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Business Development Director Water Mining

Latin America Business Development Manager - Mining

Location: Santiago, Chile

Employer: Black & Veatch

 

Company Overview:

Black & Veatch strikes a balance that is rare for any industry. Our Mission sets the bar high – Building a World of Difference ®. We live up to that ideal by delivering reliable and innovative infrastructure solutions to our clients’ most complex challenges. The result is that Black & Veatch helps to improve and sustain the quality of life around the world.

 

Primary Purpose

To proactively manage business development activities in Chile and Latin America, primarily for mining but also for other Black & Veatch business units from initial client contact through proposal preparation and contract negotiation under the leadership of the Global Business Development Director, Mining.

Actively seeks business development opportunities, assists in the preparation of internal and external presentations, makes and maintains contact with clients and potential clients, acts on RFP’s and provides day-to-day direction and guidance on all the assigned major proposals.  This includes directing the proposal preparation, assembly, and submittal.  Writes, develops and produces high-quality proposals fully responsive to client and RFP requirements as well as Black & Veatch strategic objectives.  Proposals also typically involve joint venture or consortium partners.

Once work has been secured the incumbent will maintain contact with the client to ensure that they are satisfied with ongoing work and will red flag any areas that require attention to ensure full client satisfaction.

Job Summary
Responsible for the development of new business on traditional and alternative delivery method projects within their assigned region. Initiates, cultivates, and maintains relationships at the most senior levels in Client's organizations. Works closely with Project Directors to identify, create, and win new projects or expand the scope of existing projects that meet the Division's financial and technical goals. Consults with Project and Engineering Managers to ensure delivery of our work product to the Client's satisfaction. Serves as Global Strategic Account Manager across boundaries of region.
Key Responsibilities
  • . Supports the budgeting/forecasting process by supplying accurate and timely data for prospects . Evaluates risks and rewards that come from project pursuit activities, and manages activities to minimize risk  
  • Follows Division Risk Management Committee/Proposal Review Board policies and procedures  
  • Should claims issues arise, either for or against Black and Veatch, works diligently in conjunction with the Division Risk Management Team to resolve disputes efficiently and fairly . Manages overhead activities and seeks to minimize cost expenditures wherever possible . Supports the Performance Culture Initiative by serving as development leader, supervisor, and mentor for professionals throughout the region  
  • Encourages and regularly reviews the process of setting individual goals, providing regular and annual feedback . Participates as requested in recruitment of other client services professionals in partnership with Human Resources and the Regional Director of Client Services . Supports all corporate initiatives which includes, but is not limited to, safety, quality, and value creation . Supports the Market Leadership Initiative by leading, as requested, company strategies through direct involvement in sales, strategic positioning, client development, client management, market intelligence, and competitor intelligence . Develops and maintains strong professional relationships with clients to foster business development initiatives . Gathers information regarding prospective work and the Client's measures for project success, shares information with the local team, and actively pursues viable projects . Leads the local team in development of the strategy for winning new work . In coordination with Project Directors ensures business pursuit decisions are made on prospects in a timely manner in accordance with the Divisional review policy . In response to Requests for Qualifications (RFQ's), Requests for Proposals (RFP's), and other client presentations and interviews, ensures proposal/presentation team has been formed as required  
  • Makes certain presentation materials are responsive to client's needs, clearly presents the desired message, uses appropriate presentation style, and is completed on a timely basis . Reviews with the Project Director the detailed scope of work and budgets for the project that may be included in a proposal or as part of contract negotiations . Attends and participates in presentations to and/or interviews with prospective clients, as requested . On a monthly basis, or as required, reports marketing efforts including wins and losses and debriefing information to Regional Director of Client Services . Once project has been awarded, attends applicable client board/council meetings and dedication activities, meets with Project Director to stay apprised of project activities, reviews Client's project review comments and success parameters, and verifies Client's concerns are addressed . Works with the Project Director to advise the Client of any potential impacts that may affect the Client's success parameters for the project, as requested; maintains contact with the Client at senior levels to monitor and assess satisfaction with the Black and Veatch work product . "Acts in capacity of a "lead person"  
  • Does not have management responsibility for the people to whom they provide work direction  
  • List positions receiving direction: Regional Pursuit Managers-Water 
  • Management Responsibilities
    Preferred Qualifications
  • Master's Degree preferred 
  • Preferred Skills: . Ability to lead, guide, and mentor team of professionals to create collaboration . Excellent communication and inter-personal skills . Ability to interface with multiple offices and cultures . Ability to think strategically and create persuasive message . Understanding of budgets and financial and performance metrics . Ability to forecast . Self starter and ability to make decisions independently . Verbal and written communication skills, including presentations . Ability to meet deadlines and be flexible to multiple demands of project teams and shifting priorities . Comprehensive understanding of the Water industry; ability to maintain effective relationships with key clients . Problem solving skills . Leadership skills 
  • Minimum Qualifications
    12 + years related experience with major pursuit activities. 2 + years global pursuit experience in industry. Bachelor's Degree in Engineering, Business, or Marketing required. All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following: criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations.
    Certifications
    Work Environment/Physical Demands
    Travel or Relocate, Keyboarding, SittingNormal Office Environment
    Competencies
    Collaborates
    Communicates effectively
    Courage
    Directs work
    Instills trust
    Interpersonal savvy
    Organizational savvy
    Salary Plan
    SAM: Sales
    Job Grade
    008

