Principal Consultant - Strategy and Business Advisor at Advisian

Job description

We are looking for a Principal in our Strategy and Business Advisory group who has the passion for building opportunities in energy and resources sectors.

You will be responsible for growing a Portfolioconsistent with the global model and cognizant of local and regional market requirements.

Driving excellence in the delivery of engagements with clients, this is a leadership role with responsibly for driving significant advances in business development and excellence in the delivery of results for new and existing clients.

What - How – Why

Major Accountabilities Of Position:

Business Intelligence & Customer Relationships

• Promote the Advisian (and WorleyParsons) brand;
• Initiate and lead opportunities for engagements with new and existing customers;
• Significant emphasis on Sales and development of new business opportunities leading the revenue growth and EBIT improvement;
• Customer facing – must be seen as a subject matter expert (SME) by the Customer;
• Identify and transition on-sell growth opportunities from the Advisian group to Services and Improve teams. Proactively engage with Services and Improve at the right time to ensure the on-sell opportunities are secured;
• Contribute to the design and implementation of the business development strategy and opportunity identification to maximise market profile, market share and revenue;
• Monitor industry, global trends and knowledge of key market drivers to evaluate customers’ business needs now and into the future;
• Build trusted relationships with customers at an individual and cross business level that result in business opportunities;
• Develop and maintain constructive relationships with internal and external stakeholders and enabling functions;
• Create and maintain an environment to nurture discussion and innovation to extract customer issues. Get to the underlying challenges and build composite Advisian teams to meet customer requirements.

Strategy & Planning

• Will provide input into the development of strategic objectives for the M&M Practice & location and have strong involvement in the implementation of the Strategy for the Practice, which will have an impact on the overall organisation;
• Identify areas for improvement and future strategic positioning (e.g. technology areas) within the Practice to promote and grow.
• Create a business that delivers assignments that are well positioned to convert to on-sell opportunities;
• Identify new business prospects within own area and beyond own scope, through working collaboratively across Sectors and with other Advisian leaders;
• Utilise referrals, relevant opportunity data bases, marketing events/conferences, internal and external networking, to source opportunities prior to a client’s Request For Tender process;
• Create a business culture of selling and doing, and ensure all consultants within one’s team create customer relationships.

Execution of Projects

• Are able through experience and technical, financial and strategy expertise to oversee (sponsor) and /or deliver projects as required;
• Participate in the delivery of projects and services (be chargeable to the agreed levels)
• Portfolio Governance: Reporting & Stewardship
• Implements specific Governance principles for the Practice or Portfolio
• Ensures Metrics & Key Performance Indicators are defined and in place for accountable projects
• Support Pursuits & Execution Strategy for Projects, e.g. Global Workshare (HVE’s);
• Intervene, troubleshoot and take corrective action for projects as required;

Commercial Acumen & Governance

• Provide commercial management support across the business line to ensure consistent risk and commercial practices are applied in line with Advisian/WorleyParsons procedures;
• Deliver profitable growth in line with agreed business plan, with specific responsibility on securing of work, delivery of margin, demonstrated on-sell value, growth and retention of capability and delivering quality of service to targeted customers;
• Support consultants in securing work, delivery of margin, demonstrated on-sell value and delivering quality of service to targeted customers;
• Provide leadership/assistance with writing proposals and reports; Review and Sign off of all Bids based on position DOA and arrange approvals for all activities outside DOA;
• Understands economic, financial, industry, and organisational trends to accurately diagnose customers’ business strengths, weaknesses;
• Ensure all Proposals and projects are delivered in compliance with Advisian business policies;

Leadership and People Management

• Provide “OneWay” leadership to deliver vision of Zero Harm;
• Create a vision and bring people along for the journey;
• Create and nurture a culture of ‘selling and doing’ and developing trusted customer relationships;
• Provide leadership to deliver synergies and collaboration across practices & regions and ensure location is working within the global model and leveraging this network as required;
• Provide coaching and mentoring to consultants to develop culture of ‘doer-seller’ mentality. Nurture the enthusiasm for seeking strategically relevant projects and demonstrating the relevance of Advisian within the broader business;
• Seek out application of personnel technical capabilities into other, possibly unrelated fields;

Branding and Marketing

• Contribute to the development and implementation of the location marketing plan that is consistent and aligned with the global marketing plans;
• Showcase Advisian and Practice capability internally and externally to drive broader understanding and generate market opportunities via presentations, webinars etc.;
• Represent WorleyParsons and the Advisian business in the public domain though networking and participating in market forums, conferences and assisting others in external representation initiatives.

Qualification

• Relevant tertiary qualifications;
• Post Graduate Management course is a requirement;

Selection Criteria

• Relevant tertiary qualifications;
• Post Graduate Management course;
• Significant industry experience with a proven record within Africa (outside of South Africa);
• Typically 20+ years’ experience with a minimum 5 years of experience in consulting, engagement/project management and/or business and resource management;
• Strong experience in Engineering and Project Delivery in the energy and resource sector’s;
• Commercial competency with the strong ability to deliver high quality proposals and interface with clients successfully to secure new opportunities;
• Demonstrated high level verbal and written communication skills (including report writing). This includes report writing, presentations to a range of external stakeholders and internally.
• An ability to work with French speaking clients will be advantageous ;
• Proven ability to lead a team of professionals;
• Flexibility and willingness to undertake occasional after hours work;
• Ability to undertake short duration local and international travel in essential;