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Business Development Manager Nuclear Security

Requisition ID:  227562

  • Relocation Authorized:  None
  • Project No.:  [[cust_projectNumber]]
  • Grade:  28-29
  • Position to be Panel Interviewed?  Yes 

SUMMARY:

Responsible for identifying, evaluating, and recommending prospective new work within the UK Nuclear Security market, including strategic market development and penetration.  The Nuclear Security remit is to cover the UK defence work underway to support the UK’s strategic deterrent, including activities at AWE, Barrow and naval dockyards support Continuous at Sea Deterrence.

The role will be responsible for developing strategy and directing preparation of proposals and presentations to win new business opportunities.  There will be a requirement to coordinate with functional departments in formulating strategy and lead proposal preparation and negotiations with customer to ensure Bechtel business objectives are met.  In addition, the role will be responsible for establishing and maintaining customer relationships and strategic teaming partner relationships. 

Also, takin on challenges within broader NS&E International team, including leading on budgeting and ad hoc support to ongoing business development work.

For salary grade determination, see Addendum.

 

JOB DIMENSIONS:

  Supervision Received

  • Reports to and receives functional guidance from the Manager, NS&E International

 

  • Supervision Exercise
  • Supervises business development representatives, associates and administrative personnel as required.

 Contacts

  • Maintains continuing contacts with project managers, key technical leads, functional managers and counterparts in other Bechtel regions and industry units.
  • Maintains continuing professional contacts with customer and industry personnel.
     
    ESSENTIAL JOB DUTIES:
     Directs departmental efforts and activities in maintaining and improving relationships with customers and building relations with prospective customers. Assists business development representatives or is responsible for:
  • Building and maintaining personal relationships with appropriate middle and senior management executives in customer organizations and strategic teaming partners.
  • Keeping informed of customers' present and future plans for growth, projects, and programmatic and technical requirements.
  • Demonstrating through the use of personal knowledge, supplemented by other Bechtel personnel, 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.
     
  • Directs and actively participates in planning the business development/capture strategy for specific prospects.  Keeps aware of the business development activity and strategy of competitors, including their pricing trends and approaches.  Follows up on jobs won and lost to determine the reasons why Bechtel was or was not selected
  • Supervises the preparation and coordination of proposals, including developing and managing proposal win plans and guiding market intelligence.
  • Develops teaming and pricing strategies and leads proposal and pricing reviews with functional and senior managers.
  •  Apprises functional management on as needed basis of prospect status; coordinates proposal and prospect staffing needs; and initiates follow through and obtains management approval at appropriate level per legal instructions and corporate policies.
  • Develops strategy and leads proposal presentations and fee negotiations with customers.
  • Directs the preparation and ensures corporate approval of contracts for awarded projects/studies. Oversees the conduct of 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, and sees that these are utilized in overall business development efforts.
  • Responsible for performance review, training and development of direct reports and assigned staff.
  • Maintains active presence in the industry with strategic teaming partners and subcontractors including small business/small disadvantaged business subcontractors.
  • Familiar with UK nuclear sector with (preferably) some direct experience of work within, or closely aligned to, the strategic weapons sector
  • Successful track record of winning work in the UK
  • JOB KNOWLEDGE: 
  • Knowledge of and experience of project execution and company operations.
  • Thorough knowledge of company capabilities and services to other customers.
  • Comprehensive experience in sales and knowledge of current industry technology.
  • Verified aptitude to plan and organize resources.
  • Knowledge of corporate policies and directives related to proposal and contract formulation.
  • Skill in oral and written communication with demonstrated ability in making presentations to customers and management.
  • Experience in management, supervision, and personnel administration functions, including selection and training of personnel.
  • Knowledge in preparation of win plans, pre-positioning, targeting, pursuit and capture of strategic prospects.
  • Ability to sell 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.  
  • Proven ability to work effectively in fluid environments.
  • Ability to influence internally without direct authority with strong covenant based behavior. 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
  • Is able 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. 

 

 

 

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.