Wood is currently recruiting for a Senior Manager, Business Development who will be responsible for the development, pursuit, and execution of new business opportunities, alongside focusing on key customer accounts and strategic customer targets in order to meet sale growth and business targets within the process and chemicals market in Texas and US South.
This individual will lead and coordinate front-line business sales and business development activities within the Texas and US South in response to market trends, customer behaviors, and competitor tactics. This person will also create and maintain productive business relationships with internal and external stakeholders, leading to enhanced earnings and reputation.
The G&D Senior Manager is responsible and accountable for growing sales within the designated key customer accounts and strategic targets, growing our service lines and products with strategic customers, and key account sales to existing customers, both external and internal.
The role will be a single point of contact to promote and sell the full suite of services Wood has to offer across the entire region assigned and will collaborate with Projects and Consulting to promote enhanced cross-selling.
Ideally the successful candidate would report to our Houston, TX offfice or Clute, TX Operations office,
KEY ACCOUNTABILITIES & RESPONSIBILITIES
Provide strategic vision and direction to grow area of business
Representation of the whole of Operations Americas in Texas and US South (regarding customer interface and market)
Seek to understand the available markets and work to represent and sell all the core competencies of Operations Americas that fit the opportunities in the region
Define, shape, drive and execute the growth strategy to support short and long-term strategic goals, including future growth aspirations within the assigned region
Gather market intelligence and develop strategies to meet the shifting market opportunities
Lead the establishment of strong and enduring high-level relationships with customers, partners, supply chain, and stakeholders to ensure strategy delivery and position for future opportunities as measured by customer satisfaction and feedback, the health of the prospect pipeline, and ultimately the overall achievement of financial targets
Develop and maintain client relationships, proactively seeking and advancing opportunities to broaden service offering to existing clients and initiate relationships with new clients, including participating in or leading bid and tender activity
Promote, represent, and enhance company reputation internally and externally with clients, government, and trade bodies staying abreast of industry developments across the region to ensure the company is well-positioned to secure new contracts that come to market
Develop and drive the necessary zipper engagement plans to broaden and grow relationships
Drive effective creation, identification, and pursuit of opportunities with the specified company accounts, including collaboration across regions, markets, and business units
Ensure customer information and feedback is incorporated into relationship management and pursuit plans relevant to the specified companies
Comply fully with the Wood tender governance process
WORKING RELATIONSHIPS
INTERNAL: President and regional leadership team, executive leadership team, contract and country managers, functional support managers, employees
EXTERNAL: Key senior-level clients; key joint venture partners & subcontractors; industry bodies; regulators; national & local government stakeholders
LEVEL OF INFLUENCE & DECISION-MAKING AUTHORITY
There is a requirement to collaborate and consult across functions to influence and shape the regional agenda
Significant external influence and negotiating skills working in partnership with current/potential clients
Helps set and drive strategic direction and priorities to deliver the strategy of the relevant business unit and the broader company and, in so doing, is expected to exert significant influence over those key relationships documented in the Working Relationships section of this document
Has a high level of decision-making authority within the relevant area of responsibility but always within the company Delegation of Authority parameters
The incumbent will continuously operate within the law and ethically in line with all relevant codes of conduct, governance, and regulatory requirements specific to the role
Skills / Qualifications
PERSON SPECIFICATION
QUALIFICATIONS
Academic qualification in Business and / or Engineering
JOB-SPECIFIC EXPERIENCE
10+ years working in either/both process and chemicals, with experience in asset management, maintenance, turnaround and outage, and small construction required
Understanding of the local market in Texas and prior experience selling in the region
Understanding of the key functions within business development, the organization, customers, competitors, and the market
An extensive personal network of contacts across process and chemicals clients across the US and specifically within Texas.
Operational experience and expertise
Strong business-winning track record across multiple geographies
KNOWLEDGE, SKILLS, AND EXPERIENCE
Customers, competitors, markets, and the company's service portfolio
Group performance and how it can deliver and add value to its customers
Complex strategic commercial and business models
Current and future industry trends
PERSONAL ATTRIBUTES
Strong and inspiring leader with excellent relationship development and business skills
Excellent communicator and key influencer
Trustworthy, with the highest level of integrity and ethical standards
Ability to engage individuals across all levels while being culturally aware
Demonstrated ability to work autonomously
Strongly developed influencing skills
Able to connect and establish effective, cross-cultural working relationships with all levels of the organization and externally
Consistently model and lead on the company's core values
Credibility inside the company and externally with customers or partners
Company Overview
Wood is a global leader in engineering and consultancy across energy and the built environment, helping to unlock solutions to some of the world's most critical challenges. We provide consulting, projects and operations solutions in more than 60 countries, employing around 40,000 people. www.woodplc.com
Diversity Statement
We are an equal opportunity employer that recognises the value of a diverse workforce. All suitably qualified applicants will receive consideration for employment on the basis of objective criteria and without regard to the following (which is a non-exhaustive list): race, colour, age, religion, gender, national origin, disability, sexual orientation, gender identity, protected veteran status, or other characteristics in accordance with the relevant governing laws.
