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Business Development Manager - Communications

Requisition ID:  230396

Closing Date: 4th September 2020 

Bechtel is a trusted engineering, construction and project management partner to industry and government. Since 1898, we have helped customers complete more than 25,000 projects in 160 countries on all seven continents that have created jobs, grown economies, improved the resiliency of the world's infrastructure, increased access to energy, resources, and vital services, and made the world a safer, cleaner place. Differentiated by the quality of our people and our relentless drive to deliver the most successful outcomes, we align our capabilities to our customers’ objectives to create a lasting positive impact.  

 

Role:  

This is a senior business development manager role based in Reston, VA or London, UK covering Bechtel’s Communications business in one or more of the business segments in Wireless, Fiber Telecoms, Electric Vehicle charging stations, Data Centers, and/or Smart Cities 

 

Job Summary: 

  • Establish and maintain relationships with customers, key stakeholders and strategic teaming partners. 

  • Responsible for identifying, evaluating, and recommending prospective new work within a specific market area, including strategic market creation, establishment and development opportunities. 

  • Develop and implement strategy to win new business opportunities including coordinating with functional departments in formulating strategy, leading proposal preparation and negotiations with customers.  

 

Job Dimension 

A.  Supervision Received 

  • Reports to the Regional Business Development Manager 

 

B. Supervision Exercised 

  • Supervises business development representatives, associates and administrative personnel. 

 

C.  Contacts 

  • Maintains continuing professional contacts with customer and industry personnel. 

  • Maintains continuing contacts with project managers, key technical leads, functional managers and counterparts in other Bechtel regions and industry units. 

 

 Job Responsibilities: 

  1. Directs efforts and activities in maintaining and improving relationships with key stakeholders and building relations with prospective customers. Is responsible for: 

  • Building and maintaining personal relationships with appropriate middle and senior management executives in customer organizations, government/public bodies and strategic teaming partner organizations.  

  • Keeping informed of customers' present and future growth plans and projects including programmatic and technical requirements. 

  • Demonstrating through personal knowledge, supplemented by other Bechtel personnel, of how Bechtel can help meet the customers’ requirements and expectations. 

  • Liaises with Project Managers for assigned projects/customers in the engagement and follow-through on the customer survey process and results. 

  1. Directs and actively participates in planning the win strategy for specific prospects.  Keeps aware of the business development activity and strategy of competitors, including their pricing trends and approaches.   

  1. Oversees and provides input into research of current and possible future strategic markets within market area. Recommends new services and new industry markets that the company should actively pursue. 

  1. Supervises the preparation and coordination of proposals, including developing and managing proposal win plans and guiding market intelligence. 

  1. Develops teaming and pricing strategies and leads proposal and pricing reviews with functional and senior managers. 

  1. Effectively communicates with functional management and other internal stakeholders on an as needed basis of prospect status; coordinates proposal and prospect staffing needs, initiates, follows-through and obtains appropriate management approval as per legal instructions and corporate policies. 

  1. Develops strategy for and leads proposal presentations and fee negotiations with customers.  

  1. Directs the preparation and ensures corporate approval of contracts for awarded projects/studies. Follows up on jobs won and lost to determine the reasons why Bechtel was or was not selected. 

  1. Maintains active presence in the industry, with strategic teaming partners and subcontractors including small businesses and businesses owned by underrepresented groups.   

  1.  Keeps informed of business relationships between Bechtel managers and key executives and government officials in customer and prospective customer organizations and sees that these are utilized in overall business development efforts 

  1.  Responsible for development, training and performance review of direct reports and assigned staff. 

 

 

Job Qualifications:  

  • Minimum 15 years of experience with existing relationships and network of industry contacts in one or more of wireless, fiber, data centers, smart cities  and/or Electrical Vehicle charging Stations in either USA, UK, Europe, Africa or the Middle East, or Asia Pacific 

  • Strong network of customers and stakeholders in any of the specific markets and business segments.  

  • Comprehensive experience in sales and knowledge of current industry technology  

  • Thorough knowledge of current industry trends and Bechtel’s capabilities, operations and services to other customers  

  • Proven ability to develop and maintain strong, in-depth relationships with customers and stakeholders based on trust  

  • Demonstrated ability to develop creative solutions and “connecting dots” through disparate information 

  • Ability to sell Bechtel’s value proposition, execution approach and commercial positions to customers through knowledge and authenticity. 

  • Responsive to internal and external customers and stakeholders with consistent follow-up and follow-through 

  • Demonstrate initiative and dedication to the pursuit of new work 

  • Ability to champion deals both internally and externally with adequate commercial and contractual knowledge to explore options and solutions with both customer and management 

  • Articulate and concise in describing deals and associated risk and benefits  

  • Ability to work collaboratively and effectively within a large, global organization 

  • Ability to influence internally with or without direct authority through strong covenant-based behavior 

  • Proven ability to adapt and work effectively in fast changing and fluid environments. 

  • Effective oral and written communication skills, with demonstrated ability to deliver compelling presentations to customers and management.  

  • Knowledge in preparation of win plans, pre-positioning, selecting, structuring and winning of strategic prospects.  

  • Knowledge of corporate policies and directives related to proposal and contract formulation.  

  • Demonstrated ability to plan and organize resources.  

  • Experience in management, supervision, and personnel administration functions, including selection and training of personnel. 

 

This is a business development role within the UK/U.S  Business Lines, working across all Infrastructure sectors.

 

 

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; Oil, Gas & Chemicals; 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, national origin, or protected veteran status and will not be discriminated against on the basis of disability.