Strategy & Commercial Manager, Heavy Civil Business Line (280692)

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Job Summary:

We are currently looking for a Strategy & Commercial Manager to join our Heavy Civil business line.  This is a senior role within the business line, supporting the Business Manager with two key areas of responsibility. The Strategy & Commercial Manager will support shaping the business line strategy and providing commercial support to all parts of the Heavy Civils business as well as leading on business development in the UK market.

The Heavy Civil business line is a key part of Bechtel’s global infrastructure business unit, focusing on the development and delivery of motorways, hydro and pumped hydro storage power projects, and earthworks & marine scope in support of projects undertaken by Bechtel’s other global business units. This business line is based in London but executes projects around the world including UK, Australia, North America and the Balkans.

The role involves being able to develop high level strategy and long-term plans, providing commercial rigour across the business, and also get into the detail of stakeholder engagement, prospect identification, and work winning in the UK. This will involve the ability to engage on a commercial, technical, and senior engagement level (internally and with partners, supply chain, customers, and government).

The Strategy & Commercial Manager must be self-motivated and be able to exercise significant discretion. They should have excellent written, oral, and influencing skills.  The role requires an ability to flex to respond to the varied needs of the business, ascertaining what is most important and prioritising tasks.

• Proven ability to work effectively in fluid environments. Working flexibility within a changing environment, as part of a team or independently


• Ability to influence internally without direct authority with strong covenant-based behavior. Works well with teams and other departments.


• Evidence of stakeholder management and/or customer account management

Major Responsibilities:

• Directs the efforts and activities of the Business Development managers/representatives in maintaining, improving and/or building relationships with customers, prospective customers, potential teaming partners, and strategic/key suppliers  


• Actively seeks understanding of customers' present and future plans for growth, projects, and programmatic and technical requirements  


• Conducts research of current and future markets for present and new services for the organization  


• Follows up on jobs lost to competition to determine the reasons why Bechtel was not selected and monitors the competitor's project performance  


• Manages the preparation of proposals, including obtaining engineering, estimating, procurement, legal, and labor inputs  


• Recommends commercial strategy and pricing  


• Participates in proposal and pricing reviews and makes specific recommendations to senior management on request  


• Participates in final proposal presentations and negotiates Bechtel responsibilities and fee with clients  


• Directs the preparation and ensures corporate approval of contracts for awarded projects/studies  


• Recommends new services and new industry markets that the company should actively pursue  

Education and Experience Requirements:

Requires bachelor's or master's degree (or international equivalent) and considerable relevant experience.

• Has set and delivered a sector strategy in line with business priorities.


• Experience of business planning, setting and managing budgets.


• Demonstrated commercial acumen, with experience of forming, negotiating, and managing contracts.


• Able to support the development and negotiation of joint venture and key supply chain agreements.


• Experience of setting a commercial strategy to win profitable work.

Desirable:

• Has held P&L responsibility


• Experience of Bechtel bid process (e.g. Shipley reviews)


• Experience of Bechtel governance processes (e.g. Management Approval Letters, business reviews)


• Experience of working directly with the supply chain


• Working with legal teams to align on legal/commercial positions and negotiation strategies


• Experience of defining broader value benefits (e.g. social value / sustainability)

Required Knowledge and Skills:

• Experience in Business Development and knowledge of current industry trends.


• Directs and actively participates in planning the business development/capture strategy for specific market and prospects.  Keeps aware of the business development activity and strategy of competitors, including their pricing trends and approaches.  Follows up on jobs won and lost to determine the reasons why Bechtel was or was not selected.


• Building strong relationships and a reputation in the market.


• Knowledge in preparation of win plans, pre-positioning, targeting, pursuit and capture of strategic prospects.


• Demonstrated initiative and intensity in pursuit of new work; serves as the internal advocate for a prospects.


• Develops and leads proposal presentations and with customers.


• Directs the preparation of and obtains legal and management approval for prospects.


• Conducts research of current and future markets for present and new services. Develops recommendations for new services that the organization should offer and new industry markets that the organization should actively pursue.

Total Rewards/Benefits

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