Senior Business Development Manager

3 weeks ago

Toronto, Ontario, Canada Bechtel Full time
Job Summary

Bechtel is seeking a Senior Business Development Manager to lead our fast-expanding team in the Ontario public infrastructure market based in Toronto, Canada. Our goal is to build an enduring presence in the public infrastructure market in Ontario, particularly in the markets of transit and aviation, with major public bodies.

Key Responsibilities
  • Identify and establish relationships with key stakeholders and build relations at prospective customers with appropriate middle and senior management executives.
  • Keep informed of customers' present and future growth plans, projects, and programmatic and technical requirements.
  • Demonstrate how Bechtel can help meet the customers' requirements and expectations.
  • Liaise with Project Managers for assigned projects/customers in the engagement and follow-through on the customer survey process and results.
  • Supervise the preparation and coordination of proposals, including developing and managing proposal win plans and guiding market intelligence.
  • Develop strategy and lead proposal presentations and fee negotiations with customers.
  • Lead teaming and partnering efforts for identified pursuits.
  • Develop teaming and pricing strategies and lead proposal and pricing reviews with functional and senior managers.
  • Apprise functional management on as needed basis of prospect status. Direct and actively participate in planning the business development/capture strategy for specific prospects.
  • Keep aware of the business development activity and strategy of competitors, including their pricing trends and approaches.
  • Follow up on jobs won and lost to find the reasons why Bechtel was or was not selected.
  • Direct the preparation and ensures corporate approval of contracts for awarded projects/studies.
  • Oversee the conduct of research of current and possible future strategic markets. Recommend new services and new industry markets that the company should actively pursue.
Requirements
  • Bachelor's degree from an accredited university with 10 years of relevant professional experience, or 13 years relevant work experience in lieu of degree.
  • Experience and knowledge of public agencies and public contracting throughout state of New York; an asset if also familiar with state of New Jersey.
  • Experience in sales and knowledge of current industry trends.
  • Understanding the contractual structures from PMC / Delivery Partners / Construction Management / to full DB turnkey.
  • Experience in structuring and negotiating the commercial terms and conditions for all forms of delivery models.

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