Business Development Manager

Job description / Role

Responsibilities

The Business Development Manager's primary role is to find and take advantage of opportunities to grow Wood's business, in line with our global and business unit strategic plans.

The main objective is the winning of new business and to support growth business targets including revenue/margin and client relationship development. Primary focus will be the development and management of the opportunity funnel that brings in multiple sectors and capabilities.

The BDM will coordinate with other BDMs and execution centres across Wood as and when necessary to fully exploit opportunities, identifying the complementary skillsets, competence, relationships, and cost bases which may be advantageous to employ to best position Wood to win the work.

Working with the leadership teams, the BDM supports all positioning, business strategies, business development, acquisition pursuits, key customer management, and proposal activities and ensures they are consistent with Wood's processes, procedures, strategic plan, and business goals.

The BDM will utilise their market, client, and opportunity knowledge to identify any undue risks and/or when the win probability may be very low which may lead to a no pursuit/bid recommendation.

The role ensures Wood is aligned and well positioned to nurture new and existing client relationships;

• Provide input to and deliver effective strategies to gain new business
• Define new market entry requirements and win propositions, developing a clear route map to successful pre-qualification and bid submissions and communicate clearly to pursuit and proposal teams
• Provide input to execution plans, including information and intelligence on customer needs, detailing views and opinions on the competitor landscape in order to develop compelling propositions to enhance the success of business winning
• Progress the processing of customer enquiries, prequalification compilations, and bid submissions for clients and projects
• Work closely with other internal departments to ensure the needs of the client are fulfilled in a timely manner and any issues resolved
• Inform leadership of market conditions, competitors, relationship status, and collaborative opportunities
• Develop, maintain, and broaden good business relationships with existing and prospective clients
• Ensure compliance with the Business Ethics Policy, Risk Assessments, and Internal Audit requirements, embracing a culture of compliance within the business

Key accountabilities and responsibilities

• Identification, validation, and leadership of key prospects and opportunities
• Facilitate client meetings with appropriate Wood personnel to achieve business objectives and meet client needs
• Use commercial and contractual acumen to identify barriers to success and enable early assessment of the likely competitiveness of a Wood offering
• Coordinate input into the LRM process and participate in the review
• Provide support to the SVP/VP BD to aid with accurate forecasting, re-forecasting activities, and prospect portfolio management
• Create, review, manage, and maintain integrity of all opportunity records in the CRM system to ensure accuracy, governance, and compliance
• Be an ambassador for collaboration by working with the other regional Wood entities to ensure an aligned, structured, and strategic customer approach to business growth and market expansion leveraging the breadth of Wood solutions for our customers
• Accountable for positioning plan compliance for all live and future opportunities
• Ensure independent customer feedback is obtained by carrying out regular client visits, ensuring feedback is analysed, understood, and built into improvement plans, and summarised in a timely fashion and presented back to the SVP/VP BD and leadership teams
• Identify potential acquisition targets and potential JV partners
• Establish strong customer network and identify opportunities well ahead of time to allow for sufficient strategy development and positioning to maximise our chances of securing the work
• Develop a strong relationship with local partners and maximise combined strengths to identify and secure work
• Be wholly familiar with various government and state apparatus as it applies to contract approvals and awards as appropriate

Qualifications

Qualifications

• Bachelor level degree in a technical or related field
• Advanced computer skills and knowledge of Microsoft Office tools, Word, Excel, PowerPoint, to advanced template creation and document/data management level (MS Office, Xaite, MIDAS, and Documentum experience an advantage)

Knowledge, skills and experience:

• A sound understanding of projects in sector and market of operation
• Proficient in use of relevant company strategy and development tools and systems
• Thorough understanding and ability to implement industry best practice
• Good understanding of the commercial drivers in our business
• At all times act in interest of Wood and strictly in compliance with Code of Business Ethics
• Experienced with the key concepts of HSE leadership and commitment
• Preferable to have international operations experience
• High commercial and technical acumen
• Experience in negotiating and commercialising contracts
• Experience in dealing with changing deadlines, enquiries and related pressures, reprioritisations or trade-offs
• International market related business development experience of related projects
• A sound knowledge of project delivery through all phases and execution
• Experience in a proposals development role would be advantageous

Personal attributes:

• Facilitate and lead senior leadership teams
• Ability to coach, stretch and build the talent required for the future
• Tact and resilience when dealing with delivery of unpopular messages
• Customer and stakeholder focused
• Ability to set strategy and align the regions around the strategic direction
• Ability to develop and maintain internal and external networks to maximise business opportunities
• Excellent presentation and communication skills coupled with drive and ambition

About the Company

Wood is a global leader in consulting and engineering, helping to unlock solutions to critical challenges in energy and materials markets. We provide consulting, projects and operations solutions in 60 countries, employing around 35,000 people.