Business Development Manager (EAST PERTH, WA, AU, 6004)

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Project Overview:

Bechtel Mining and Metals offers engineering, procurement, and construction services for customers in the mining sector across multiple commodities including Iron Ore, Bauxite, Alumina, Aluminium, Copper, Gold, Coall, Lithium and Rare Earths markets.  

Headquartered in Santiago, Chile, the M&M global business unit also has offices in Brisbane, Perth and Adelaide in Australia along with execution units in the United States, Peru, Kingdom of Saudi Arabia, India and other project locations around the world.

Job Summary:

Bechtel’s Mining and Metals (M&M) business is strengthening its Marketing and Business Development team by recruiting a BD Manager, based in Brisbane. The position will report to the BD Manager for Australia & Asia Pacific (APAC) & Europe, Africa and Middle East (EAM) and will support Bechtel’s major projects and studies business in the region, with a focus on leading these activities in Western Australia, South Australia and Northern Territory.

The BD Manager will be responsible for developing customer relationships, influencing the business strategy and delivering the annual new work booked (NWB) plan. In addition, the BD Manager will lead and oversee proposal development efforts within the region, coordinating with technical, commercial and legal teams in accordance with Bechtel’s internal governance processes.

Major Responsibilities:

• Customer relations: builds and maintains key customer relationships with existing and prospective customers. Keeps informed of customers' present and future plans for growth, projects, and programmatic and technical requirements. Understands key buying factors and establishes pathways to obtain feedback on projects and prospects. Prepares and delivers customer presentations. Develops and administers the regional customer relationship program and coordinates the customer survey process.
• New Work Booked: Support in developing and responsible for implementing and delivering the annual NWB plan in the region. Builds prospect pipelines that will deliver sustainable, predictable profitability over the medium term. Interfaces with senior management reviews and NWB updates.
• Proposals: leads or manages proposals in the region as required. Develops capture plans and winning value propositions. Identifies and shapes opportunities early in the BD process. Develops and manages teaming relationships and pricing strategies as necessary. Keeps aware of the BD activity in the market, including pricing trends and approaches. Follows up on jobs won and lost for feedback and lessons learned.
• Internal governance, BD process and approvals: manages and administers the BD process including prospect screening, proposal budget administration, management approval letters and updates to Bechtel’s CRM system. Engages with the regional general manager, operations managers and functional managers to assign proposal teams. Coordinates kickoff and operational transition meetings once new projects have been awarded.
• Negotiations: leads or oversees negotiations with customers to close NWB deals. Develops negotiation plans and strategies. Leads complex commercial negotiations, interfacing with regional leadership and the M&M leadership team as appropriate to ensure alignment on commercial positions.
• Marketing: participates in the development and implementation of the region’s external branding and marketing building from Bechtel’s corporate value proposition. Follows industry and customer trends to identify opportunities to promote M&M’s value through publications or events. Prepares marketing content and materials with support from graphic design.

Education and Experience Requirements:

Requires bachelor's or master's degree (or international equivalent) and 15+ years of relevant experience or 19+ years of relevant work experience

Required Knowledge and Skills:

• Demonstrated previous experience performing the job responsibilities listed above in the engineering and construction industry or in a relevant associated sector.
• Knowledge of internal and external BD process and typical industry policies and procedures.
• Demonstrates the tenacity necessary to find, develop and close prospects.
• Deal generator: understands what a good deal looks like, can see the different angles, evaluate alternatives and filter out distractions.
• Delivery focused and competitive: can develop a structured plan for what it takes to develop and win a prospect and meet the time requirements whilst able to understand all the steps needed to bring a deal to management and is able to drive the BD process across functions and is constantly focused on delivering what it takes to win.
• Creative problem solver: is able to understand challenges and come up with creative practical solutions being adaptable with the ability to adjust a conversation or prospect approach as new challenges are presented. 
• Strategic: navigates effectively between business strategy and prospect tactics. Can assess new markets, provide comparative data, competitor analysis and knows the winning pricing benchmarks.
• Has the ability to understand the deal and is able to influence, shape and structure the ideal position for Bechtel by understanding the customer’s needs and positioning us to deliver best value.
• Networker and relationship builder: proactively builds internal and external relationships across the entire value chain of stakeholders.
• Alignment to customer culture: has the local experience or knowledge of the region to appreciate customer sensitivities. 
• Major project experience: ability to bring first-hand experience to communicate to stakeholders and understand challenges that a prospect could face. Brings a mix of technical, commercial and legal knowledge to enable effective deal structuring.

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.

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