Pre-Contracts Lead

2 weeks ago

Sydney, New South Wales, Australia Delivering 4 Customers Full time
About the Role

We are seeking a highly skilled Pre-Contracts Lead to join our dynamic team at Delivering 4 Customers. The successful candidate will be responsible for driving the Programmes and Projects commercial function, securing new and profitable business, and executing strategies to deliver results.

Primary Purpose

The primary purpose of this role is to secure new and profitable business by driving the Programmes and Projects proposals pipeline, customer relationship management, and tendering strategies. This includes leading the Pre-Contracts function to execute these strategies and protecting and growing revenue by actively managing relationships with the Client.

Key Accountabilities
  • Key Account Management: Develop and maintain strategic business relationships with the Client and industry partners to result in viable prospects.
  • Strategic Planning: Identify current and future industry trends to develop and implement business strategies that successfully convert unsecured prospects into projects that maximise revenue and profitability.
  • Business Opportunity Analysis: Selectively analyse 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 that each is financially viable, margin expectations can be met, and the risk level 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.
  • Post Tender Negotiations: Lead or participate in post tender negotiations, contract formation, and award, and project launch, overseeing effective handover from the tender team to the delivery team.
  • Collaboration: 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.
  • Compliance: Perform all duties in accordance with D4C and Parent Company policies, processes, systems, and procedures.
Essential Requirements
  • 10+ years of sales/proposals or marketing experience in construction or a related field, with key clients.
  • Tertiary qualifications in Engineering, Sciences, Project Management, or Construction Management.
  • In-depth market and technical knowledge in a specialist sector (e.g., Utilities, Civil).
  • White Card is desirable.

We welcome and encourage applications from diverse backgrounds, including Aboriginal and Torres Strait Islander people, LGBTQIA+, people with disability, people with caring responsibilities, people from culturally and linguistically diverse backgrounds, and veterans.

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