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Business Development Manager

Job Description and Requirements

The Business Development Manager’s primary role is to find and exploit opportunities to grow Wood’s Capital Projects business in the Kingdom of Saudi Arabia (KSA), in line with the overall NEMEA and specific KSA Business Plan 

The role’s objective is focussed on the winning of new Capital Project business for Wood and supports the DBD in meeting strategic business targets including revenue and client relationship development 

Primary focus will be upon the development and management of the Capital Project’s KSA prospect portfolio for FEED’s, Detail Design, EPCM / EPC and PMC projects for onshore, including upstream and offshore oil and gas developments, midstream LNG and XTL, and refining and chemicals / petrochemicals 

The KSA CP BDM will co - ordinate with other regional BDM’s and execution centres within NEMEA and across Wood (and service lines as necessary) as and when necessary to fully exploit opportunities for the home offices, identifying the complementary skillsets / competence / relationships / cost bases which may be advantageous to employ to best position Wood to win the work The KSA CP BDM will work in close conjunction with the KSA IK and Regional BD team in developing business opportunities cross linking between service lines within EAAA 

Working with the Regional Leadership teams, the KSA CP BDM supports all positioning, business strategies, marketing activities, 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 KSA CP BDM will utilise their market / client / competitor / opportunity knowledge to identify any undue risks and / or the win probability (“go” and “get” assessments); where these are very low, this may lead to a No Pursuit / No Bid recommendation 

The role ensures Wood is aligned and well positioned to nurture existing client relationships, as well as identifying, prioritising and developing new 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 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 

Identification, validation and leadership of key prospects and opportunities, in particular for onshore and offshore oil & gas related capital investments 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 CAPITAL PROJECTS KSA input into the LRM process and participate in the review Ensure timely and high quality presentation of prospects at LRM with sufficient information to properly review, and updates of key prospects at PRM 
Provide support to the DBD to aid with accurate forecasting / re - forecasting activities and prospect portfolio management, as and when required (typically fortnightly and monthly) 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 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 
Input to Customer Management Framework (Key Accounts) as required Feedback to be collated and summarised in a timely fashion and presented back to the DBD / 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 
Support the wider Middle East business development activities, as directed by the CP leadership 
The role will include extensive travel throughout the region 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 appropriateEn 
Skills / 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 onshore and offshore engineering from concept through to commissioning, preferably in both upstream and downstream projects 
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 

International Oil & Gas business development experience for onshore / offshore projects 
Strong experience in the refining and petrochemical industry sector preferred 
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’s organisation in a senior role, driven by meeting deadlines whilst maintaining quality of output in a high pressure environment 
Minimum Experience: 

10 years with at least 5 in a client facing role