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Senior Business Development Manager

2 months ago

Houston, United States Bechtel Corporation Full time
Requisition ID: 277107
  • Relocation Authorized: National - Family
  • Telework Type: Part-Time Telework
  • Work Location: Houston, TX
Extraordinary teams building inspiring projects:

Since 1898, we have helped customers complete more than 25,000 projects in 160 countries on all seven continents that have created jobs, grown economies, improved the resiliency of the world's infrastructure, increased access to energy, resources, and vital services, and made the world a safer, cleaner place.

Differentiated by the quality of our people and our relentless drive to deliver the most successful outcomes, we align our capabilities to our customers' objectives to create a lasting positive impact. We serve the Infrastructure; Nuclear, Security & Environmental; Energy; Mining & Metals, and the Manufacturing and Technology markets. Our services span from initial planning and investment, through start-up and operations.

Core to Bechtel is our Vision, Values and Commitments. They are what we believe, what customers can expect, and how we deliver. Learn more about our extraordinary teams building inspiring projects in our Impact Report.

Project Overview:

The Senior Business Development Manager (BDM) is responsible for identifying and obtaining new business within Company's assigned business line(s) including conceptual engineering, front-end engineering design (FEED), detailed engineering, and Engineering, Procurement and Construction (EPC) scopes. The assigned business line for this position is Energy Transition. The position will be based in Houston, TX, with a specific view to developing business opportunities within the Energy Transition sectors including Carbon Capture, Hydrogen and Advanced Fuels. The successful candidate will be accountable for developing a high-quality prospect funnel, growing Bechtel's brand, advancing Bechtel's relationships within the market, proactive deal structures, win plans, developing proposals for our customers which capture Bechtel's unique value, support proposal preparation, drives internal assembly and communication of deals to secure new business opportunities. Participates in commercial and contractual negotiations with customer to ensure Bechtel business objectives are met. Establishes and maintains long term relationships with customers, strategic partners, and other industry contacts. Demonstrates strong understanding of the competitive landscape. Acts as the customer advocate and cultivates deeper engagement between Bechtel and customer organizations.

Job Summary:
  • Develop and maintain long-term customer relationships, alliances and partnerships, and stay involved in a prospective project's lifecycle
  • Be responsible for client account management, maintenance of appropriate contact with key account representatives
  • Partner with business line managers to ensure that projects sold meet company guidelines by screening prospects, developing a pursuit & win strategy, negotiating contracts, identifying, and analyzing risks and profit potential, and communicating customer needs and expectations to the leadership team
  • Liaise with other departments as appropriate in relation to execution, legal, finance, tax, commercial, or other functional teams to support proposal development and prospect lifecycle
  • Foster and develop positive customer relationships which result in increased business
  • Provide important customer information regarding issues and needs to support the proposal development team in a timely fashion, and assist in managing pre-contract costs
  • Participate and assist in transfer of awarded projects to project execution teams; and
  • Perform general functions inherent in managerial positions including budget control and reporting, and organizational analysis.
Major Responsibilities:
  • Acts as the commercial "lead" and is responsible for development of policy letters and alignment meetings
  • Directs and actively participates in planning the win strategy for prospects in his/ her purview
  • Keeps aware of the business development activity and strategy of competitors, including their pricing trends and approaches
  • Follows up on jobs won and lost to determine the reasons why Bechtel was or was not selected •Supervises the preparation and coordination of proposals, including developing and managing proposal win plans, executive summaries, and cover letters. Ensures that win strategies are incorporated into proposals
  • Develops teaming and pricing strategies and supports proposal and pricing reviews with functional and senior managers
  • Maintains prospect status and updates in CRM and apprises functional management on as needed basis of prospect status
  • Directs the preparation and ensures corporate approval of contracts for awarded projects/ studies
  • Oversees the conduct of research of current and possible future strategic markets. Recommends new services and new industry markets that the company should actively pursue
  • Keeps informed of business relationships between Bechtel managers and key executives in customer and prospective customer organizations. Ensures these are utilized in overall business development efforts.
  • Maintains active presence in the industry with strategic teaming partners, subcontractors, competitors, and other industry contacts
Education and Experience Requirements:

