Pre-Contracts Lead
7 days ago
Sydney Water have partnered with Delivering 4 Customers (D4C) to deliver; design, construct, maintenance and facilities management services as part of the P4S program in Sydney Water's Southern Region of Sydney.
D4C is a consortium comprising of John Holland, Service Stream and WSP. We will provide long term employment opportunities to diversify the skills of the people of the southern region of Sydney as well as creating pathways to enter the water industry.
D4C is seeking a Pre-Contracts Lead to join their expanding team to deliver excellence across the Southern Region.
**Primary Purpose**:
Secure new and profitable business by driving the Program proposals pipeline, customer relationship management and tendering strategies and leading the Pre-Contracts function to execute these strategies. Protect and grow revenue by actively managing relationships with the Client.
**Key Accountabilities**:
- Key account management: Develop and maintain strategic business relationships with Client and industry partners that result in viable prospects
- Strategic planning: Identify current and future industry trends. Develop and implement business strategies that successfully convert unsecured prospects into projects that maximise revenue and profitability
- 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
- Undertake commercial reviews of prospects to ensure that each is financially viable, margin expectations can be met and risk complies with corporate guidelines
- Lead functionals teams to secure projects through the EOI, Tender and Post Tender phases, up to and including contract award.
- Lead or participate in post tender negotiations, contract formation and award and project launch. Oversee effective handover from the tender team to the delivery team.
- Partner with functional business units during 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
- Perform all duties in accordance with D4C and Home Co policies, processes, systems and procedures
Essential
- 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)
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