Senior Business Development Manager, Hydrocarbons - Sub-Sahara Africa Offshore 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 (Hydrocarbons) to support the Sub-Sahara 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: Senior Business Development Manager, Hydrocarbons - Sub-Sahara Africa Offshore

Ref No: 33557
Location of Job: Pretoria, GT 181 ZA (Primary) Lagos, LA NG Angola, AO

Reports To (Position Title): Senior Vice President, Hydrocarbons - Europe, MENAI and Sub-Saharan Africa

Major Accountabilities of Position:
The overall responsibility of this role is to provide leadership, planning and management of all Hydrocarbons offshore business development activities which occur in Sub-Saharan Africa. Collaborate with the Director of Hydrocarbons SSA Onshore in managing the overall market.

The following chart describes the roles expected in this position in different areas of responsibility:

Strategy

• Responsible for Hydrocarbons CSG growth Strategy identification, prioritisation, development and dissemination through the SSA region.
• Identify future trends and shifts in the Hydrocarbons markets that will impact or influence future strategies; planning and execution of strategies relating to these trends; and hiring or shifting of business resources in advance of and to capitalize upon these trends.
• Participate in the Regional HC CSG strategy development process (and represents the SSA CSG perspective in this global forum).
• Coordinate SSA-based industry research activities required to support the annual Regional Strategy process to (1) Identify trends and shifts at the sector, customer, and industry levels; (2) predict new growth markets; (3) maintain an accurate knowledge of competitors / partners strengths, weaknesses and growth strategy & (4) to clearly define WorleyParsons' SSA market position within each market segment.
• Conduct (within the existing quarterly location reviews) a review of the location-based activities that have been designed to deliver the agreed Regional strategies.
• Identify possible acquisition targets, strategic partnerships and other 3rd party engagements to realise the agreed growth strategy (note this does not include specific due diligence & integration activities - which is managed by the M&A group).

CRM

• Collaborate with others in all CSGs and Regional and Global BD and Operations to strengthen existing identified Key Customer relationships & Identify new customer relationships requiring strengthening; and develop / enact the specific actions required. Agree with SSA Regional management on the identities of Key Customers requiring direct interaction, and which are non-strategic customers to be covered by location-based BD (Seller-Doers).
• Provide support to the Global Customer Relationship Managers (GCRMs) via early engagement on win strategy development & EPRs, feedback from relevant SSA-based projects, and input to quarterly project and business reviews.
• Support the locations and respective location management teams involved in the execution of multi-location projects.
• Undertake a quarterly review of the BD-managed Customer feedback process (to ensure adequate feedback is being gained and that resulting actions are being taken).

Business Development

• Undertake direct interaction with Key Customers in SSA, and develop new projects with them. Global Hydrocarbons support and that of the SSA Regional team is available as-needed. Generally, the primary function of this role is full responsibility and accountability (i.e. ownership) for the successful pursuit of Major and Mega offshore projects in the SSA Region, either directly or through partial delegation, and the ultimate growth of the Hydrocarbons EBIT that is derived from this region.
• Maintain Opportunity tracking in the CRMT system.
• Collaborate with location-based BD to identify and prioritise major pursuit activity for identified Key Customers & Support the Locations to identify and prioritise pursuit activity for local CSG customers.

Proposal Development

• Lead and manage the approvals within the BNB process (together with regional BD and the Locations); ensure that all Bid / No Bid (BNB) process requirements are fulfilled by all BD-related resources in the Region.
• Together with SSA’s location-based BD, establish the win strategy and assist with the preparation of major proposals / multi-location bids, including selection of the execution location(s) and partners - if required - in conjunction with location management; participate in the Technical reviews of proposals to ensure completeness and efficacy.
• Together with the other regions' CSG directors, establish the win strategy and assist with the preparation of Cross-Regional bids including selection of the execution location(s) and partners - if required - in conjunction with all regional managements, and in accordance with the BNB process, and Delegations of Authority.
• Collaborate with CSG and BD resources, and delivery locations to establish the strategic commercial themes and specific commercial parameters for significant CSG contracts & undertake a Commercial review of all major proposals. Personally lead or participate in all Major or Mega-Project Contractual negotiations.

Marketing & Comms

• Participate in the formation of the global marketing platform for the CSG (and coordinates the SSA response in support of the overall marketing requirements). Recommends local press releases and local/global advertising.
• Responsible for coordinating representation of WorleyParsons to the broader Regional CSG (conferences, technical forums, industry forums, etc.).
• Responsible for the development of SSA-specific marketing material for the Hydrocarbons CSG, and use of advertising media and other communications channels.

Capability Leverage & Enhancement

• Identify and/or participate in the selection of specific locations where we should and can establish sector capability consistent with the regional strategy and helping the locations to do so.
• Contribute and/or lead preparation of business plans for entry into new markets or countries.
• Identify the unique process, specialist capabilities and technological capabilities required to the meet needs of the Hydrocarbons CSG’s customers (& then communicate these requirements to the locations and sub-sector leaders).
• Interact with other CSGs and other regions’ leaders to ensure maximum WP coverage & coordination on opportunities.
• Interact with all Global Sub-sector Leaders (GSLs) to ensure that all area needs in their technical areas are addressed, and that they are fulfilling the needs of the area
• Ensure market developments are communicated to the sub-sector representatives such they can maintain knowledge of technology advancements and market trends, and can respond accordingly in the capability platform enhancement.

PRM
Coordinate Partner Relationship Management activities for SSA-based partners within the CSG.

Regional & Location Mgt Interaction

• Participate in the leadership (RMC) of the Region and act as an advocate for & the representative of the Hydrocarbons CSG within the SSA Region for offshore projects. Lead or participate in the identification of internal personnel resources to support new projects or other opportunities.
• Major / Strategic Project sponsorship/steering committee involvement; remain fully-involved with customers after the award of projects, either as sponsor or as client advocate.
• Communicate to Area Hydrocarbons CSG leadership on all issues that will impact: budget/forecast, company reputation, HSE performance, DOA approvals, cross-CSG cooperation.

People

• Provide leadership, undertake team-building, assist with mentoring, coaching and training of the people involved with the Hydrocarbons CSG in the SSA region.
• Assist the locations in key person recruitment (as required to deliver the growth strategy).
• Assist the SSA region in finding & mobilising sector-specific personnel (from both internal & external sources) for projects/assignments where there is no existing capability in the execution location.

Job Requirements
The suitable candidate 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.