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Aviation Subject Matter Expert/Business Development Manager

Requisition ID:  217275

  • Relocation Authorized:  None
  • Project No.:  00000
  • Grade:  29
  • Position to be Panel Interviewed?  No 

 

Aviation Subject Matter Expert/Business Development Manager

 

Department / Business Unit: Infrastructure Business Development

Accountable to: Asia Pacific Regional Manager of Business Development

Reporting to: Asia Pacific Regional Manager of Business Development

Location:  Jakarta, Manila or Singapore (candidate MUST have existing right to live and work in nominated location)

 

PURPOSE

The Aviation SME/Business Development Manager supports the Asia Pacific Regional Business Development Manager with the provision of business and technical advice in the identification and pursuit of airport development prospects in the region.

 

DUTIES

  • Develop, implement and communicate the region’s aviation business development strategy
  • Manage all aviation business development activities including the development of customer communication plans, account management and strategic partnerships in conjunction with the Asia Pacific Regional Business Development Manager
  • Identify new initiatives, construct and develop business proposals/cases and MOU’s
  • Plan new aviation proposals from initiative to close
  • Manage the region’s aviation business growth targets and plans
  • Support the preparation of business development forecasts and budgets by producing sales forecast and reports
  • In accordance with the business development strategy, drive and coordinate the sales and marketing activities across the region
  • Provide business advice and information to the Asia Pacific Regional Business Development Manager
  • Maintain overall responsibility for aviation business development and the related strategy processes
  • Undertake other duties as required by the Asia Pacific Regional Business Development Manager
  • Prospect for potential new customers and turn this into increased business
  • Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities
  • Meet potential customers by growing, maintaining, and leveraging your network
  • Identify potential customers, and the decision makers within the client organisation
  • Research and build relationships with new customers
  • Set up meetings between client decision makers and company’s practice leaders/Principals
  • Plan business development strategies, approaches and pitches
  • Work with team to develop proposals that speak to the customer’s needs, concerns, and objectives
  • Participate in pricing the solution/service
  • Use a variety of styles to persuade or negotiate appropriately
  • Present an image that mirrors that of the customers
  • Achieve personal KPI’s and business development targets
  • Comply with Bechtel's Code of Conduct

 

AUTHORITIES

  • Make recommendations to the regional Asia Pacific Manager of Business Development regarding any company related contractual agreement, proposed or in place
  • Review and advise on expenditure and proposals in accordance with approved financial delegations

 

SELECTION CRITERIA

 

Qualifications

Essential

  • Bachelor’s degree in a relevant discipline or equivalent
  • A minimum of 10 years’ experience in a similar role

Desirable

  • Diploma or higher-level qualification in leadership or management

 

Experience

Essential

  • Demonstrated experience in managing and securing complex business development opportunities and campaigns
  • Demonstrated experience working closely with airport management, investors, developers, and operators in the early stages of expansion and capital investment programmes to define technical, commercial and economic business development and delivery solutions
  • Thorough understanding of design and operations in all areas of a modern airport development including feasibility assessments, master planning, design development, design management and peer review as well as environmental and sustainable airport design approaches
  • Demonstrated experience in the development, implementation and communication of business strategic plans
  • Experience in leading proposals
  • Sound experience in financial and management accounting, particularly from the management accounting perspective
  • Previous experience in managing teams
  • Demonstrated experience in process mapping, review and writing

Desirable

  • Exposure to the aviation industry and/or knowledge and understanding of commercial aviation would be a distinct advantage
  • Experience in airport construction planning and execution
  • Exposure to managing information technology infrastructure
  • Experience in facilitating change in the workplace

 

Knowledge and Skills

Essential

  • Thorough knowledge of prospects and customers in the region and the ability to advise the Asia Pacific Business Development Manager on development risks and opportunities associated with each prospect to better inform the customer and the project
  • Detailed knowledge of the key technical and commercial drivers behind the development and delivery of airport infrastructure, from inception and business planning through to construction delivery, including the provision of technical and operational advice for the development, design, and delivery of major airports projects
  • Required to illustrate effective sales impact and results
  • Strong knowledge and understanding of commercial practices and contractual requirements
  • Ability to engage and motivate others
  • Superior level of business acumen
  • Excellent interpersonal, written and oral communication skills
  • Demonstrated ability to resolve issues through negotiation and consultation
  • Strong organisational skills including the ability to prioritise work, to deal with competing demands, manage time effectively and meet deadlines
  • Well-developed problem-solving skills
  • Demonstrated ability to deal with sensitive issues and maintain confidentiality
  • Strong computer literacy skills with proficiency in Microsoft Office suite of applications and the ability to become an effective user of new computer systems
  • Must be results driven and motivated
  • Preparedness to undertake training as required

 

Personal Qualities

Essential

  • Strong ability to develop and maintain professional relationships with stakeholders, partners and customers
  • Strong ability to manage multiple priorities in a deadline driven environment
  • Ability to work both independently and within a flexible team environment
  • Ability to foster a customer focused working environment and build and maintain rapport with staff
  • Ability to interact with internal and external customers from diverse cultural backgrounds, displaying awareness of cross-cultural communication issues
  • Willingness and ability to demonstrate initiative and accept responsibility

 

ORGANISATIONAL COMPETENCIES

Competency

Example – Description of Behaviour

Customer Focus

Builds a customer focused culture with an emphasis on listening to and proactively addressing the needs of external and internal customers.

Teamwork

Collaborates cross-organisationally to establish and execute aligned strategic plans and objectives.

Drive for Results

Acts as a catalyst for change within the organisation, striving to be change-ready and responsive to industry and market influences.

Communication

Positively guides outcomes through the effective use of appropriate influencing skills and different lines of reasoning. Fosters an environment of open communication, listening actively, and ensuring confidentiality as appropriate.

Technical Skills

Exercises sound judgment and decision-making based upon knowledge of business principles and practices, industry dynamics, market trends, operations, and company strategy.

Holding People Accountable

Holds self and others accountable for timely, measurable, high quality and cost-effective results.

Leading Teams

Demonstrates a commitment and focus on best practice principles, ensuring a continuous improvement methodology is adhered to by business units and teams.

Leading Change

Anticipates staff concerns and formulates appropriate responses. Demonstrates a high level of adaptability to changing priorities.

Strategic Business Thinking

Establishes strategic performance measures to allow the department / business unit / organisation to continually assess and adjust direction or focus.

Openness to Change and Learning

pursues opportunities to develop the business unit’s operational capability and skills in line with the organisation’s strategic plans.

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.