Requisition ID: 282869  Relocation Authorized: None  Telework Type: Full-Time Telework  Work Location: Brisbane, QLD or Perth, WA  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.  Bechtel’s Mining and Metals (M&M) business recruiting a regional lead for Business Development Manager for our Asia Pacific and EMEA business, based in either Brisbane or Perth. This position will report to the General Manager for Asia Pacific and EMEA and be accountable for leading and managing a BD and Proposal team building Bechtel’s major projects and studies business in the region. As the BD Manager you will be responsible for developing customer relationships, influencing the business strategy and delivering the annual new work booked (NWB) plan. In addition, you will lead and oversee all proposal development efforts, coordinating with technical, commercial and legal teams in accordance with Bechtel’s internal governance processes. Major Responsibilities Customer relations: builds and maintains key customer relationships with existing and prospective customers. Keeps informed of customers' present and future plans for growth, projects, and programmatic and technical requirements. Understands key buying factors and establishes pathways to obtain feedback on projects and prospects. Prepares and delivers customer presentations. Develops and administers the regional customer relationship program and coordinates the customer survey process. New Work Booked: responsible for developing, implementing and delivering the annual NWB plan for the region. Builds prospect pipelines that will deliver sustainable, predictable profitability over the medium term. Interfaces with senior management reviews and NWB updates. Proposals: leads or oversees proposals, develops capture plans and winning value propositions. Identifies and shapes opportunities early in the BD process. Develops and manages teaming relationships and pricing strategies as necessary. Keeps aware of the BD activity in the market, including pricing trends and approaches. Follows up on jobs won and lost for feedback and lessons learned. Internal governance, BD process and approvals: manages and administers the BD process including prospect screening, proposal budget administration, management approval letters and updates to Bechtel’s CRM system. Engages with the regional general manager and functional managers to assign proposal teams. Coordinates kickoff and operational transition meetings once new projects have been awarded. Negotiations: leads or oversees all negotiations with customers to close NWB deals. Develops negotiation plans and strategies. Leads complex commercial negotiations, interfacing with regional leadership and the M&M leadership team as appropriate to ensure alignment on commercial positions. Marketing: participates in the development and implementation of the region’s external branding and marketing building from Bechtel’s corporate value proposition. Follows industry and customer trends to identify opportunities to promote M&M’s value through publications or events. Prepares marketing content and materials with support from graphic design. Education and Experience Requirements Education: Bachelor’s degree (required) or Masters degree (preferred) in a relevant business, commercial, legal, engineering or construction discipline. Experience: demonstrated previous experience performing the job responsibilities listed above in the engineering and construction industry or in a relevant associated sector. Demonstrated experience in the regions in which we work. Required Knowledge, Skills, and Abilities Leadership: leads by example both personally leading prospects and coordinating BD and proposal teams. Is a team player who proactively engages across functions and departments. Provides direction without problem solving and supports the development of the team and team culture. Process: knowledge of internal and external BD and governance process and typical industry policies and procedures. Relentless energy: the individual is a self-starter with the motivation to continue pushing forward a good deal while effectively managing internal and external barriers. Demonstrates the tenacity necessary to find, develop and close prospects. Remains diligent and is always thinking about what it takes to win and deliver a good project. Deal generator: understands what a good deal looks like, can see the different angels, evaluate alternatives and filter out distractions. Has the ability to communicate the pros and cons of complex deals and delivery models and sell a position to influence outcomes. Delivery focused and competitive: can develop a structured plan for what it takes to develop and win a prospect and meet the time requirements. Can understand all the steps needed to bring a deal to management and is able to drive the BD process across functions. Is constantly focused on delivering what it takes to win. Creative problem solver: is able to understand challenges and come up with creative practical solutions. Is adaptable with the ability to adjust a conversation or prospect approach as new challenges are presented. This includes adapting to short-term change through a conversation with a customer or larger issues on how to adjust the structure of a deal. Strategic: navigates effectively between business strategy and prospect tactics. Can assess new markets, provide comparative data, competitor analysis and knows the winning pricing benchmarks. Has the ability to understand the deal and is able to influence, shape and structure the ideal position for Bechtel by understanding the customer’s needs and positioning us to deliver best value. Networker and relationship builder: proactively builds internal and external relationships across the entire value chain of our stakeholders (e.g. customers, suppliers, partners, competitors, consultants, and others). Is able to develop a stakeholder map, understanding the dynamics between decision makers and influencers. Is able to operate at all levels with our stakeholders (executive leadership, technical and commercial teams), as well as with our executive management. Alignment to customer culture: has the local experience or knowledge of the region to appreciate customer sensitivities. Is a good listener and is able to communicate concisely and clearly. Major project experience: ability to bring first-hand experience to communicate to stakeholders and understand challenges that a prospect could face. Brings a mix of technical, commercial and legal knowledge to enable effective deal structuring. Total Rewards/Benefits: There are many reasons why choosing to join Bechtel is one of the best career decisions you will ever make. In addition to working with talented, dedicated people and having the opportunity to play an integral role in stimulating and challenging local and international projects, Bechtel is committed to offering you the benefits and resources to live a healthy life. With a market aligned salary package and annual discretionary performance bonus scheme in place, employee wellbeing is also at the centre of our business - promoted through our strong health and safety focus and private health cover including access to a leading employee assistance program. Learn more at Bechtel 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. #LI-BT1 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. Applicants with a disability, who require a reasonable accommodation for any part of the application or hiring process, may e-mail their request to acesstmt@bechtel.com