prospects into projects that maximize revenue and profitability.
- Business Opportunity Analysis: Selectively analyze business opportunities for new work, identify major prospects, determine the probability of securing a project, and allocate resources to turn these opportunities into secured work.
- Commercial Reviews: Undertake commercial reviews of prospects to ensure each is financially viable, margin expectations can be met, and risk complies with corporate guidelines.
- Project Securing: Lead functional teams to secure projects through the EOI, Tender, and Post Tender phases, up to and including contract award.
- Contract Negotiations: Lead or participate in post-tender negotiations, contract formation, and award, and oversee effective handover from the tender team to the delivery team.
- Business Partnerships: Partner with functional business units during the Pre-RFQ period and with project staff on current key client projects.
- People Management: Build, lead, and develop capability within a positive employee relations environment.
- 10+ years of sales/proposals or marketing experience in construction or a related field.
- Tertiary qualifications in Engineering, Sciences, Project Management, or Construction Management.
- 8 years of working with key clients.
- Strategy development and implementation.
- Business development and entrepreneurship.
- People leadership and management of multiple tender teams.
- Contract, commercial, and financial management.
- Quantitative and qualitative commercial, safety, environment, and quality risk assessment and development of risk controls.
- Proposal writing and expressing complex ideas in simple language.
- Complex project management and project delivery.
- In-depth market and technical knowledge in a specialist sector (e.g., Utilities, Civil).
