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International, Manager, Marketing and Business Development

Requisition ID:  229287

  • Relocation Authorized:  National - Single
  • Grade:  31
  • Position to be Panel Interviewed?  Yes 

SUMMARY:

Develops strategies and implementation plans to identify, pursue and win opportunities in one market sector/region. Supervises and develops business development personnel within Europe, Middle East and Africa (EMEA). Often manages simultaneous marketing and business development efforts.  Builds and manages relationships with customers, potential teaming partners and competitor organizations.

 JOB DIMENSIONS:

A. Supervision Received

  • Reports to and receives broad operational guidance from NS&E Manager of Strategic Planning & M&BD.

B. Supervision Exercised

  • Provides management guidance and operational and functional supervision to Business Development managers within responsible market sector/region.

C. Contacts

  • Maintains professional relationships with senior officers of customers, competitors and teaming partners and industry personnel.
  • Maintains close contact with senior management, other department and functional managers and counterparts within other Bechtel regions and industry units.

 

PRINCIPAL RESPONSIBILITIES: 

  • Serves as lead strategist for market sector/region.
  • Directs the efforts and activities of the Business Development managers/representatives in maintaining, improving and/or building relationships with customers or prospective customers.  Assigns business development responsibility to self or Business Development managers and assists staff in or is personally responsible for:
  • Developing and maintaining personal relationships with appropriate senior and middle management executives in customer organizations and developing advantageous positions to gain prospective work.
  • Being knowledgeable of present and future customer programs and project plans.
  • Advising customers of new developments in the management, design, construction, and/or operation of their facilities, and aiding them in solving their challenges.
  • Developing and maintaining associations in the business community to keep apprised of new business opportunities.
  • Keeps apprised of business development activity and strategy of competitors including their pricing trends, strategies and policies, awards, and losses.  Follows up on jobs won and lost to competition to determine the reasons why Bechtel was or was not selected and monitors competitors’ project performance and marketing strategies.
  • Conducts research of current and future markets for present and new services.  Develops recommendations for new services and new industry markets that the company should offer and actively pursue.
  • Responsible for key teaming decisions and for negotiating scope splits, roles, and financial arrangements with teaming partners. 
  • Directs the preparation of proposals, including assuring the participation of appropriate functional organizations.  Establishes proposal strategy and pricing.
  • Responsible for directing and obtaining timely, appropriate Bechtel management approvals to support new bids in accordance with corporate and company directive and legal instructions.
  • Responsible for final proposal presentations and negotiations of Bechtel responsibilities and fee approach with customers.
  • Directs the preparation of and obtains legal and management approval of contracts for awarded projects.
  • Formulates, recommends, and monitors business development policies, plans, programs, and budgets to achieve sales growth, portfolio diversification, and profitability.
  • Responsible for performance review, training and development of direct reports.
  • Provides after-sales services by monitoring and reviewing progress of the project with the customers.
  • Prepares sales and marketing materials for use with customers. 
  • Ensures dissemination of strategies within the company and buy-in among the various departments and functional organizations.

 JOB KNOWLEDGE & REQUIREMENTS:

  • Must have the legal right to work and remain in the United Kingdom without needing visa sponsorship.
  • Thorough knowledge of and experience in company operations and market sector/region.
  • Demonstrated skill in development of business, sales, and sustaining relationships with clients.
  • Demonstrated ability to screen prospective clients and to formulate and present new concepts for business development and project conceptualization.
  • Skills in oral and written communications and ability to make presentations to clients and senior management.
  • Demonstrated ability to manage, supervise, and develop personnel.
  • Ability to organize and motivate teams for winning new work.

Bechtel’s internal staffing policy includes the minimum time that you need to be in your current position before applying to a new position.  Please refer to the applicable policy manual and ensure you meet the minimum requirements.