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Business Development Manager - Australia

Requisition ID:  234127

Requisition Posting End Date: 04/21/2021

Bechtel is among the most respected engineering, project management, and construction companies in the world. Bechtel operates through four global business units that specialize in infrastructure; mining and metals; nuclear, security and environmental; and oil, gas, and chemicals. Today, our colleagues’ team with customers, partners, and suppliers on diverse projects in nearly 40 countries.
 
Role
This is the senior BD role for Infrastructure within Australia, to oversee all business development activities for our Infrastructure business line.  The role reports to the Asia Pacific (APAC) Region General Manager.

 

Job Summary
As the BD Australia Manager, you will be responsible for expanding Infrastructure’s presence in Australia.  Responsible for identifying, evaluating, and recommending prospective new work including strategic market development and sustainable market penetration.

 
Major focus on development of a stakeholder engagement plan and a long-term strategy with the ability to build strong relationships with senior stakeholders (including senior executives and senior members of the Government relevant agencies).  The BD Australia Manager must be self-motivated and be able to exercise significant discretion, utilising broad industry contacts, relationships, and knowledge, along with extensive experience and expertise.

 

The BD Australia Manager will develop strategy alongside the Regional General Manager and direct preparation of proposals and presentations to win new business opportunities.  Coordinates with Functions and Sectors in formulating strategy.  Establishes and maintains customer relationships and strategic teaming partner relationships.

 

The BD Manager Australia will have excellent written and oral communication skills with the ability to develop and articulate a clear strategy.  Candidate will have excellent interpersonal skills with the ability to develop and lead a cohesive team. 

 

Job Responsibilities

  • Supervises, directs and manages the activities of the BD Infra team in Australia
  • Directs efforts and activities in building, maintaining and improving relationships with key stakeholders and building relations with prospective and existing customers. 
  • Building and maintaining personal relationships with appropriate middle and senior management executives in customer organizations and, where applicable 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 and strategic marketing opportunities.
  • Develops teaming and pricing strategies together with the regional operations manager and commercial manager 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 corporate policies.
  • Develops strategy and leads proposal presentations and fee negotiations with customers.
    Develop and negotiate joint venture commercial deal, where applicable.
  • 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 could actively pursue.
  • Keeps informed of business relationships between Bechtel managers and key executives in customer and prospective customer organisations and sees that these are utilized in overall business development efforts.
  • As the business grows in Asia, be 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.

 

 

Job Dimension

  • 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.
  • Has a strong network of contacts in the Infrastructure market, ideally in the full chain through Government, Delivery Authorities and Contractors/ Service Providers.
  • Strong stakeholder and external relationships skills
  • A working knowledge of the transport, renewables and clean energy, digital, water, and civil sectors would be desirable.
  • Understanding of the market and the supply chain.
  • Demonstrated ability to develop creative solutions and “connecting dots” through disparate information.
  • Ability to sell Bechtel’s value proposition, execution approach and commercial positions to customers through knowledge and authenticity.
  • Senior Management with execution and company operations experience, or alternatively senior Government experience in the Infrastructure market. 
  • Ability to gain a thorough knowledge of company capabilities and services to relate to other customers.  
  • Experience in sales and knowledge of current industry trends. 
  • Skill in oral and written communication with demonstrated ability in making presentations to customers and management. 
  • 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 and is resilient to an ever-changing environment.
  • Ability to influence internally without direct authority with strong covenant-based behaviour.
  • Works well with teams and other departments.
  • 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.

 

Qualifications

  • Degree in Business, Law, Engineering, Construction Management or similar, or equivalent, and 12-15 years of industry related experience.  

 

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.