Business development manager

Requisition ID: 293705

• Relocation Authorized: None
• Telework Type: Part-Time Telework
• Work Location: Perth, WA

Since 1898, we have helped customers complete more than 25,000 projects in 160 countries on all seven continents that have created jobs, grown economies, improved the resiliency of the world's infrastructure, increased access to energy, resources, and vital services, and made the world a safer, cleaner place.

Differentiated by the quality of our people and our relentless drive to deliver the most successful outcomes, we align our capabilities to our customers' objectives to create a lasting positive impact. We serve the Infrastructure; Nuclear, Security & Environmental; Energy; Mining & Metals, and the Manufacturing and Technology markets. Our services span from initial planning and investment, through start-up and operations.

Core to Bechtel is our Vision, Values and Commitments. They are what we believe, what customers can expect, and how we deliver. Learn more about our extraordinary teams building inspiring projects in our Impact Report.

Bechtel Mining and Metals offers engineering, procurement, and construction services for customers in the mining sector across multiple commodities including Iron Ore, Bauxite, Alumina, Aluminium, Copper, Gold, Coall, Lithium and Rare Earths markets.

Headquartered in Santiago, Chile, the M&M global business unit also has offices in Brisbane, Perth and Adelaide in Australia along with execution units in the United States, Peru, Kingdom of Saudi Arabia, India and other project locations around the world.

Bechtel's Mining and Metals (M&M) business is strengthening its Marketing and Business Development team by recruiting a BD Manager, based in Perth. The position will report to the BD Manager for Australia & Asia Pacific (APAC) & Europe, Africa and Middle East (EAM) and will support Bechtel's major projects and studies business in the region, with a focus on leading these activities in Western Australia, South Australia and Northern Territory.

The BD Manager will be responsible for developing customer relationships, influencing the business strategy and delivering the annual new work booked (NWB) plan. In addition, the BD Manager will lead and oversee proposal development efforts within the region, coordinating with technical, commercial and legal teams in accordance with Bechtel's internal governance processes.

• Customer relations: build and maintain key customer relationships with existing and prospective customers, keep informed of customers' present and future plans for growth, projects, and programmatic and technical requirements. Prepare and deliver customer presentations, develop and administer the regional customer relationship program, and coordinate the customer survey process.
• New Work Booked: support in developing and implementing the annual NWB plan in the region, build prospect pipelines that deliver sustainable, predictable profitability over the medium term, and interface with senior management for reviews and updates.
• Proposals: lead or manage proposals in the region as required, develop capture plans and winning value propositions, identify and shape opportunities early in the BD process, manage teaming relationships and pricing strategies, monitor BD activity in the market, and follow up on jobs won and lost for feedback and lessons learned.
• Internal governance, BD process and approvals: administer the BD process including prospect screening, proposal budget administration, management approval letters, and updates to Bechtel's CRM system. Engage with the regional general manager, operations managers and functional managers to assign proposal teams, and coordinate kickoff and operational transition meetings once new projects have been awarded.
• Negotiations: lead or oversee negotiations with customers to close NWB deals, develop negotiation plans and strategies, and lead complex commercial negotiations, interfacing with regional leadership and the M&M leadership team as appropriate to ensure alignment on commercial positions.
• Marketing: participate in the development and implementation of the region's external branding and marketing building from Bechtel's corporate value proposition, follow industry and customer trends, identify opportunities to promote M&M's value through publications or events, and prepare marketing content and materials with support from graphic design.

Requires a bachelor's or master's degree (or international equivalent) and 15+ years of relevant experience or 19+ years of relevant work experience.

• Demonstrated previous experience performing the job responsibilities listed above in the engineering and construction industry or a relevant associated sector.
• Knowledge of internal and external BD process and typical industry policies and procedures.
• Demonstrates the tenacity necessary to find, develop and close prospects.
• Deal generator: understands what a good deal looks like, can see the different angles, evaluate alternatives and filter out distractions.
• Delivery focused and competitive: can develop a structured plan for what it takes to develop and win a prospect and meet time requirements while driving the BD process across functions.
• Creative problem solver: understands challenges and offers practical solutions, adapting the approach as new challenges arise.
• Strategic: navigates between business strategy and prospect tactics, assesses new markets, provides comparative data, competitor analysis and winning pricing benchmarks.
• Has the ability to understand the deal and influence, shape and structure the ideal position for Bechtel by meeting the customer's needs.
• Networker and relationship builder: proactively builds internal and external relationships across the entire value chain of stakeholders.
• Alignment to customer culture: has local experience or knowledge of the region to appreciate customer sensitivities.
• Major project experience: brings first‐hand experience to communicate to stakeholders and understand challenges that a prospect could face, balancing technical, commercial and legal knowledge for effective deal structuring.

Bechtel offers robust benefits to ensure employees thrive, including career advancement, programs to enhance our culture, and time to recharge. Learn more at Bechtel Total Rewards.

As a global company, we welcome a vibrant multitude of nationalities, cultures, ethnicities and life experiences. This diversity makes us a trusted partner, effective problem solver and an attractive destination for leading talent. We are committed to a workplace where every colleague feels they belong, where plus, we support a "One Team" culture, respected and rewarded for what they bring, and treated equitably.

Bechtel is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity and expression, age, national origin, disability, citizenship status (except as authorized by law), protected veteran status, genetic information, and any other characteristic protected by federal, state or local law. Applicants with a disability who require a reasonable accommodation for any part of the application or hiring process may e‐mail their request to .