Senior Business Development Manager

Requisition ID: 280053 

•  Relocation Authorized: National - Family 
• Telework Type: Part-Time Telework 
• Work Location: Toronto, ON 

Extraordinary teams building inspiring projects:

Since 1898, we have helped customers complete more than 25,000 projects in 160 countries on all seven continents that have created jobs, grown economies, improved the resiliency of the world's infrastructure, increased access to energy, resources, and vital services, and made the world a safer, cleaner place. 

Differentiated by the quality of our people and our relentless drive to deliver the most successful outcomes, we align our capabilities to our customers' objectives to create a lasting positive impact. We serve the Infrastructure; Nuclear, Security & Environmental; Energy; Mining & Metals, and the Manufacturing and Technology markets. Our services span from initial planning and investment, through start-up and operations. 

Core to Bechtel is our Vision, Values and Commitments. They are what we believe, what customers can expect, and how we deliver. Learn more about our extraordinary teams building inspiring projects in our Impact Report. 

Job Summary:

Bechtel is seeking a Senior Business Development Manager for the Ontario public infrastructure market (based in Toronto, Canada) to become a leader in a fast-expanding team. Bechtel is committed to building an enduring presence in the public infrastructure market in Ontario, particularly in the markets of transit and aviation, with major public bodies (e.g., Metrolinx, GTAA, Infrastructure Ontario, TCC). Bechtel has a strong presence in the market as Delivery Partner for Metrolinx’s CAD $20BN Ontario Line subway expansion and a number of proposals submitted to customers pending award.

Bechtel is evolving its strategy and approach to the market to include the identification of multiple sales channels, and a tailored value proposition based around specific customer needs. The Senior BD Manager (Ontario) will be responsible for devising the detail of this approach, aligning internal resources, external partnerships and operationalizing with its target customers. The successful candidate will be integral to impacting Bechtel’s business mission. 

Responsible for identifying, evaluating, and recommending prospective new work in the area including strategic market development and penetration. Develops strategy and directs preparation of proposals and presentations to win new business opportunities in line with an ‘account management’ approach to its target customers. Coordinates with functional departments in formulating winning pursuit strategies and leads proposal preparation and negotiations with customer to ensure Bechtel business objectives are met. Establishes and maintains customer relationships and strategic business partner relationships. Has a particular focus on execution planning and developing strong value proposition around Bechtel capabilities.

Key responsibilities will involve developing and refining the value proposition of our services in alignment with company goals. This includes conducting market research, segmenting target customers, and creating compelling messaging and marketing materials. You will work closely with cross-functional teams and collaborate through customer engagement plans to effectively communicate the value proposition to internal and external stakeholders. Tracking performance and continuous improvement based on data-driven insights will be essential in this role to optimize messaging and drive business growth. #LI-JL1

"This position is designated as part-time telework per our global telework policy and may require at least three days of in-person attendance per week at the assigned office or project. Weekly in-person schedules will be determined by the individual and their supervisor, in consultation with functional or project leadership”

Major Responsibilities:

• Identify, establish and maintain relationships with key stakeholders and build relations at prospective customers with appropriate middle and senior management executives in customer organizations. 
• Keeps informed of customers' present and future growth plans, projects, and programmatic and technical requirements. 
• Demonstrates, using personal knowledge and 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. 
• Supervises the preparation and coordination of proposals, including developing and managing proposal win plans and guiding market intelligence. Develops strategy and leads proposal presentations and fee negotiations with customers. 
• Leads teaming and partnering efforts for identified pursuits. 
• 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. 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 find the reasons why Bechtel was or was not selected. 
• 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. 
• Maintains active presence in the industry with strategic teaming partners and subcontractors, including small business/small disadvantaged business subcontractors. 

Education and Experience Requirements:

• Requires a bachelor’s degree from an accredited university with 10 years of relevant professional experience, or 13 years relevant work experience in lieu of degree.

Required Knowledge and Skills:

• Experience and knowledge of public agencies and public contracting throughout state of New York; an asset if also familiar with state of New Jersey.
• Experience in sales and knowledge of current industry trends.
• Understanding the contractual structures from PMC / Delivery Partners / Construction Management / to full DB turnkey.
• Experience in structuring and negotiating the commercial terms and conditions for all forms of delivery models.
• Demonstrate market awareness, commercial astuteness, and an entrepreneurial mindset required to develop and drive a strategic growth plan, and delivery focus to steer teams to win new prospects.
• Possess strong leadership attributes, with evidence of leading by example in developing new business opportunities, with also an ability to influence at all levels across functions and departments.
• Ability to share a track record of success in leading major capital project pursuits, particularly in the professional services environment.
• Demonstrate strong strategic thinking, with an ability to navigate effectively between business strategy and prospect tactics, balancing efforts toward both short term and long-term objectives.
• Demonstrate strong interpersonal and communication skills to network and build relationships both internally and externally.
• Must be effective listeners with an ability to communicate concisely and clearly.
• Bring high emotional intelligence to the role, be an active listener and effective builder of teams and relationships.
• Display high energy and drive, confidence but also humility, a competitive spirit, collaborative teamwork, creative and critical thinking in problem solving.
• Knowledge of corporate policies and directives related to proposal and contract formulation.
• Ability to travel.

Total Rewards/Benefits:

For decades, Bechtel has worked to inspire the next generation of employees and beyond! Because our teams face some of the world's toughest challenges, we offer robust benefits to ensure our people thrive. Whether it is advancing careers, delivering programs to enhance our culture, or providing time to recharge, Bechtel has the benefits to build a legacy of sustainable growth. Learn more at Bechtel Total Rewards

Diverse teams build the extraordinary:

As a global company, Bechtel has long been home to a vibrant multitude of nationalities, cultures, ethnicities, and life experiences. This diversity has made us a more trusted partner, more effective problem solvers and innovators, and a more attractive destination for leading talent.

We are committed to being a company where every colleague feels that they belong-where colleagues feel part of "One Team," respected and rewarded for what they bring, supported in pursuing their goals, invested in our values and purpose, and treated equitably. Click here to learn more about the people who power our legacy.

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. Applicants with a disability, who require a reasonable accommodation for any part of the application or hiring process, may e-mail their request to acesstmt@bechtel.com