Business Development Manager - Senior.Onshore - Downstream . DS Business Development
Wood PLC

Job Info

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JOB DESCRIPTION

Wood is hiring a Senior Business Development Manager for our Projects Business Unit to be located in Houston, Texas USA. The senior manager of growth and development is primarily responsible for quantitative and qualitative analysis of the sales pipeline, top opportunities as well as customer and performance analysis for the business unit (BU) and requires close and regular interaction with operational and functional business leaders, and the group team.

RESPONSIBILITIES

• Assess, review, recommend and support business winning activities and develop opportunities to grow Wood's business, in line with the business plan
• The role's objective is focused on the winning of new business for the region / service line. This
  includes collaboration and workshare with other business units within the Wood organization.
• Work closely with the Vice President Business Development, including supporting wider
  strategic activities and priorities as agreed as and when necessary to fully exploit opportunities for prospects, identifying and deploying the complementary skillsets / competence / relationships / cost bases which may be advantageous to employ to best position Wood to win the work
• Provide input to and deliver effective strategies to gain new business
• Define new market entry requirements and win propositions, developing a clear route map to
  successful pre-qualification and bid submissions and communicate clearly to pursuit and proposal
  teams
• Provide input to execution plans, including information and intelligence on customer needs,
  detailing views and opinions on the competitor landscape in order to develop compelling
  propositions to enhance the success of business winning
• Work closely with other internal departments to ensure the needs of the client are fulfilled in a
  timely manner and any issues resolved
• Inform the leadership of market conditions, competitors, relationship status and collaborative
  opportunities
• Develop, maintain and broaden good business relationship with existing and prospective clients
• Ensure Compliance with the Business Ethics Policy, Risk Assessments and Internal Audit
  requirements, embracing a culture of compliance.
• Take ownership to create, review, manage and maintain integrity of all opportunities records on the
  CRM system to ensure accuracy, governance and compliance
• Ensure independent customer feedback is obtained by carrying out regular client visits. Feedback to be collated and summarised in a timely fashion and presented back to the S&D President, ensuring feedback is analysed, understood and built into improvement plans.
• Establish strong customer network and identify opportunities well ahead of time to allow for sufficient strategy development and positioning to maximize chances of securing work. It is expected that such relationships will enable insight to be determined on prospective customer 5 year business plans.

QUALIFICATIONS

Qualifications:

• University degree or diploma is preferred
• A post-graduate qualification (such as an MBA) is desired
• 10+ years of industry experience
• 7+ years of demonstrated successful sales experience
• Have existing industry clients and relationships in the Refining/Chemical industry in Houston

Knowledge, skills and experience:

• Relevant Refining/Chemicals sales experience or significant practical experience
• Experience in selling Front-End Studies, Technology Evaluations, and Conceptual Development opportunities.
• Previous experience working within the Wood broader organization with the ability to successfully navigate inter-company Business Units
• Business Development background in the engineering or construction industry
• Significant and proven experience in a senior Business Development position is desired

Personal attributes:

• Pro-active attitude, common-sense approach to everyday life, treat all people with respect, integrity and consistency
• Natural leader of people with willingness to further develop leadership skills. Ability to coach and
  mentor through empowerment

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