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Business Development Mgr, Heavy Civil Americas

Requisition ID: 263664 

  • Relocation Authorized: National - Family 
  • Telework Type: Full-Time Telework 
  • Work Location: Various Permanent Locations 

Company Overview
Bechtel helps clients deliver projects of purpose that create a lasting positive legacy globally. These projects create jobs and grow economies; improve the resiliency of the world's infrastructure; connect communities to resources and opportunities; get us closer to net zero; tackle critical environmental challenges to protect people and the planet; and accelerate progress to make the world a cleaner, greener, safer place. Bechtel is currently looking for a business development manager, leading business development activities for the Heavy Civil Business Line in the Americas (predominantly North America).  To achieve this goal individuals from Bechtel bring their experience and expertise to the role while working within the client’s organization as part of an integrated team. We commit to supporting the client’s goals while promoting our values of fairness, diversity, inclusion, trust and collaboration guided by our Vision, Values and Covenants.

 

Position Summary:

As the lead business development individual in the Americas, the Business Development Manager will be expected to make a significant and impactful leadership contribution as part of this newly formed team. They will be responsible for full cycle business development activities, including market research and gathering of intelligence, strategic market development, building deep customer relationships, competitor analysis, identifying a key prospect list where Bechtel can positively impact the outcome for a Customer, developing win plans, leading development of proposal material, and negotiating and closing contracts. The Heavy Civil Business line is focused on EPC opportunities. The BD Manager will have expertise in developing prospects as an EPC contractor, ideally with experience in the heavy civil industries or hydropower and pumped storage markets.  Bringing high emotional intelligence, a critical thinking mindset and a creative approach to client relationship development, this leader will help to refine our value proposition for customers and collaborate with colleagues across the globe to bring customers the benefits of Bechtel’s depth, scale, and experience. The BD Manager must be self-motivated and be able to exercise significant discretion, utilizing broad industry contacts, relationships and knowledge, along with extensive experience and expertise.

 

 Responsibilities:

  • Directs efforts and activities in creating, maintaining and improving relationships with key stakeholders (incl. strategic teaming partners) and building relations with prospective customers.  Includes development of a Customer Engagement Plan, recommending appropriate zippering.
  • Keeping informed of policy and regulatory environment, as relevant to target markets.
  • Keeping informed of customers' present and future plans for growth, projects, and associated key buying factors. Oversees the conduct of research of current and possible future strategic markets.
  • Maintains active presence in the industry with strategic teaming partners and subcontractors including small business/small disadvantaged business subcontractors.
  • 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. Demonstrating through the use of personal knowledge, supplemented by other Bechtel personnel, how Bechtel can help meet the customers’ requirements and expectations.
  • Establish Bechtel within the region as the positive brand of choice for customer and partners for delivery of mega infrastructure projects.
  • Supervises the preparation and coordination of proposals, including developing and managing proposal win plans and guiding market intelligence and strategic marketing opportunities.
  • Develops teaming and pricing strategies together with commercial teams.
  • Ability to lead proposal presentations and fee negotiations with customers.
  • Develop and negotiate joint venture commercial deal, where applicable.
  • 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 corporate policies.
  • Responsible for performance review, training and development of direct reports and assigned staff.
  • Administers the business development tool (e.g. Dynamics, PowerBI, and MI reporting on prospects) and maintains records of prospective projects, customer, and competitor information.
  •  Assists in the preparation and monitoring of various business development activity reports and internal communications materials such as newsletters, dashboards, audio, and video media as required. This includes preparation of screening material and Win Plan reviews for prospect reviews with the GBU senior leadership.

 

 Qualifications and Skills:

  • Be able to share a track record of success in leading major capital project pursuits in the construction industry, preferably as an EPC contractor.
  • Able to champion deals both internally and externally with sufficient execution, commercial, and contractual knowledge to explore options and solutions with both. Is articulate and concise in describing the deal and associated risk and benefits.
  • Demonstrated ability to develop creative solutions and “connecting dots” through disparate information.
  • Knowledge of current industry trends.
  • Skill in oral and written communication with demonstrated ability in making presentations to customers and management.
  • Ability to influence internally without direct authority with strong covenant-based behavior. Works well with teams and other departments.
  • Demonstrated initiative and intensity in pursuit of new work; serves as the internal advocate for a prospect.
  • Demonstrated ability to manage, supervise, and develop personnel
  • Self-directed, requires limited daily supervision or guidance. 
  • Proven ability to work effectively in fluid environments and is resilient to an ever-changing environment.
  •  Responsive to internal and external customers with consistent follow-up and follow-through
  • Knowledge of how to prepare win plans, pre-positioning, targeting, pursuit and capture of strategic prospects.

Level 1

  • Bachelor’s degree in relevant field and 15 or more years of relevant work experience
  • Experience of managing complex stakeholder environments, bringing a blend of technical and commercial knowledge to enable effective deal structuring.
  • Knowledge of and experience of project execution and company operations.
  • Thorough knowledge of company capabilities and services to other customers.

Level 2

  • Existing network of contacts in target markets is preferable, or ability to build that network, in the full chain through Government, Delivery Authorities and Contractors/ Service Providers.
  • A working knowledge of the hydropower/pumped storage market would be desirable.
  • Ability to sell Bechtel’s value proposition, execution approach and commercial positions to customers through knowledge and authenticity.

 

 

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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; Energy; 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.

In accordance with Bechtel's duty to provide and maintain a safe workplace for our employees and to safeguard the health of our families, customers, and visitors, we have adopted mandatory COVID-19 safety protocols for each work location, which may include a vaccination or testing requirement. Please speak with your Bechtel recruiter to determine which protocols apply to the work location for the job you are seeking.