    Key Responsibilities

    • Identifies business opportunities and proactively seeks work, making contact with the relevant client personnel and ensuring that B&V is on the bid list for suitable projects.
    • Responds to RFP’s maximizing the possibility of winning work.
    • Prepares and delivers presentations on business development both internally and externally.
    • Leads,coordinates and directs the proposal effort on assigned proposals based on guidelines set by the Proposal Review Board (PRB); develops proposal strategy and ensures corporate compliance; ensures completeness and accuracy of each proposal.
    • Coordinates and integrates reviews by legal, contracts, insurance, finance, treasury, and tax support groups for assigned proposals.
    • Establishes the proposal schedule and seeks resources from the Director, Proposal Management to support the schedule.
    • Supervises typing, reproduction, assemble, and mailing of assigned proposals.
    • Ensures project management participation in the proposal process including active participation in the project execution plan and review of critical commercial terms of the contract.
    • Participates in all cost review meetings; participates in the proposal review at Proposal Review Board meetings.
    • Analyzes and reports the status of proposals and negotiations; monitors and actively manages the proposal budget for assigned proposals, ensuring they are completed within budget and on schedule.
    • Implements Safety, Quality, Ethical Standards, and Lessons Learned in accordance with BV Policies, Standards, and Guides.
    • Leads contract negotiations with legal.
    • Assists in structuring study and execution teams to perform work
    • Monitors ongoing client satisfaction with ongoing projects, red flagging areas that can be improved.
    • Assists in the preparation of budgets and forecasts relating to business development.
    • Leads studies when required to do so, performing a study management role.

     

    Management Responsibilities

    Acts in capacity of a “lead person”.  Does not have management responsibility for the people to whom they provide work direction, such as Project Discipline Engineers, Procurement Manager, etc. This is generally a “matrix management” environment.

     

    Education/Experience/Training

    Engineering degree with 10+ years of project and business development experience.  Proposals, sales, and negotiation training and experience is fundamental to this role as is a thorough knowledge of the Chilean, Peruvian and Latin American mining sector.

     

    COMPETENCIES

    • General technical knowledge of industry including all types of mining and associated infrastructure
    • Takes initiative, self-motivated
    • Understanding of financial metrics including PGM, revenue, and overhead costs
    • Bilingual (Spanish and English)
    • Excellent communications/human relations skills (written, verbal, client service)
    • Strong writing, verbal and planning skills
    • Ability to manage and motivate professionals, and able to work with a positive attitude in a team environment
    • Ability to work collaboratively with several of the BV business units, ie: Energy/Water/Telecommunications
    • Ability to interface with diverse personalities
    • Ability to think strategically
    • Strong leadership skills
    • Strong problem solving skills (identify, analyze, research, evaluate, resolve)
    • Conflict management skills
    • Project Management skills

     

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