Manager Business Development

Roles and responsibilities

A leading specialist engineering services company delivering integrated solutions for complex energy and infrastructure projects and operating assets. Our business is built on the belief that our people are what make EnerMech excellent. When we are thriving globally it's not just about investing in our infrastructure, service offering and technology, but by also investing in our people.

The role?

• Identify, pursue and secure profitable commercial opportunities for EnerMech
• Strategically position EnerMech as the trusted partner for leading customers in the industry
• Play a key role in shaping EnerMech's business planning and bidding priorities
• Develop, maintain and extend profitable commercial relationships
  
  

Main Responsibilities & Key Result Areas

• Lead customer identification and engagement to win new business opportunities aligned with the corporate strategy, agreed business plan(s) and the Business Forecasting Tools (BFTs)
• Establish, build, maintain and extend relationships with leading customer organizations and industry partners (alliances) to achieve the agreed commercial targets
• Develop a reliable and visible pipeline of project opportunities (sales funnel) across the full BD life cycle (customer ‘mapping', lead generation, opportunity qualification, opportunity pursuit and capture as well as on-going account management and forecasting)
• Ensure that the appropriate Company tools are fully utilized to manage and track customer accounts.
• Provide input into opportunity qualification, win strategies, commercial discussions with direct input into and business development leadership of bids
• Position EnerMech as an industry leader in the service line / region to become the trusted partner of choice for EnerMech customers' most important projects
• Shape the strategy and business plan(s) for the region / business line / sector
• Develop and maintain an understanding of pricing in relevant local markets for appropriate business line activities
• Represent EnerMech to customers, partners and to the wider market at industry events, through thought leadership and via external strategic marketing campaigns
• Harness and champion multiple areas of EnerMech's capability (technical or geographic) to achieve better outcomes (cross selling)
• Be actively involved in work winning throughout the entire bid process (identification to award and including post award) and in particular be involved in the win strategy for any bid as required through the provision of critical input
• Collaborate closely with EnerMech's delivery capability to ensure this is consistently delivering best practice and continuously being improved (more integrated, right first time, more efficient, less risk to the firm and more profitable)
• Initiate and provide input to specific marketing collateral and thought leadership material, including acting as a subject matter expert wherever possible
• Share knowledge on lessons learnt (on bids and projects and through direct customer feedback) as well as key market trends with the wider organization
• Identify opportunities for innovation and business performance improvement
• Deliver a positive, consistent corporate message - Business Development Managers represent the ‘brand' internally to colleagues and externally to the market
• Maintain up-to-date, accurate and succinct business development records and tools
• Lead by example; acting as an exemplar for EnerMech's core values demonstrate a personal commitment to QHSE best practice and ownership of the company's policies and procedures

Desired candidate profile

• Demonstrable understanding of the industrial services and engineering industry with particular experience of the energy and infrastructure sectors.
• Demonstrable experience in developing and implementing target customer pursuit and key account plans.
• An excellent understanding of the industrial services and engineering industry with particular experience of the energy and infrastructure sectors
• Primary Communication in English and secondary Arabic
  
  

Preferred:

• Mechanical, electrical, engineering or construction Degree or relevant technical qualification with industry experience, a technical understanding and experience in Process, Pipelines and valves Pre-commissioning, Commissioning and Maintenance would be advantageous
  
  

Behaviors and Personal Qualities:

• Generates new ideas and good at turning concepts into practical solutions
• Entrepreneurial; identifies opportunities before being asked
• Sets and achieves challenging goals for self and others
• Finds ways to condense large amounts of information into a useful form
• Always adopts a "can do" attitude
• Understands EnerMech's structure and corporate / business line strategy
• Demonstrates ability to interpret relevant commercial and/or legal obligations of role
• Understands implications of broad decisions on budgets and costs
• Understands financial implications of decisions
• Listens actively to others and assimilates their input and views
• Develops wide range of collaborative links within the organization, actively seeking opportunities to extend network.
• Works to develop team spirit and co-operation
• Provides meaningful feedback on a regular, ongoing basis
• Conveys information fluently, interpreting and clarifying details and explaining rationale
• Tailors influencing tactics and language to the audience. Anticipates and prepares for how people will react
• Presents with confidence and conviction to all audiences
• Demonstrates good knowledge and understanding of HSE behaviors and expectations