• Title
    Business Development Manager
    Requisition ID
    2018-33224
    Work Location
    GB-Surrey-Staines
    Department / Discipline
    Business Development
    Position Type
    Staff / Permanent
  • Overview / Responsibilities

    Wood is currently recruiting for a Business Development Manager (BDM) to join our team in an exciting and dynamic environment in Staines.

     

    The BDM’s primary role is to focus upon the identification and winning of new business in the Upstream offshore sector, seeking to take advantage of addressable opportunities to grow Wood’s Capital Projects Upstream Offshore business.

    Centred in the NEMEA (Northern Europe, Middle East & Africa) Capital Projects business, with a wider international remit and reach to support growth in this sector. The role will functionally report to the Business Development Director (BDD) for NEMEA and be located in the Staines Centre of Excellence (CoE) for Upstream Offshore Projects, with a dual reporting line to the CoE Operations Director. The BDM main objective is to focus on the identification and winning of new business to meet Wood strategic business targets including revenue and client relationship development. In addition assisting and contributing to the shaping of future strategies in the Upstream Offshore Oil & Gas sector.

     

    Primary focus will be upon the development and management of Capital Projects NEMEA prospect portfolio for Studies, FEED’s, Detail Design and EPCM/EPC projects for offshore and upstream oil and gas developments.

     

    The BDM will co-ordinate with other regional BDM’s and execution centres both within NEMEA and across Wood globally (and other service lines as necessary) to fully exploit opportunities, identifying the complementary skillsets/competence/relationships/cost bases which may be advantageous to employ to best position Wood to win the work.

     

    Working with the Regional 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 for their Region.

     

    The BDM will utilise their market/client/opportunity knowledge to identify any undue risks and/or the win probability to lead to a Bid/No Bid recommendation.

     

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

    • Provide input to and deliver effective strategies to win new business
    • Define new market entry requirements and win propositions, defining the route map to successful pre-qualification and bid submissions and communicate clearly to pursuit and proposal teams
    • Develop and detail clear Win Plans to ensure key customer drivers and win themes are captured within our proposal – this includes technical, commercial and contractual aspects
    • Provide input to execution plans, including information and intelligence on customer needs, detailing intelligence on the competitor landscape in order to develop compelling propositions to enhance the success of business winning
    • Work closely with the proposals teams to 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 CP NEMEA Leadership of market conditions, competitors, relationship status and collaborative opportunities
    • Develop, maintain and broaden good business relationship 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 UK business

    Key Accountabilities / Responsibilities

    • Identification, validation and leadership of key prospects and opportunities, in particular for the offshore and upstream Oil and Gas industry
    • 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
    • Co-ordinate NEMEA input and bring leads early to the Lead Review Meeting and present the opportunity for review
    • Provide support to the DBD & CoE Operations Director 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 service lines to ensure an aligned, structured and strategic customer approach to business growth and market expansion within the region.
    • Accountable for positioning plan compliance for all live and future opportunities.
    • Ensure independent customer feedback is obtained by carrying out regular client visits. Feedback to be collated and summarised in a timely fashion and presented back to the Upstream CoE/NEMEA Leadership teams.
    • Assist all Country/Contract managers and other operations personnel with regular customer feedback ensuring feedback is analysed, understood and built into improvement plans.
    • 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. It is expected that such relationships will enable insight to be determined on prospective customer business plans.
    • The role will include periods of extensive travel
    • Develop a strong relationship with local partners and maximise combined strengths to identify and secure work.
    • Develop opportunity win strategies and participate in opportunity execution strategy development
    • Be wholly familiar with various Government / State apparatus as it applies to contract approvals and awards as appropriate

    Skills / Qualifications

    Qualifications:

    • Degree qualified in an engineering subject or equivalent – preferred
    • 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 of:

    • A sound understanding of offshore engineering from concept through to EPC
    • Compliance with company policies, procedures and processes.
    • 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.

    Experience: 

    • Demonstrable international Oil & Gas business development experience for offshore and upstream projects
    • A sound knowledge of engineering project delivery through all front-end phases and execution, including owners engineer and PMC’s.
    • Experience in a proposals development role would be advantageous
    • Candidate will have worked within an engineering contractor organisation in a senior role, driven by meeting deadlines whilst maintaining quality of output in a high-pressure environment

    Company Overview

    Wood is a global leader in the delivery of project, engineering and technical services to energy and industrial markets. We operate in more than 60 countries, employing around 60,000 people, with revenues of over $10 billion.  We provide performance-driven solutions throughout the asset life cycle, from concept to decommissioning across a broad range of industrial markets, including the upstream, midstream and downstream oil & gas, power & process, environment and infrastructure, clean energy, mining, nuclear, and general industrial sectors.  www.woodplc.com  

     

    Diversity Statement

    We are an equal opportunity employer that recognises the value of a diverse workforce. All suitably qualified applicants will receive consideration for employment on the basis of objective criteria and without regard to the following (which is a non-exhaustive list): race, colour, age, religion, gender, national origin, disability, sexual orientation, gender identity, protected veteran status, or other characteristics in accordance with the relevant governing laws.

     

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