Senior Business Development Manager

Requisition ID:  274800

Requisition Posting End Date: 05/01/2024

The Senior Business Development Manager (BDM) is responsible for identifying and obtaining new business within Company's assigned business line(s) including conceptual engineering, front-end engineering design (FEED), detailed engineering, and Engineering, Procurement and Construction (EPC) scopes. The assigned business line for this position is Downstream and Chemicals. The Downstream and Chemicals business line has a global remit and is focused on the olefins, derivatives, processing, blue and green hydrogen pathways (re. hydrogen, ammonia and methanol), sustainable aviation fuel (SAF), and carbon capture market segments. The team’s focus is on FEED and EPC scopes.

POSITION SUMMARY:

• Develop and maintain long-term customer relationships, alliances and partnerships, and stay involved in a prospective project’s lifecycle
• Be responsible for client account management, maintenance of appropriate contact with key account representatives
• Partner with business line managers to ensure that projects sold meet company guidelines by screening prospects, developing a pursuit & win strategy, negotiating contracts, identifying, and analyzing risks and profit potential, and communicating customer needs and expectations to the leadership team
• Liaise with other departments as appropriate in relation to execution, legal, finance, tax, commercial, or other functional teams to support proposal development and prospect lifecycle
• Foster and develop positive customer relationships which result in increased business
• Provide important customer information regarding issues and needs to support the proposal development team in a timely fashion, and assist in managing pre-contract costs
• Participate and assist in transfer of awarded projects to project execution teams; and 
• Perform general functions inherent in managerial positions including budget control and reporting, and organizational analysis.   

RESPONSIBILITIES:

• Acts as the commercial “lead” and is responsible for development of policy letters and alignment meetings
• Directs and actively participates in planning the win strategy for prospects in his/ her purview
• Keeps aware of the business development activity and strategy of competitors, including their pricing trends and approaches  

• Follows up on jobs won and lost to determine the reasons why Bechtel was or was not selected
• Supervises the preparation and coordination of proposals, including developing and managing proposal win plans, executive summaries, and cover letters.  Ensures that win strategies are incorporated into proposals
• Develops teaming and pricing strategies and supports proposal and pricing reviews with functional and senior managers
• Maintains prospect status and updates in CRM and apprises functional management on as needed basis of prospect status

• Directs the preparation and ensures corporate approval of contracts for awarded projects/ studies
• Oversees the conduct of research of current and possible future strategic markets.  Recommends new services and new industry markets that the company should actively pursue

• Keeps informed of business relationships between Bechtel managers and key executives in customer and prospective customer organizations.  Ensures these are utilized in overall business development efforts.
• Maintains active presence in the industry with strategic teaming partners, subcontractors, competitors, and other industry contacts

JOB KNOWLEDGE:

• Prefer previous working experience on Energy, Oil, Chemicals or Gas projects
• Preferably has more than 15 years of experience
• Knowledge of and experience of project execution and company business objectives
• Ability to present company capabilities and services to customers
• Experienced interacting and working with customers in previous roles
• Skilled in oral and written communication with demonstrated ability in making presentations to customers and management
• Experience in preparation of win plans, shaping, targeting, pursuit and capture of strategic prospects preferred
• Ability to understand, articulate and sell Bechtel’s value proposition, execution approach and commercial positions to customers through knowledge and authenticity
• Demonstrated initiative and intensity in pursuit of new work; serves as the internal advocate for a prospect
• Self-directed, requires limited daily supervision or guidance
• Ability to influence internally without direct authority with strong covenant-based behavior
• Works well with teams and other departments
• Responsive to internal and external customers with consistent follow-up and follow-through
• Demonstrated ability to develop creative solutions and “connecting dots” through disparate information
• Champions deals both internally and externally with sufficient commercial and contractual/legal knowledge to explore options and solutions with both. Is articulate and concise in describing the deal and associated risk and benefits.

Qualifications and Skills:

Basic Qualifications

Bachelor’s degree in engineering or engineering/construction related area of study in engineering to be able to have thorough understanding of Company capabilities and the services it can provide to customers.  To have this understanding no specific engineering field of study is required.

Level One:

• Minimum 14 Years of Relevant Work Experience
• Prior experience in EPC industry business development, strategy development, external and internal client interface
• Some prior experience in commercial roles with experience working on complex issues where analysis of situations or data required in-depth knowledge of the company
• Experience pursuing projects in the Olefins, Derivatives, Processing, Blue and Green hydrogen pathways (re. hydrogen, ammonia and methanol), sustainable aviation fuel (SAF), and carbon capture market segments.
• Experience with licensors in the corresponding market segments.

Level Two:

• Minimum 17 Years of Relevant Work Experience
• Extensive prior experience in EPC industry business development, strategy development, external and internal client interface
• Extensive and applicable experience in commercial roles with experience working on complex issues where analysis of situations or data required in-depth knowledge of the company
• Ability to assess intangible variables, identify and evaluate fundamental issues and provide strategy and direction for major functional area
• Prior experience in leadership roles
• Experience pursuing projects in the Olefins, Derivatives, Processing, Blue and Green hydrogen pathways (re. hydrogen, ammonia and methanol), sustainable aviation fuel (SAF), and carbon capture market segments.
• Experience with licensors in the corresponding market segments

Shaping tomorrow together

Bechtel is one of the most respected global engineering, construction, and project management companies. Together with our customers, we deliver landmark projects that foster long-term progress and economic growth. Since 1898, we’ve completed more than 25,000 extraordinary projects across 160 countries on all seven continents. We operate through four global businesses: Infrastructure; Nuclear, Security & Environmental; Energy; and Mining & Metals. Our company and our culture are built on more than a century of leadership and a relentless adherence to our values, the core of which are safety, quality, ethics, and integrity. These values are what we believe, what we expect, what we deliver, and what we live.  
www.bechtel.com

Bechtel is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity and expression, age, national origin, disability, citizenship status (except as authorized by law), protected veteran status, genetic information, and any other characteristic protected by federal, state or local law.

In accordance with Bechtel's duty to provide and maintain a safe workplace for our employees and to safeguard the health of our families, customers, and visitors, we have adopted mandatory COVID-19 safety protocols for each work location, which may include a vaccination or testing requirement. Please speak with your Bechtel recruiter to determine which protocols apply to the work location for the job you are seeking.