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Senior Business Development Manager - Energy Transition

Requisition ID:  234265

Requisition Posting End Date: 10/22/2021

SUMMARY:

The Senior Business Development Manager (BDM) is responsible for identifying, pursuing, and winning prospective new work within an assigned market segment(s).  Accountable for development of prospect win strategies and support of proposal preparation and presentations to secure new business opportunities.  Participates in commercial and contractual negotiations with customer to ensure Bechtel business objectives are met.  Establishes and maintains long term relationships with customers, strategic partners, and other industry contacts. Acts as the customer advocate and cultivates deeper engagement between Bechtel and customer organizations.

 

JOB DIMENSIONS:

  1. Supervision Received
  • Reports to and receives functional guidance from the Market Segment Business Development Lead and/or the Global Manager of Business Development, Downstream & Chemicals
  1. Supervision Exercised
  • Supervises business development representatives, associates, and administrative personnel (as required).
  1. Contacts
  • Maintains continuing contacts with business line general managers, project managers, key technical leads, functional managers and counterparts in other Bechtel regions and business units.
  • Develops and maintains continuing professional contacts with customer and industry personnel.

 

PRINCIPAL RESPONSIBILITIES:

  • Undertakes efforts to maintain and improve relationships with customers and build relationships with prospective customers.  Responsible for:
    • Building and maintaining personal relationships with appropriate middle and senior management executives in customer organizations and strategic partners
    • Keeping informed of customers' present and future plans for growth, projects, and programmatic and technical requirements
    • Liaising with Project Managers for assigned projects/ customers on the customer survey process and results
  • Acts as the commercial lead for his/her pursuits and is responsible for development of management approval letters and alignment meetings
  • Directs and actively participates in planning the win strategy for prospects in his/her market segment
  • Maintains awareness of the business development activity and strategy of competitors, including their pricing trends and approaches
  • Obtains feedback on jobs won and lost to determine the reasons why Bechtel was or was not selected.
  • Supervises the proposal process for his/her pursuits, 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 of prospect status on as-needed basis
  • Directs the preparation and ensures management approval of contracts for awarded projects
  • Oversees 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 relationships are utilized in overall business development efforts
  • Responsible for performance review, training and development of direct reports and assigned staff (as applicable)
  • Maintains active presence in the industry with strategic teaming partners, subcontractors, competitors and other industry contacts
  • Ability to travel both domestically and internationally 25%+ annually

 

JOB KNOWLEDGE:

  • Undergraduate degree in chemical or mechanical engineering, or business administration and ability to engage customers in technical discussions to match their needs to company’s offerings
  • Preferably more than 10 years of experience in business development or related capacity, with established industry contacts – experience with technology providers, developers, and/or Oil & Gas asset owners.
  • Experience with diverse product value chains and technologies in technical and/or business capacities, including carbon capture, plastics circularity, advanced fuels, and/or blue or green hydrogen production.
  • First hand experience of O&M/small capital projects work in UK power and industrial facilities is an asset.
  • Proven ability to work effectively in UK
  • Sound fundamental understanding of project development and execution, as it relates to customer needs and company capabilities
  • Ability to present company capabilities and services to customers
  • Comprehensive understanding of sales processes and tools
  • 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
  • Ability to convey 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 and with behavior that exemplifies Bechtel vision, values and covenants. 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
  • Ability to champion 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.

 

 

Location: Will consider remote work with meetings in London, as needed.

 

What we offer

At Bechtel we offer a competitive salary package with the opportunity for flexible working to achieve greater work-life balance. Employee wellbeing is at the centre of our business and Bechtel is committed to offering you the benefits and resources to live healthy lives. We can offer:

Flexible Working

Private Medical Coverage

Life Insurance Program

Pension Scheme

Employee Assistance Program

Long Term Disability Scheme

 

Our Commitment

Bechtel’s Vision, Values and Covenants commit us to the ideals of fairness, diversity, inclusion, trust, and collaboration, among others. These values help define our culture, our way of doing business, and the positive impact we aspire to make in the world through our people and projects. At our project sites and offices, we have many colleagues from different nationalities, religions, and backgrounds working together to accomplish amazing things.

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 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.

Applicants with a disability, who require a reasonable accommodation for any part of the application or hiring process, may e-mail their request to acesstmt@bechtel.com or call +1-800-749-2372 for assistance. Determinations on request for reasonable accommodation will be made on a case-by-case basis.

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Juntos formando el mañana

Bechtel es una de las empresas de ingeniería, construcción y gestión de proyectos más respetadas a nivel mundial. Junto con nuestros clientes, entregamos proyectos emblemáticos que fomentan el progreso y el crecimiento económico a largo plazo. Desde 1898, hemos completado más de 25.000 proyectos extraordinarios en 160 países de los siete continentes. Operamos a través de cuatro unidades de negocios globales: Infraestructura; Nuclear, Seguridad y Medio Ambiente; Petróleo, Gas y Productos Químicos; y Minería y Metales. Nuestra empresa y nuestra cultura se basan en más de un siglo de liderazgo y una adherencia incesante a nuestros valores, cuyo núcleo son la seguridad, la calidad, la ética y la integridad. Estos valores son lo que creemos, lo que esperamos, lo que entregamos y lo que vivimos.

www.bechtel.com

Bechtel es un empleador que ofrece igualdad de oportunidades. Todos los postulantes calificados serán considerados para su contratación sin distinción de raza, color, religión, sexo, orientación sexual, identidad y expresión de género, edad, nacionalidad, discapacidad, estado de ciudadanía (según lo autorice la ley), estatus militar, información genética y cualquier otra característica protegida por la ley federal, estatal o local.

Postulantes en situación de discapacidad, que requieran de ajustes razonables para cualquier etapa del proceso de reclutamiento y contratación, pueden enviar su solicitud por correo electrónico a acesstmt@bechtel.com para recibir apoyo. Determinaciones referentes a los requerimientos de ajustes razonables serán revisados  caso a caso.