Business Development Manager : Power at WorleyParsons

Job description

• Accountable for oversight and delivery of accurate ‘unsecured forecasts’ to meet Location budget and cash flow requirements for Mining.
• Accountable for oversight and identification of new business opportunities across the Locations markets globally.
• Oversees Location interests in joint pursuits, based on clear performance metrics, including Advisian, Regional BD and local collaborations.
• Drives, influences and mentors the aspects of the location Sell Do incentive scheme.
• Accountable for achieving Location Sales targets for Mining as defined by Senior Manager : Business Development.

Key Performance Areas (major Activities / Responsibilities)

Input (methods used)

Output (expected results)

• % Time
• Customer / Stakeholder Relationship Management
• Owner of targeted Location relationships with customers to become a trusted advisor with a focus on customer satisfaction, ensuring customers are informed on Business Development (BD) developments and initiatives
• Assign and provide adequate Business Development management support for BD entry points into WorleyParsons organisation to draw on local and global capability to resolve customers’ problems
• Support the Senior Manager : Business Development with regional, global and Location partners to ensure the best outcome and value for the customer
• Deliver best practice in Customer/ Stakeholder relationships aimed at ensuring effective BD solutions.
• Effective assignment of BD resources to maximise customer relationships
• 20%
• Assurance / Integrity of the Business Development Process
• Provide adequate support to the Location drive for Pursuit process best practice on targeted bids (and all bids over R10m) including Executive Strategic Review (ESR) /Executive Proposal Review (ESR) compliance in accordance with EMSv4
• Support Location to ensure best practice on targeted bids
• Provide adequate support to ensure Proposal Leaders are producing best value propositions to customers (through above ESR/EPR process) while assuring Location business targets are achieved (including and not limited to liabilities, taxation, R3, HSE, GM/ EBIT etc.)
• Monitor compliance with Location Delegation of Authority on targeted bids (and all bids over R10m).
• Provide adequate support to influence and mentor the aspects of the Sell Do incentives ensuring due diligence and process is followed
• Direct support in ensuring Location Services Hit Rate is increased from 25% (FY 17) to 30% (FY18) for Services Business.
• EMSv4 Compliance
• 10%
• Develop & Grow Business
• Keep abreast of the Location market considering supply chain and competitors while pursuing new opportunities in Mining.
• Liaise with Location/Regional stakeholders to identify new market opportunities and support in developing capability within Location if judged to be sustainable
• Contribute to the development of the Regional / Global BD strategy and implementation thereof for Mining.
• Develop Location specific strategy aligned to Regional Strategy to maximise revenue returns
• Manage and support Location and Regional Business Development to identify and secure new projects – ensuring ‘Unsecured Revenue’ targets are delivered to Location to forecast.
• Collaborate with Global Businesses, GSM and GDC to maximise the opportunities for WorleyParsons to deliver value to our Customers
• Collaborate with functional disciplines across WorleyParsons to ensure the timely availability of resources on targeted bids
• Collaborate with Business Lines to maximise opportunities to reduce overhead costs by sharing resources where practical
• Be pro-active and lead in Location Revenue growth drive of 20% from FY17 to FY18.
• Achieve agreed Sales targets within FY18.
• 50%
• Finance Management
• Consolidate and input into the development of ‘Unsecured Revenue’ forecasting accuracy and integrity of Mining bids/pursuits for the Location including CRMT information integrity in accordance with global/regional requirements
• Consolidate and input into the development of a positive cash flow to agreed sales targets to achieve budget requirements at Location
• Strive to eliminate waste and reduce cost of BD function
• Accurate ‘unsecured forecasts’ are delivered to meet Location budget and cash flow requirements
• 10%
• People Management
• Drive a client delivery culture through performance management and recognition
• Mentor, train, develop and empower Business Development
• Integrate with Location disciplines and drive a client delivery culture
• Input into the sponsoring of talent management and succession planning including nominating/supporting key Location for mobility across the business
• Identify succession planning and career path requirements, following up on achievement in terms of agreed plans
• Facilitate staff productivity and efficiency, minimizing absenteeism and turnover figures in terms of best practice figures
• Be a visible role model supporting the Diversity and Inclusion expectations
• Skills transferred
• Compliance with company policy and relevant legislation
• Costs contained
• Integrated Business Development solution within Location

Minimum Qualifications:

• A recognised BSc, BTech or post graduate qualification (Mandatory)
• A recognised business management qualification (Diploma or Degree) (Desired)

Experience:

• A minimum of 10 to 12 years’ applicable experience of which 8 years is at senior management level within the Mining sector.
• Recognised as a technical expert in their field by Customers, prior to entering a business development role.
• A proven ability to sell solutions across the project lifecycle to Customers.
• Experience in EPC/M, PMC or OE services environment.
• Knowledge of applicable Business development operating systems.
• Deep knowledge of local market requirement for Mining including and understand of customers’ expectations.
• Proven knowledge of commercial requirements for dealing in Sub Saharan Africa.