Senior Manager, Growth & Development (G&D) - Operations - South
Company: Wood
Location: Houston
Posted on: January 27, 2023
Job Description:
Overview / Responsibilities
Wood is currently recruiting for a Senior Manager, Business
Development who will be responsible for the development, pursuit,
and execution of new business opportunities, alongside focusing on
key customer accounts and strategic customer targets in order to
meet sale growth and business targets within the process and
chemicals market in Texas and US South.
This individual will lead and coordinate front-line business sales
and business development activities within the Texas and US South
in response to market trends, customer behaviors, and competitor
tactics. This person will also create and maintain productive
business relationships with internal and external stakeholders,
leading to enhanced earnings and reputation.
The G&D Senior Manager is responsible and accountable for
growing sales within the designated key customer accounts and
strategic targets, growing our service lines and products with
strategic customers, and key account sales to existing customers,
both external and internal.
The role will be a single point of contact to promote and sell the
full suite of services Wood has to offer across the entire region
assigned and will collaborate with Projects and Consulting to
promote enhanced cross-selling.
Ideally the successful candidate would report to our Houston, TX
offfice or Clute, TX Operations office,
KEY ACCOUNTABILITIES & RESPONSIBILITIES
Provide strategic vision and direction to grow area of business
- Representation of the whole of Operations Americas in Texas and
US South (regarding customer interface and market)
- Seek to understand the available markets and work to represent
and sell all the core competencies of Operations Americas that fit
the opportunities in the region
- Define, shape, drive and execute the growth strategy to support
short and long-term strategic goals, including future growth
aspirations within the assigned region
- Gather market intelligence and develop strategies to meet the
shifting market opportunities
- Lead the establishment of strong and enduring high-level
relationships with customers, partners, supply chain, and
stakeholders to ensure strategy delivery and position for future
opportunities as measured by customer satisfaction and feedback,
the health of the prospect pipeline, and ultimately the overall
achievement of financial targets
- Develop and maintain client relationships, proactively seeking
and advancing opportunities to broaden service offering to existing
clients and initiate relationships with new clients, including
participating in or leading bid and tender activity
- Promote, represent, and enhance company reputation internally
and externally with clients, government, and trade bodies staying
abreast of industry developments across the region to ensure the
company is well-positioned to secure new contracts that come to
market
- Develop and drive the necessary zipper engagement plans to
broaden and grow relationships
- Drive effective creation, identification, and pursuit of
opportunities with the specified company accounts, including
collaboration across regions, markets, and business units
- Ensure customer information and feedback is incorporated into
relationship management and pursuit plans relevant to the specified
companies
- Comply fully with the Wood tender governance process
WORKING RELATIONSHIPS
- INTERNAL: President and regional leadership team, executive
leadership team, contract and country managers, functional support
managers, employees
- EXTERNAL: Key senior-level clients; key joint venture partners
& subcontractors; industry bodies; regulators; national & local
government stakeholders
LEVEL OF INFLUENCE & DECISION-MAKING AUTHORITY
- There is a requirement to collaborate and consult across
functions to influence and shape the regional agenda
- Significant external influence and negotiating skills working
in partnership with current/potential clients
- Helps set and drive strategic direction and priorities to
deliver the strategy of the relevant business unit and the broader
company and, in so doing, is expected to exert significant
influence over those key relationships documented in the Working
Relationships section of this document
- Has a high level of decision-making authority within the
relevant area of responsibility but always within the company
Delegation of Authority parameters
- The incumbent will continuously operate within the law and
ethically in line with all relevant codes of conduct, governance,
and regulatory requirements specific to the role
Skills / Qualifications
PERSON SPECIFICATION
QUALIFICATIONS
- Academic qualification in Business and / or Engineering
JOB-SPECIFIC EXPERIENCE
- 10+ years working in either/both process and chemicals, with
experience in asset management, maintenance, turnaround and outage,
and small construction required
- Understanding of the local market in Texas and prior experience
selling in the region
- Understanding of the key functions within business development,
the organization, customers, competitors, and the market
- An extensive personal network of contacts across process and
chemicals clients across the US and specifically within
Texas.
- Operational experience and expertise
- Strong business-winning track record across multiple
geographies
KNOWLEDGE, SKILLS, AND EXPERIENCE
- Customers, competitors, markets, and the company's service
portfolio
- Group performance and how it can deliver and add value to its
customers
- Complex strategic commercial and business models
- Current and future industry trends
PERSONAL ATTRIBUTES
- Strong and inspiring leader with excellent relationship
development and business skills
- Excellent communicator and key influencer
- Trustworthy, with the highest level of integrity and ethical
standards
- Ability to engage individuals across all levels while being
culturally aware
- Demonstrated ability to work autonomously
- Strongly developed influencing skills
- Able to connect and establish effective, cross-cultural working
relationships with all levels of the organization and
externally
- Consistently model and lead on the company's core
values
- Credibility inside the company and externally with customers or
partners
Company Overview
Wood is a global leader in engineering and consultancy across
energy and the built environment, helping to unlock solutions to
some of the world's most critical challenges. We provide
consulting, projects and operations solutions in more than 60
countries, employing around 40,000 people. www.woodplc.com
Diversity Statement
We are an equal opportunity employer that recognises the value of a
diverse workforce. All suitably qualified applicants will receive
consideration for employment on the basis of objective criteria and
without regard to the following (which is a non-exhaustive list):
race, colour, age, religion, gender, national origin, disability,
sexual orientation, gender identity, protected veteran status, or
other characteristics in accordance with the relevant governing
laws.
Keywords: Wood, Houston , Senior Manager, Growth & Development (G&D) - Operations - South, Executive , Houston, Texas
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