Business Development Manager - Trinidad

Massy Wood is recruiting for a Business Development Manager with significant experience in the oil, gas and energy industry.

Overview / Responsibilites

The Business Development Manager’s (BDM) primary role is to find and take advantage of opportunities to grow Massy Wood’s business, in line with our global and BU strategic plans. The main objective is the winning of new business and to support Growth business targets including revenue/margin and client relationship development. Primary focus will be the development and management of the opportunity funnel that brings in multiple sectors and capabilities. The BDM will co-ordinate with other BDM’s and execution centres across Wood as and when 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 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. The BDM will utilise their market/client/opportunity knowledge to identify any undue risks and/or the win probability may be very low which may lead to a No Pursuit/Bid recommendations.

Proposals

• Provide input to and deliver effective strategies to gain new business – Identify, validate and lead key prospects and opportunities
• 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 into 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.
• Develop, maintain and broaden good business relationship with existing and prospective clients.
• Use commercial and contractual acumen to identify barriers to success and enable early
• assessment of the likely competitiveness of a Wood offering, informing Leadership of market conditions, competitors, relationship status and collaborative opportunities
• Lead the Massy Wood tender process from proposal receipt to submission inclusive of coordinating legal review.
• Coordinate and administer bid templates, CRM and general folder management (bid set-up, user access, standard data input. pipeline etc.).
• Present to Massy Wood / Wood leadership for bid/no bid approval and approval
• to submit.
• Prepare and lead the bid kick off meeting and the bidding process as per the Massy Wood process.
• Coordinate proposals and input received from various sources, leading progress meetings throughout the duration of each tender, with senior level management, and recording resulting actions to achieve on time bid delivery.
• Ensure Compliance with the Business Ethics Policy, Risk Assessments and Internal Audit
• requirements, embracing a culture of compliance within the business.
• Be an ambassador for collaboration by working with the other regional Wood entities to ensure an aligned, structured and strategic customer approach to business growth and market expansion, leveraging the breadth of Wood solutions for our customers.
• Be wholly familiar with various Government / State apparatus as it applies to contract approvals and awards as appropriate.
• Assist parent company bid teams with tender support as required.
• Overall support for strategic events, client engagements and general brand management.

BD Systems / Processes

• Co-ordinate input into the LRM process and participate in the review.
• Provide support to the Strategy and Development Manager to aid with accurate forecasting/re-forecasting activities and prospect portfolio management.
• Execute Contract Handover process upon winning bid.
• Maintain an overview of all opportunity records in the CRM system to ensure accuracy, governance and compliance.
• Liaise with internal business to stay up to date with operations, capabilities and create Massy Wood datasheets, presentations and case studies.
• Proofread as required all Massy Wood material used in the knowledge hub and tenders.
• Create, maintain and review bid processes, guidelines and forms liaising with Quality Department and global proposals team.