Senior Consultant – Terminal Operations

Moffatt & Nichol specializes in large complex waterfront infrastructure projects and is recognized as one of the worldwide leaders in this field. We are actively looking for a Senior Consultant – Terminal Operations & Technology Solutions to join our Australia offices.

In addition to our core engineering capability, we are distinguished in several ways:

• We employ a team of former port and terminal operators who provide real-world operational expertise
• We have two proprietary software products (Flex Term and NextPort) that offer advanced technology solutions to the ports and terminals market, which keep us as the forefront of the rapidly evolving and increasingly digitalized world
• We have in-house commercial capabilities that supplement our technical capabilities with market studies, demand forecasts, financial and economic modelling and due diligence services

These in-house capabilities allow us to offer reliable, high-quality consulting and engineering services to our clients. Our objective is to remain at the forefront of our industry, with world-leading consulting expertise and technology solutions.

In 2024, Moffatt & Nichol extended its physical footprint in the Asia Pacific region – including Australia, Vietnam and Singapore – with the aim of expanding our service offering in the region, to better support existing key clients and to establish new client relationships and business. Operational consulting and technology solutions are a key focus of our business strategy in the region.

As Senior Consultant – Terminal Operations & Technology Solutions based in Melbourne, you will represent Moffatt & Nichol's interests in terminal operations and technology consulting in Oceania and the Asia Pacific region more broadly. You will work closely with the company's global technology group (both FlexTerm and NextPort), as well as our port/terminal planning and commercial teams, to manage and deliver these related services to our clients.

You will foster existing client relationships in the region, as well as identify and develop new client relationships and opportunities through proactive business development. You will contribute to the development of a business strategy and KPIs for terminal operational consulting and technology services in the region. You will gather market intelligence, monitor competitive activity and identify customer needs. You will provide leadership in the planning and implementation of strategic business objectives for the region. You will proactively market Moffatt & Nichol and sell the relevant services suitable for the region based on your market analysis.

You will report to the Business Unit Leader for Australia and coordinate closely with other service and sector leaders in the company. You will collaborate closely with other internal market leaders and discipline leads with interests in the region, including our Port Planning Lead for Australia (based in Melbourne) and our Senior Consultant for Port Technology Solutions (based in Singapore).

About Moffatt & Nichol:

Moffatt & Nichol is a leading infrastructure advisor specialising in the planning and design of facilities that shape and serve our coastlines. Reflecting Moffatt & Nichol's commitment to design innovation since 1945, Engineering News-Record (ENR) has ranked the company No. 1 design firm for Marine and Port Facilities in the United States and No. 7 internationally.

Moffatt & Nichol's professional staff includes engineers, planners, scientists, and architects who serve our global client base from offices in Europe, the Americas, the Middle East and Asia Pacific. The firm provides clients worldwide with customised service and a level of excellence that have become the firm's hallmark in three primary practise areas—coastal, environmental, and water resources; ports and harbours; and transportation, bridges, and rail.

Duties and responsibilities:

Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.

• Develop knowledge and skills related to port/terminal operations and the relevant technology services provided by the company
• Gather market intelligence, identify strategic business opportunities and position the company to secure work through proactive marketing
• Contact potential clients to establish business relationships, meet with them and professionally present relevant company capabilities and services. Continually develop and maintain these client relationships
• Attend relevant conferences/events and, where necessary, prepare and deliver presentations on technical or marketing materials
• Monitor tender portals, identify and evaluate contestable opportunities, and share with relevant internal resources
• Lead, coordinate and/or assist with developing proposals and marketing materials
• Routinely prepare internal strategic advice and documentation to guide strategic investments and market strategy for the region
• Manage and/or support successful project delivery with project/client management, technical advice and peer review. Contribute to the preparation and review of project deliverables. Manage client communications and relationships during project delivery. Manage and maintain delivery against project schedule, budget and quality expectations
• Work with a high standard of professionalism and ethics at all times

Key Performance Indicators (KPIs)

You will work with the Business Unit Leader for Australia and other internal market leaders to develop target KPIs for operational consulting and technology services in Oceania. Indicative KPIs are subject to negotiation, but are expected to include:

• Analyzing historical data relating to past consulting services in the region. Developing indicative forecasts for revenue growth in operational/technology consulting through market-driven intelligence and analysis. Forecasts should be developed for near-term (6-12 months), mid-term (1-3 years) and longer-term (3+ years) horizons
• Identifying priority clients and opportunities to focus business development efforts
• Identifying and developing 10+ new clients per year
• Identifying and developing 15+ new opportunities per year, with a reasonable conversion rate (20-30%) to billable projects
• Increase revenue generation for operational consulting and technology services in the region with a reasonable year-on-year growth target (indicatively 10%)
• Indicative utilization targets (subject to periodic negotiation, monitoring and adjustment):
• Project delivery (billable time): 40-50% in the near-term, scaling up to 70% in the mid- to longer-term
• Preparation and delivery of proposals: 10-20%
• Business development and marketing: 20-40% in the near-term, scaling down to 20-30% in the mid- to longer-term as proposal and project involvement increases
• Business operations and administration: