Business Development Manager - (BD-L7.3) at Zutari

Role Responsibilities

Bid Management & Proposal Delivery — Primary Focus

• Lead and coordinate end-to-end bid processes for assigned opportunities.
• Translate RFPs and ToRs into structured, compliant, high-quality proposals.
• Develop proposal outlines, compliance matrices, win themes, and value propositions.
• Drive inputs from technical, commercial, legal, and partner teams.
• Maintain proposal tools, templates, CVs, project sheets, case studies, and standard bid content.
• Ensure proposals are submitted on time and in line with client requirement

Pipeline & Opportunity Management

• Maintain and track the Energy BD pipeline.
• Apply structured qualification criteria to support go/no-go decisions.
• Report on pipeline health, deadlines, risks, values, probabilities, and next actions.
• Support opportunity shaping through research, positioning inputs, and internal coordination.
• Maintain accurate opportunity data in CRM systems and trackers

Client & Market Engagement

• Support client engagement planning, preparation, and follow-up.
• Conduct client, market, competitor, and project research.
• Develop client and project intelligence packs to support BD decision-making.
• Identify new opportunities and log these for review by the Business Development Director.
• Prepare briefing notes, meeting agendas, and follow-up action trackers.

Technical Business Development Contribution

• Contribute to technical positioning by translating client needs into relevant Zutari solutions.
• Support preparation of project references, capability statements, team structures, and CV selections.
• Engage with technical teams to ensure proposal content reflects delivery capability.
• Support client-facing technical discussions where required and under BD leadership guidance.
• Assist with the setup of technical teams for bids and early-stage opportunities.

Commercial & Strategy Support

• Support pricing strategies by coordinating assumptions, exclusions, resource inputs, and commercial information.
• Assist in implementing Energy growth strategies and BD priorities.
• Support preparation of commercial governance documentation.
• Contribute to BD process improvement, tools, templates, and reporting systems.
• Participate in win/loss reviews and support continuous improvement initiatives.

Internal Coordination & Utilisation

• Act as an interface between BD and technical teams to ensure timely information flow.
• Support resource mobilisation for proposals and early-stage opportunities.
• Track actions, responsibilities, deadlines, and dependencies across bid teams.
• Support utilisation through agreed technical, proposal, and business development tasks.
• Coordinate with Sales Enablement, technical teams, commercial teams, and leadership as required.

Minimum requirements

• Bachelor’s degree in Engineering – Essential
• Professional registration (Pr Eng/Pr Tech/ Pr Techni with ECSA) - advantageous
• 5–10 years’ experience in energy or consulting
• Experience supporting EOIs, RFQs, and RFP submissions
• Exposure to proposal preparation, document management, and bid processes
• Experience working with multidisciplinary teams (technical, commercial, legal)
• Familiarity with CRM systems, tender portals, and proposal tools advantageous

Skills, and characteristics 

• Ability to support coordination of bid and proposal processes
• Ability to interpret RFPs and ToRs and assist in structuring proposal responses
• Skilled in preparing proposal outlines, compliance matrices, and draft content
• Ability to support development of win themes and value propositions
• Strong document management, formatting, and quality control skills
• Ability to coordinate inputs across multiple stakeholders
• Ability to maintain proposal templates, CVs, and project references
• Ability to track and update pipeline and CRM systems
• Strong organisational and time management skills
• Strong written and verbal communication skills
• High attention to detail and ability to follow structured processes

Bid & Proposal Delivery

• Coordinates bids and proposals with accuracy, structure, and attention to detail.
• Manages multiple concurrent proposal activities and deadlines.
• Produces compliant, high-quality, client-focused proposal documents.

Commercial & Market Support

• Demonstrates awareness of market trends, client needs, and competitor activity.
• Supports opportunity qualification and pipeline reporting.
• Contributes to value propositions, win themes, and commercial positioning.

Client & Relationship Support

• Supports professional client engagement through research, briefing notes, and follow-up.
• Helps translate client needs into relevant technical and commercial responses.
• Maintains accurate records of client and opportunity intelligence.

Collaboration & Communication

• Works effectively across BD, technical, commercial, legal, and partner teams.
• Communicates clearly, follows up proactively, and escalates risks early.
• Builds trust internally by being reliable, organised, and responsive.

Analytical & Operational

• Applies a structured, process-driven approach to bids, pipeline tracking, and reporting.
• Uses CRM, trackers, templates, and proposal tools to support BD effectiveness.
• Identifies process improvements to improve bid quality and delivery efficiency.