Business Development Manager, East Coast

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Project Overview:

Bechtel Mining and Metals offers engineering, procurement, and construction services for customers in the mining sector across multiple commodities including Iron Ore, Bauxite, Alumina, Aluminium, Copper, Gold, Coal, Lithium and Rare Earths markets.

Headquartered in Santiago, Chile, the M&M global business unit also has offices in Brisbane, Perth and Adelaide in Australia along with execution units in the United States, Peru, Kingdom of Saudi Arabia, India and other project locations around the world.

Job Summary:

Bechtel's Mining and Metals (M&M) business is strengthening its Marketing and Business Development team by recruiting a BD Manager, based in Brisbane.

The position will report to the BD Manager for Australia & Asia Pacific (APAC) & Europe, Africa and Middle East (EAM) and will support Bechtel's major projects and studies business in the region, with a focus on leading these activities in the East Coast, South Australia and Northern Territory.

As a BD Manager you will be responsible for developing customer relationships, influencing the business strategy and delivering the annual new work booked (NWB) plan. In addition, the BD Manager will lead and oversee proposal development efforts within the region, coordinating with technical, commercial and legal teams in accordance with Bechtel's internal governance processes.

Major Responsibilities:

• Customer relations: builds and maintains key customer relationships with existing and prospective customers. Keeps informed of customers' present and future plans for growth, projects, and programmatic and technical requirements. Understands key buying factors and establishes pathways to obtain feedback on projects and prospects. Prepares and delivers customer presentations. Develops and administers the regional customer relationship program and coordinates the customer survey process.
• New Work Booked: responsible for developing, implementing and delivering the annual NWB plan for the East Coast. Builds prospect pipelines that will deliver sustainable, predictable profitability over the medium term. Interfaces with senior management reviews and NWB updates.
• Proposals: leads or manages all assigned proposals in their market and the wider region where required. Develops capture plans and winning value propositions. Identifies and shapes opportunities early in the BD process. Develops and manages teaming relationships and pricing strategies as necessary. Keeps aware of the BD activity in the market, including pricing trends and approaches. Follows up on jobs won and lost for feedback and lessons learned.
• Internal governance, BD process and approvals: manages and administers the BD process including prospect screening, proposal budget administration, management approval letters and updates to Bechtel's CRM system. Engages with the regional general manager, operations managers and functional managers to assign proposal teams. Coordinates kickoff and operational transition meetings once new projects have been awarded.
• Negotiations: leads or oversees negotiations with customers to close NWB deals. Develops negotiation plans and strategies. Leads complex commercial negotiations, interfacing with regional leadership and the M&M leadership team as appropriate to ensure alignment on commercial positions.
• Marketing: participates in the development and implementation of the region's external branding and marketing building from Bechtel's corporate value proposition. Follows industry and customer trends to identify opportunities to promote M&M's value through publications or events. Prepares marketing content and materials with support from graphic design.

Education and Experience Requirements:

• Bachelor's degree (required) or Masters degree (preferred) in a relevant business, commercial, legal, engineering or construction discipline.
• Demonstrated previous experience performing the job responsibilities listed above in the engineering and construction industry or in a relevant associated sector.
• Major project experience: ability to bring first-hand experience to communicate to stakeholders and understand challenges that a prospect could face. Brings a mix of technical, commercial and legal knowledge to enable effective deal structuring.

Required Knowledge and Skills:

• Process: knowledge of internal and external BD process and typical industry policies and procedures.
• Relentless energy: the individual is a self-starter with the motivation to continue pushing forward a good deal while effectively managing internal and external barriers. Demonstrates the tenacity necessary to find, develop and close prospects.
• Remains diligent and is always thinking about what it takes to win and deliver a good project.
• Deal generator: understands what a good deal looks like, can see the different angels, evaluate alternatives and filter out distractions. Has the ability to communicate the pros and cons of complex deals and delivery models and sell a position to influence outcomes.
• Delivery focused and competitive: can develop a structured plan for what it takes to develop and win a prospect and meet the time requirements. Is able to understand all the steps needed to bring a deal to management and is able to drive the BD process across functions. Is constantly focused on delivering what it takes to win.
• Creative problem solver: is able to understand challenges and come up with creative practical solutions. Is adaptable with the ability to adjust a conversation or prospect approach as new challenges are presented. This includes adapting to short-term change through a conversation with a customer or larger issues on how to adjust the structure of a deal.

Strategic:

• Navigates effectively between business strategy and prospect tactics.
• Can assess new markets, provide comparative data, competitor analysis and knows the winning pricing benchmarks.
• Has the ability to understand the deal and is able to influence, shape and structure the ideal position for Bechtel by understanding the customer's needs and positioning us to deliver best value.
• Networker and relationship builder: proactively builds internal and external relationships across the entire value chain of our stakeholders (e.g. customers, suppliers, partners, competitors, consultants, and others). Is able to develop a stakeholder map, understanding the dynamics between decision makers and influencers. Is able to operate at all levels with our stakeholders (executive leadership, technical and commercial teams), as well as with our executive management.
• Alignment to customer culture: has the local experience or knowledge of the region to appreciate customer sensitivities. Is a good listener and is able to communicate concisely and clearly.
• Leadership: leads by example both personally leading prospects and coordinating proposal teams. Is a team player who proactively engages across functions and departments. Provides direction without problem solving and supports the development of the team.

Total Rewards/Benefits:

For decades, Bechtel has worked to inspire the next generation of employees and beyond Because our teams face some of the world's toughest challenges, we offer robust benefits to ensure our people thrive.  Whether it is advancing careers, delivering programs to enhance our culture, or providing time to recharge, Bechtel has the benefits to build a legacy of sustainable growth. Learn more at Bechtel Total Rewards

Diverse teams build the extraordinary:

As a global company, Bechtel has long been home to a vibrant multitude of nationalities, cultures, ethnicities, and life experiences. This diversity has made us a more trusted partner, more effective problem solvers and innovators, and a more attractive destination for leading talent.

We are committed to being a company where every colleague feels that they belong-where colleagues feel part of "One Team," respected and rewarded for what they bring, supported in pursuing their goals, invested in our values and purpose, and treated equitably. Click here to learn more about the people who power our legacy.

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