Manage Process & Chemicals business development efforts in Argentina to win new consulting, study, engineering and EPCM project work. Although primarily focused on feeding the local services execution teams, the role requires a pragmatic approach to bidding and winning work based on customer and local Wood requirements while maintaining a view towards growing the global Wood family.
The role includes the management of all aspects of the business development role, starting on market information gathering, market analysis, work on a project opportunities database and developing a plan to approach potential clients, developing solid and long term customer relationships, identifying prospects and opportunities, develop a strategy win plan, support the bidding process and follow up on proposal, all activities aligned to increase the company's revenue and market share.
These activities must be executed following Wood's policies, procedures and Process & Energy business strategies and plans. In addition, you will support the global Process & Energy Strategy & Development (S&D) team by providing accurate market intelligence, valuable regional insights and developing, documenting and maintaining a comprehensive pipeline of projects within CRM.
Within the context of the Role Objectives, the role will require, but is not limited to, the execution of the following:
Identify, establish, develop and maintain strategic relationships with clients throughout Argentina and support those customers outside the region through active collaboration with global Wood S&D and project execution teams.Participate in the development of the P&C Argentina Business Strategy, Business Plan and Budget in alignment with the global Process & Chemicals strategies and business plans.Act as a sales lead and monitor sales progress and performance in Argentina including timely/regular input and updating of the CRM database.Develop lead review and opportunity pursuit and win plans and then actively lead or manage the execution of those plans through to receipt of the customer inquiry (EOI, RFP's etc.), development of the ultimate response strategy and development and submission of the Wood response.More specifically, write and/or manage development of proposals, SOQ's, presentations, meetings, workshops, risk reviews and marketing materials to support specific opportunity pursuits from consulting through studies and EPC(M) execution.Assist with market research activities to identify emerging market trends and opportunities and contribute to the development of marketing and business development strategies to capitalize on them. This includes support of similar activities in other regions and as part of the overall Process & Energy service line.Continuously track competitor relationships, marketing activity, customer focus, products and strategic initiatives and activities in your region to develop both regional and global competitor analyses.Represent Wood within the industrial, infrastructure and energy technical and social organizations at all levels, at industry events and conferences, and in our communities.Advise on business/service line capability and skill requirements, current and emerging within region and work with execution offices to identify and hire required talent.Manage local business development resources as defined in HR policies and procedures within the defined regional operations structure and agreed budget including sourcing, hiring and managing experienced, skilled and capable Business Development resources.Manage the CRM database, keep it up to date and provide complete and timely information to the broader business.Prepare a 6 month ahead budget for attending seminars and conferences, to account for budget and company's interest.Prepare a travel plan with a 3 month look ahead that needs to be approved.Maintain at least a volume of the equivalent of an annual revenue in new prospects that needs to be revised every quarter.Lead the relationship with clients and obtain satisfaction surveys in order to communicate the lessons learned and take corrective actions.Present on a monthly basis, the expense reports according to Wood's Travel policy for review and approval.
Related engineering degree, certificate/diploma from a relevant and recognized University or demonstrated expertise and acceptance in the industry based on work experience; an MBA would also be considered as an asset.Minimum 5-7 (five to seven) years Business Development experience with a recognized EPC/EPCM/PMC organization or a combination of Business Development and project execution experience with at least 5 years of Business Development experience in the Industrial and/or energy industry.Broad knowledge of process and chemicals industry technologies, work processes, environments and local customs, practices and norms from the EPC(M) services perspective; experience on the customer side of the table is an asset.Sound knowledge of commercial, economic and business issues relating to the industry in general and in local target markets.Excellent communication, writing, people and negotiating skills.A demonstrated capacity to build strong relationships with clients and team members.Proficiency in both, English and Spanish.Proven leadership and team development/management proficiency.Able to work independently or within a team with minimum supervision and/or direction.Self-motivated, outgoing, versatile and flexible with a positive "can-do" attitude.Able to travel locally and abroad to represent Wood in business development activities.Authorization to lawfully work in Argentina without sponsorship from Wood is required.
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