Business Development Manager - Offshore Sector at Worley Parsons Nigeria

Worley Parsons has the skills and technologies to address all challenges, from small brownfield services contracts to mega greenfield projects.
Our service capability covers the entire asset lifecycle: from identifying the opportunity to the operating phase.

WorleyParsons extensive experience ensures that we provide project solutions with the lowest total lifecycle cost while meeting each customer’s specific requirements.
Our services go beyond new developments, to supporting operating assets through delivering brownfields projects which maintain asset integrity and improve business performance. By treating asset services as a specific business stream, WorleyParsons provides systems and work processes to deliver these projects effectively.

WorleyParsons are currently recruiting for a Senior Business Development Manager to support the Africa business within the Off-Shore sector. Preferably to be based in Pretoria however we also have offices in Nigeria and Angola where the role can also be based from.

Job Title: Business Development Manager - Offshore Sector

Ref No: 33557
Location: Lagos, LA NG

Job Description
Overall key tasks:
The Business Development Manager will be responsible for the effective management of the Sales/Marketing function for Africa within the off-shore sector. Including but not limited to:

• Marketing Analysis for assigned Customer Sector Group/territory/geographical area
• Establishing Customers/spend for three years ahead
• Identification and evaluation of quality prospects; pursuit and capture
• Identification of key technology/product development/acquisition opportunities
• Input to strategy development and support to implement
• Manage key Customer accounts including Customer Action Plans (CAP).

Policies/procedures

• To strictly work within defined (current) WorleyParsons procedures, particularly those relating to business development, pursuit, ‘delegation of authority’, business ethics and code of conduct.

Responsibilities
General

• To be a self starting manager of the “business development” process
• To provide clear regular reports
• To provide prospects analysis, win strategies and real time updates
• To develop and maintain Customer relationships
• To be flexible and resourceful with the stamina to succeed in the exciting and dynamic but challenging business development environment

Business Development Process

• To be the “up front” leader of the seven key capture steps:
  • Know your Customer
  • Build the relationship
  • Map buying and decision criteria
  • Evaluate Competitors
  • Establish Pursuit Strategies
  • Implement Pursuit Strategies and oversee proposal preparation
  • Manage the Ongoing Relationship
• To manage the “Business Development Process”
• Development Phase Lead
  • Market Analysis
  • Relationship Building
  • Customers Needs Assessment
  • Win Probability Assessment
  • Prospect Screening
  • Technical Positioning Pre-Studies
• Pre-acquisition Phase Lead/Co-ordinate
  • Customers Needs Identified
  • Networking
  • Preliminary Pursuit Strategy
  • Competitive Assessment
  • Preliminary Risk Assessment
  • Opportunity Notice (OPN) Development (gain Location support)
  • Opportunities Database (ODB) Maintenance
• Acquisition Phase Lead / Co-ordinate
  • Receive Proposal
  • Develop Bid/No Bid Decision (BNB) (Pursuit Strategy Development & Budget)
  • BNB Decision
  • Kick Off Meeting
  • Competitive Differentiation
  • Risk Management
  • Pricing
  • Management Review
  • Submit Tender
  • Negotiate
  • Market Intelligence
• Execution phase Ongoing relationship management
  • Award
  • Review Project Plan
  • Implementation Team
  • Customer Service & follow up
• Network Internally and Externally:
  • Establish relationships with Customer at all levels
  • Use Senior Executives from WorleyParsons to support visits to Senior Customers
  • Establish relationships internally within Home Office and relevant Locations
• Location Director / Business Unit General Manager (BUGM)
• Operations Team
• Proposal Manager/Team
• Project Execution Team

Key result areas

• Projects won/margins bid
• Quality of prospects proposed (win ratio)
• Information flow and knowledge of Customers/market:
  • Market/Customer strategies
  • Visit reports
  • Telephone reports

Quality of contacts established and relationships made:

• Customer Organisation Chart/Customer Listing

Quality of reporting

• monthly report
• prospect win strategies
• prospect updates

Succession plan - identification of internal/external candidates for Business Development team or as successors.

Job Requirements
The suitable candiate will have proven experience in a Business Development manager position with experience and knowledge of the African off-shore engineering market, within Oil and Gas.