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Business Development Manager, North America

Requisition ID:  234545

  • Relocation Authorized:  None
  • Grade:  28-29
  • Position to be Panel Interviewed?  Yes 
  • Requisition Posting End Date: 05/25/2021 

Job Summary

Bechtel’s Mining and Metals (M&M) business is strengthening its Marketing and Business Development team by recruiting a BD Manager for North America, based in Vancouver or Toronto. The position will report to the BD Manager for the Americas region and be accountable for building Bechtel’s major projects and studies business in North America. The BD Manager will be responsible for developing customer relationships, influencing the business strategy, and delivering the annual new work booked (NWB) plan. In addition, the BD Manager will lead and oversee all proposal development efforts, coordinating with technical, commercial, and legal teams in accordance with Bechtel’s internal governance processes.

 

Job Responsibilities

  • Customer relations: builds and maintains key customer relationships with existing and prospective customers. Keeps informed of customers' present and future plans for growth, projects, and programmatic and technical requirements. Understands key buying factors and establishes pathways to obtain feedback on projects and prospects. Prepares and delivers customer presentations.

 

  • New Work Booked: responsible for developing, implementing and delivering the annual NWB plan for North America. Builds prospect pipelines that will deliver sustainable, predictable profitability over the medium term. Interfaces with senior management  reviews and NWB updates.  

 

  • Proposals: leads or manages all proposals in the region, develops capture plans and winning value propositions. Identifies and shapes opportunities early in the BD process. Develops and manages teaming relationships and pricing strategies as necessary. Keeps abreast of the BD activity in the market, including pricing trends and approaches. Follows up on jobs won and lost for feedback and lessons learned.

 

  • Internal governance, BD processes and approvals: manages and administers the BD process for the sub-region including prospect screening, proposal budget administration, management approval letters and updates to Bechtel’s CRM system. Engages with the regional general manager and functional managers to assign proposal teams. Coordinates kickoff and operational transition meetings once new projects have been awarded.

 

  • Negotiations: leads or oversees all sub-regional negotiations with customers to close NWB deals. Develops negotiation plans and strategies. Leads complex commercial negotiations, interfacing with regional leadership and the M&M leadership team as appropriate to ensure alignment on commercial positions.

 

  • Marketing: develops and implements the region’s external branding and marketing, building from Bechtel’s corporate value proposition. Follows industry and customer trends to identify opportunities to promote M&M’s value through publications or events. Prepares marketing content and materials with support from graphic design.  

 

Job Qualifications and Key Behavioral Attributes

  • Education: Bachelor’s degree (required) or Master’s degree (preferred) in a relevant business, commercial, legal, engineering or construction discipline.

 

  • Experience: demonstrated previous experience performing the job responsibilities listed above in the engineering and construction industry or in a relevant associated sector.

 

  • Process: knowledge of internal and external BD process and typical industry policies and procedures.

 

  • Relentless energy: the individual is a self-starter with the motivation to continue pushing forward a good deal while effectively managing internal and external barriers. Demonstrates the tenacity necessary to find, develop and close prospects. Remains diligent and is always thinking about what it takes to win and deliver a good project.

 

  • Deal generator: understands what a good deal looks like, can see the different angles, evaluate alternatives and filter out distractions. Has the ability to communicate the pros and cons of complex deals and delivery models and sell a position to influence outcomes.

 

  • Delivery focused and competitive: can develop a structured plan for what it takes to develop and win a prospect and meet the time requirements. Is able to understand all the steps needed to bring a deal to management and is able to drive the BD process across functions. Is constantly focused on delivering what it takes to win.

 

  • Creative problem-solver: is able to understand challenges and come up with creative practical solutions. Is adaptable with the ability to adjust a conversation or prospect approach as new challenges are presented. This includes adapting to short-term change through a conversation with a customer or larger issues on how to adjust the structure of a deal.

 

  • Strategic: navigates effectively between business strategy and prospect tactics. Can assess new markets, provide comparative data, competitor analysis and knows the winning pricing benchmarks. Has the ability to understand the deal and is able to influence, shape and structure the ideal position for Bechtel by understanding the customer’s needs and positioning us to deliver best value.

 

  • Networker and relationship builder: proactively builds internal and external relationships across the entire value chain of our stakeholders (e.g. customers, suppliers, partners, competitors, consultants, and others). Is able to develop a stakeholder map, understanding the dynamics between decision-makers and influencers. Is able to operate at all levels with our stakeholders (executive leadership, technical and commercial teams), as well as with our executive management.

 

  • Alignment to customer culture: has the local experience or knowledge of the region to appreciate customer sensitivities. Is a good listener and is able to communicate concisely and clearly.

 

  • Major project experience: ability to bring first-hand experience to communicate to stakeholders and understand challenges that a prospect could face. Brings a mix of technical, commercial and legal knowledge to enable effective deal structuring. 

 

  • Leadership: leads by example both personally leading prospects and coordinating proposal teams. Is a team player who proactively engages across functions and departments. Provides direction without problem solving and supports the development of the team.     

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.