Level 1
  • Requires bachelor's or master's degree (or international equivalent) and minimum 14 years of relevant work experience
  • Prior experience in EPC industry business development, strategy development, external and internal
    client interface
  • Some prior experience in commercial roles with experience working on complex issues where analysis
    of situations or data required in-depth knowledge of the company
  • Experience pursuing projects in the Olefins, Derivatives, Processing, Blue and Green hydrogen
    pathways (re. hydrogen, ammonia and methanol), sustainable aviation fuel (SAF), and carbon capture
    market segments.
  • Experience with licensors in the corresponding market segments.
Level 2
  • Requires bachelor's or master's degree (or international equivalent) and minimum 17 years of relevant work experience
  • Extensive prior experience in EPC industry business development, strategy development, external
    and internal client interface
  • Extensive and applicable experience in commercial roles with experience working on complex issues
    where analysis of situations or data required in-depth knowledge of the company
  • Ability to assess intangible variables, identify and evaluate fundamental issues and provide strategy
    and direction for major functional area
  • Prior experience in leadership roles
  • Experience pursuing projects in the Olefins, Derivatives, Processing, Blue and Green hydrogen
    pathways (re. hydrogen, ammonia and methanol), sustainable aviation fuel (SAF), and carbon capture
    market segments.
  • Experience with licensors in the corresponding market segments
Required Knowledge and Skills:
  • Prefer previous working experience on Energy, Oil, Chemicals or Gas projects
  • Preferably has more than 15 years of experience
  • Knowledge of and experience of project execution and company business objectives
  • Ability to present company capabilities and services to customers
  • Experienced interacting and working with customers in previous roles
  • Skilled in oral and written communication with demonstrated ability in making presentations to customers and management
  • Experience in preparation of win plans, shaping, targeting, pursuit and capture of strategic prospects preferred
  • Ability to understand, articulate and sell Bechtel's value proposition, execution approach and commercial positions to customers through knowledge and authenticity
  • Demonstrated initiative and intensity in pursuit of new work; serves as the internal advocate for a prospect
  • Self-directed, requires limited daily supervision or guidance
  • Ability to influence internally without direct authority with strong covenant-based behavior
  • Works well with teams and other departments
  • Responsive to internal and external customers with consistent follow-up and follow-through
  • Demonstrated ability to develop creative solutions and "connecting dots" through disparate information
  • Champions deals both internally and externally with sufficient commercial and contractual/legal knowledge to explore options and solutions with both. Is articulate and concise in describing the deal and associated risk and benefits.


Total Rewards/Benefits

For decades, Bechtel has worked to inspire the next generation of engineers 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.com/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.

Shaping tomorrow together

Bechtel is one of the most respected global engineering, construction, and project management companies. Together with our customers, we deliver landmark projects that foster long-term progress and economic growth. Since 1898, we've completed more than 25,000 extraordinary projects across 160 countries on all seven continents. We operate through five global businesses: Infrastructure; Nuclear, Security & Environmental; Energy; Mining & Metals; and Manufacturing & Technology. Our company and our culture are built on more than a century of leadership and a relentless adherence to our values, the core of which are safety, quality, ethics, and integrity. These values are what we believe, what we expect, what we deliver, and what we live.
www.bechtel.com

Bechtel is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity and expression, age, national origin, disability, citizenship status (except as authorized by law), protected veteran status, genetic information, and any other characteristic protected by federal, state or local law.

Bechtel employees are required to be vaccinated for COVID-19 or show proof of a negative test result prior to accessing Bechtel sites/facilities to the extent required by applicable law or by customer requirements.