Business Development Manager

Wood PLC

The Business Development Manager's primary role is to find and take advantage of opportunities to grow Wood's business, in line with the 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 / capabilitlies.

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 recommendation

The role ensures Wood is aligned and well 'positioned' to nurture new/existing 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 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 business

Key accountabilities and responsibilities

• Identification, validation and leadership of key prospects and opportunities
• 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 input into the LRM process and participate in the review
• Provide support to the SVP/VP BD 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 entities to ensure an aligned, structured and strategic customer approach to business growth and market expansion Leveraging the bredth of Wood solutions for our customers
• Accountable for positioning plan compliance for all live and future opportunities
• Ensure independent customer feedback is obtained by carrying out regular client visits. Ensuring feedback is analysed, understood and built into improvement plans and summarised in a timely fashion and presented back to the SVP/VP BD / Leadership teams
• 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
• Develop a strong relationship with local partners and maximise combined strengths to identify and secure work
• Be wholly familiar with various Government / State apparatus as it applies to contract approvals and awards as appropriate