• Puesto
    Business Development Manager
    Referencia de la vacante
    2018-31628
    Lugar de trabajo
    CL-RM-Santiago
    Categoría
    Desarrollo de Negocios
  • Descripción general / Responsabilidades

    Wood currently is recruiting a Business Development Manager for the Mining & Minerals line service. The position is based in Santiago, Chile

     

    Job Objective:

     

    Manage Mining & Minerals business development efforts in their respective region to win new consulting, study and project EPC(M) work in support of the Global Mining & Minerals service line within STS. Although primarily focused on feeding the local services execution teams, the role requires a pragmatic approach to bidding and winning work based on customer and local Wood requirements while maintaining a view towards growing the global Wood family.

    The role includes the management of all aspects of the Identify and Acquire stages of the IAD process by developing solid customer relationships at Tier 1 through 3 levels, obtain a clear understanding of customer business drivers and individual opportunity buying factors and manage the delivery of compelling Statements of Qualifications (SOQ) and proposals to drive increased sales. These activities must be executed following Wood’s policies, procedures and processes and Mining service line business strategies and plans. In addition, you will support the global Mining & Minerals S&D team by providing accurate market intelligence, valuable regional insights and, developing, documenting and maintaining a comprehensive pipeline of projects within CRM.

     

     

    Key accountabilities and responsabilities:

     

    Within the context of the Role Objectives the role will require but is not limited to the execution of the following:

     

    • Identify, establish, develop and maintain strategic relationships with clients throughout the region and support those customers outside the region through active collaboration with global Wood S&D and project execution teams.
    • Support the Customer Account Management process by utilizing your local customer relationships and knowledge to help the Account Manager and Executive Sponsor (as applicable) develop and maintain strong customer relationships to support Wood ‘s business success at all levels.
    • Participate in the development of the regional Business Strategy, Business Plan and Budget in alignment with the global Mining & Minerals strategies and business plans and the regional business strategy.
    • Act as a sales lead and monitor sales progress and performance in the region including timely/regular input and updating of the CRM database.
    • Develop lead review and opportunity pursuit and win plans and then actively lead or manage the execution of those plans through to receipt of the customer inquiry (EOI, RFP’s etc.), development of the ultimate response strategy and development and submission of the Wood response.
    • More specifically, write and/or manage development of proposals, SOQ’s, presentations, meetings, workshops, risk reviews and marketing materials to support specific opportunity pursuits from consulting through studies and EPC(M) execution.
    • Assist with market research activities to identify emerging market trends and opportunities and contribute to the development of marketing and business development strategies to capitalize on them. This includes support of similar activities in other regions and as part of the overall Mining & Minerals service line.
    • Continuously track competitor relationships, marketing activity, customer focus, products and strategic initiatives and activities in your region to develop both regional and global competitor analyses.
    • With respect to many of the responsibilities noted above support the Mining & Minerals Global Director, S&D Services as a shared mandate to support the Global Mining & Minerals service line team and successful delivery of our overall objectives.
    • Represent Wood within mining industry technical and social organizations at all levels, at industry events and conferences, and in our communities.
    • Advise on business/service line capability and skill requirements, current and emerging within region and work with execution offices to identify and hire required talent.
    • Manage local business development resources as defined in HR policies and procedures within the defined regional operations structure and agreed budget including sourcing, hiring and managing experienced, skilled and capable Business Development resources.
     

    Habilidades / Cualificación

    • Related engineering degree, certificate/diploma from a relevant and recognised Institute of Technology or demonstrated expertise and acceptance in the industry based on work experience; an MBA would also an asset.
    • Minimum 15 years of senior Bussiness Development experience with a recognised EPC/EPCM/PMC organization or a combination of Business Development and project execution experience with at least 5 years of Business Development experience in the mining and minerals industry.
    • Membership and participation in recognised Mining & Minerals and technical speciality professional organizations as applicable.
    • Broad knowledge of mining & minerals industry technologies, work processes, environments and local customs, practices and norms from the EPC(M) services perspective; experience on the customer side of the table is an asset.
    • Sound knowledge of commercial, economic and business issues relating to the mining industry in general and in local target markets.
    • Excellent communication, writing, presentation, people and negotiating skills.
    • A demonstrated capacity to build strong relationships with clients and team members.
    • Demonstrated network of enduring business relationships with customers, potential customers and other industry professionals.
    • Proven planning, organization and data interpretation skills driving a proven track record in meeting deadlines.
    • Ability to identify customer needs and wants over and above written RFP/EOI specific requests in order to be able to develop insightful value propositions and identify opportunities for both the customer and Wood.
    • Full proficiency in MS Office and familiarity with CRM tools.
    • Proficiency in both, English and Spanish.
    • Exhibits behaviours consistent with Wood plc leadership framework and shared core values.
    • Proven leadership and team development/management proficiency.
    • Able to work independently or within a team with minimum supervision and/or direction.
    • Self-motivated, outgoing, versatile and flexible with a positive “can-do” attitude.
    • Comfortable with and can relate to all levels of the customer organization from the executive through local operator levels.
    • Is innovative and solution orientated.

     

    Descripción de la compañía / 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  

    Declaración de Diversidad

    Somos una empresa que favorece la igualdad de oportunidades y que reconoce el valor de la diversidad en sus equipos de trabajo. Todos los candidatos con la cualificación adecuada serán considerados para oportunidades de empleo sobre la base de criterios objetivos y sin tener en cuenta lo siguiente (que es una lista no exhaustiva): raza, color, edad, religión, sexo, origen nacional, discapacidad, orientación sexual, identidad de género, condición de veterano protegido u otras características, de acuerdo con la legislación vigente.

     

     

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