Business Development Manager at GIBB Engineering and Architecture

ROLES AND RESPONSIBILITIES

• Manage the business development Team, focusing on securing new bids
• Secure route to market for projects via corporate PPAs, primarily through direct negotiations as a primary strategy, and then through government auctions,
• Develop and maintain relationships with a variety of centres of influence to assist in managing, closing and originating transactions,
• Build deep relationships with executives and business owners,
• Lead the pipeline development of long-term new-build-asset-backed PPAs and BESS agreements (both offsite and onsite)
• Prepare commercial offers, lead the commercial negotiations, and secure PPAs
• Manage the bidding process
• Manage customer and third-party quality verification (KYC – Risk Credit)
• Support all levels of direct negotiations and bid process lifecycle
• Maintain bid documentation and act as a single point of contact for bid teams
• Manage contract negotiation with corporate entities with close support from the management and support teams
• Manage a pipeline of opportunities from origination to deal close
• Network directly with business owners in industries of interest
• Drive business development efforts and marketing strategies
• Develop and Implement sales reporting and pipeline statistics.
• Coordinate  Market and Brand Activities across GIBB Holding
• Manage Business Development activities across GIBB Pty
• Provie input to BDE MANCO and BD GROUP for GIBB Pty
• Chair GIBB meetings and alternate to present to BD MANCO Monthly meetings
• Manage the BID Office integration and development of efficiencies and effectiveness
• Support PR Media In getting inputs from MSCs
• Manage PR Media outputs and expenditure
• Coordinate the National BIDS & Technical Advisory BIDS and partnerships
• Conduct all the BD Manager roles and responsibility as for GIBB Pty and GIBB GROUP
• Promote integration of BD ACTITIVES across GIBB Pty
• Facilitate and coordinate meeting with Strategic Partners and potential clients
• Monitor the NO/GO decision and compilation of strategic pursuits bids
• Develop and Monitor BID procedures, Quality and policies
• Provide co-ordination of the Business Development activities and bid compilation between delivery units
• Ensure / enable integration of strategic considerations in the selection of partners on key opportunity pursuits
• Clarify and action plan on Building Services coordination between SVA and GIBB
•  Develop and implement medium and long-term market segment penetration strategy that positions the delivery unity and/ or group as a leading PSP
• Develop key senior stakeholder relationships by building on existing relationships and creating new ones in the market and industry
• Enable Value creation for brand essence and awareness for GIBB Pty

BID SUPPORT

• Bid Win Ratio: Baseline, Graphs, bid win ratio incl value, number base and 2 others; Growth in project fee per project
• Bid Project Planning,  Set-up Kick-off meeting (high value & complex bids)
• Assisting and preparing documentation pack for tender submissions for internal DU.
• Liaising with partners obtaining information concerning a bid when required (high value & complex bids)
• Efficiency and improvements: Update project database; Standardise sub-cons and client ref letters; Align supporting documents
• Map the transportation BD activities & provide framework for improvement
• Client Survey (Monitoring, Maintaining, Report on client relations (client retention)
• Feedback on tenders, consolidating that shows patterns of trends wins\losses (De-briefs)
• Talent Management -  IDP and YES programme
• Collate and capture clients feedback of all bids deemed to be strategic and high impact.
• Efficient and Effective bid management
• Innovation and enablement : Client Debriefs; Collate and capture clients feedback of all bids deemed to be strategic and high impact

BID OFFICE TEAM MANAGEMENT

Bid Planning:

• Develop a comprehensive plan for BID Office, including timelines, resource allocation, and tasks distribution among team members
• Identify and gather the necessary resources, information, and documentation required for the bid

Knowledge Management:

• Streamline repository system to ensure consistency and data availability

Bid Team Coordination:

• Assemble and lead a bid team, which may include subject matter experts, writers, graphic designers, and other specialists
• Facilitate communication and collaboration among team members throughout the bidding process

Proposal Development:

• Oversee the development of the bid proposal, ensuring that it is in line with the bid strategy and meets all the client's requirements
• Review and edit proposal content for clarity, consistency, and compliance with guidelines

Bid Skills Development:

• Identifying areas of improvement and shortfalls within the Group
• Research relevant training content and developing bid training material and facilitating training sessions

Quality Assurance:

• Implement a quality assurance process to ensure the bid proposal is of high quality, error-free, and meets all specified criteria
• Conduct reviews and evaluations to identify areas for improvement in future bids.

Risk Management:

• Identify potential risks and challenges associated with the bid and develop strategies to mitigate them
• Ensure that the bid proposal addresses and mitigates potential concerns raised by the client

Client Relationship Management:

• Foster positive relationships with clients and key stakeholders during the bidding process
• Address client queries and concerns promptly and professionally

Budget and Resource Management:

• Manage the budget allocated for the bid process, ensuring cost-effectiveness
• Allocate resources efficiently and make strategic decisions regarding resource utilisation

Post-Bid Activities:

• Participate in post-bid debriefings to gather feedback and insights for continuous improvement
• Archive bid documentation for future reference and analysis

Compliance and Ethics:

• Ensure that the bid process adheres to legal and ethical standards
• Stay informed about industry regulations and compliance requirements

Bid Strategy Development:

• Collaborate with senior management to develop bid strategies aligned with the organization's goals and objectives
• Conduct thorough research on the client, project requirements, and competitors to inform the bid strategy

Requirements

QUALIFICATION AND EXPERIENCE:

• Business Studies qualification
• Minimum 10 years related work experience and 5 years in the renewable sector
• Experience in REIPPP procurement process in South Africa an advantage, but is not a requirement,
• Exposure to PPA negotiations, corporate PPA experience (direct approaches, structuring, tendering, contracting, and management)