Business Development Manager

Luanda Aldelia

DESCRIPTION OF FUNCTION

  • Based in Angola;
  • Oil and gas industry;
  • Managing Business Development in Africa and CIS;
  • Developing business opportunities and implementing pursuit strategies for target prospect;
  • 25-50% travelling involved (Africa, Europe);
  • Establishing and maintaining a zippered network of client relationships;
  • Development and maintenance of Region Account plans and for supporting Global Account Directors (GADs) and Client Account Managers (CAMs) in the development and maintenance of Global and Client Account Plans;
  • Liaise with the relevant internal and external contacts to gather and analyse Business Intelligence relevant to the prospects;
  • Initiate a pursuit plan for the allocated prospect(s) and will develop an initial pursuit strategy;
  • Identify information gaps and form and monitor pursuit actions to fill the information gaps;
  • Development of the pursuit plan: introduction, key facts and figures about the opportunity including potential workscope, Pursuit Team, list of people and positions that comprise the pursuit team, Market & Client Context, placing the pursuit in a wider context (client Goal & Blue Sheet), description of client goal and identification of buying process decision- makers and influencers (that may include client partners), Contact Plan, to manage interaction with identified decision-makers and influencers, Competitive Position Analysis to assess and improve our Client’s competitive position, Alternative Strategies and Scenarios where potential strategies can be proposed and evaluated;
  • Will validate such strategy developments with Region management and during Pursuit Strategy Board (PSB) reviews for qualifying opportunities;
  • Will brief the Tender Lead on the agreed Pursuit Strategy and will contribute to the tender development and related activities in line with the strategy up to award, including partnership negotiations as applicable, client facing negotiations and client debriefs

KEY RESPONSIBILITIES

  • Contribute to the formation and execution of Region Strategy;
  • Support GADs in the management of Global Accounts;
  • Support CAMs in the management of Client Accounts;
  • Form and manage Region Accounts;
  • Identify potential new prospects;
  • Have overall responsibility for establishing initial pursuit plans and secondary responsibility for their regular upkeep throughout the life of the pursuit;
  • Support tender teams in the delivery of influencing actions;
  • Exercise stewardship of the tender pre-qualification phase;
  • Ensure pursuit strategies are reflected in tender submissions;
  • Attend client debriefs post-award and follow up on actions arising;
  • Ensure Sales & Marketing capitalises from lessons learned and is performed in accordance with best practice, striving to mitigate risk, promoting safety and integrity consistently;
  • Provide support and guidance to more junior members of the tendering department.

PROFILE – KNOWLEDGE, SKILLS, EXPERIENCE AND BEHAVIOURS

  • Bachelor’s Degree in a related field preferred;
  • A minimum of 10 years experience within multinational environment and Oil and Gas industry;
  • Excellent analytical abilities;
  • Having a strategic mind-set;
  • Excellent understanding of oil and gas products, assets, technologies, capabilities and business model;
  • Knowledge of oil and gas market strategies;
  • Team player;
  • Strong communication, presenting, listening, and negotiation skills;
  • Being able to travel on a regular basis to Europe and Africa;
  • Angolan nationality;
  • Portuguese native language and Fluency in English.
  • Applications have closed


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