• Title
    Director, Strategy & Development Services
    Requisition ID
    2018-26241
    Work Location
    CA-BC-Vancouver
    Department / Discipline
    Business Development
    Additional Work Location
    CA-ON-Oakville | CA-SK-Saskatoon | AU-WA-Perth | ZA-Johannesburg
    Position Type
    Staff / Permanent
  • Overview / Responsibilities

     

    Wood services multiple markets including Infrastructure, Process & Energy and Mining & Minerals.  Wood performs consulting and EPCM services for many local and worldwide companies and is executing world-class projects on five continents.

    Wood currently has an exciting leadership opportunity for a dynamic and innovative Director, Strategy & Development Services. Working within the Mining & Minerals (M&M) service line (a part of the Specialist Technical Services (STS) business unit) the successful candidate will be responsible for the functional development and delivery of Strategy & Development (S&D) services required to support the successful development and implementation of the M&M global business strategy, implementation plans and their on-going progress monitoring including the delivery of all global non-financial M&M reporting. This position can be located in any of our major mining offices in Vancouver, Oakville, Perth or Johannesburg.

    The Director functionally and operationally reports to the Vice President, Strategy & Development, Global Mining but also works very closely with the President of M&M on global strategy and special projects leading the development and implementation of the M&M global business strategy.

    The Director leads a small multi-talented team of professionals who are responsible for market research, data analysis, management of M&M utilization of Dynamics CRM, coordination of all global M&M marketing activities, conferences, social media utilization, marketing materials development, production and distribution, global proposal and Business Development (BD) process QA to develop improved offerings globally that win M&M and Wood more quality work.

    To succeed the position requires continuous networking and influence of operational and functional business leaders, the regional S&D and BD teams, plus the research, analysis, development and implementation of tools and processes that improve decision making and support winning more work.

    The position also requires a significant understanding of the broad range of Wood global service offerings available to M&M customers to expand both our M&M market share and penetration as well as support the utilization of M&M services by other services lines to similarly grow their volume.

    Key Responsibilities:

    • Steward the development of global M&M and project group strategies that help define the:
      - Global, regional and segment M&M Sales funnels,
      - Guidance on key pursuits in each area
      - Appropriate TOPPS (top opportunities) targets following consistent criteria across Wood.
    • Lead a small multi-talented team of professionals including:
      - Lead, Market Analysis and CRM
      - Coordinator, Global S&D and Marketing
      - Lead, Global Proposal QA/QC
      - Designer, Marketing and Proposal Graphics
    • Development and monitoring of M&M business KPI’s that measure the success of the global and project group strategies and BD activities
    • Steward CRM use within M&M globally and within the project groups to:
      - Define the global key pursuits sales funnel
      - Define project group and cross project group opportunities
      - Globally track sales funnel, backlog and forecasts
      - Continuously monitor the M&M CRM database from quality, consistency and completeness perspectives to deliver dependable M&M market and forecast information
    • Drive the development of M&M’s Strategic Plans, track the progress by the Champions of segments of the plan and support Champions with their successful completion. Where applicable take on the execution of one or more strategic initiatives
    • Work with Project Groups to develop marketing plans/budgets driving consistent and complete global coverage including BD training and development
    • Work with the Project Groups to develop budgets to M&M business growth globally including development of key differentiators, identification of “pull through” services and new offerings
    • Work with the Finance team to deliver consistent business forecasting and backlog
    • Develop Global Mining Presentations (internal and external) with BD, Marketing and Project Groups and participate in key conferences, meetings, proposal preparation and presentations
    • Manage the consistent use of the Wood brand in M&M through global marketing strategies
    • Provide strategic guidance for M&M marketing efforts globally including internal and external customer messaging, external marketing, press releases, communications and materials, conferences, the new Wood website and coordination with other parts of Wood.
    • Act as the “thermostat” of the global M&M organization, key customers and markets by identifying issues, conflicts, inefficiencies, practices in need of improvement, identification of emerging trends between markets, clients and services where we could improve and/or broaden our offerings
    • Support the Customer Management Framework (CMF) work-practices globally within M&M
    • Identify and develop cross selling opportunities with STS, S&D and the Global BD team including Lead Reviews, Customer Account Strategies and Win Plans to drive greater collaboration and revenue synergies to support profitable business growth

    Skills / Qualifications

    • Mining related engineering degree or technical certificate/diploma from a relevant and recognised Institute of Technology; an MBA would also an asset
    • 10-15 years in the M&M EPC/M industry including a combination of project management, BD, marketing, data analysis and operations; experience with a customer would be an asset

    Knowledge, skills and experience:

    • Broad network/knowledge of the global M&M industry including Wood, Wood M&M and customers
    • Have a “big picture” perspective; think strategically to deliver superior value to customers and Wood
    • Extensive understanding of the M&M business including customers, competitors, markets, decision making practices and identification of trends and disruptions
    • Detailed awareness of external factors affecting M&M and industry trends and their impact on the industry and Wood’s strategy and success
    • Demonstrated commitment to championing continuous improvement and development

    Personal attributes:

    • Strong communications skills to support effective collaboration across the global business driving a strong S&D and BD functional voice across the organisation
    • Ability to network and build relationships both within Wood and with customers globally by connecting with others to establish effective, cross-cultural working relationships at all levels
    • Energy, persistence, resilience and flexibility to deal with the challenges from behaviours that can impede the development and implementation of disruptive or “non-conventional” practices
    • Able to present key data with ease and conviction to M&M Leadership team, Wood corporate management, S&D, and Global Tier 1 and Tier 2 clients and investors
    • Ability to drive change and collaboration to make a lasting impact on BD performance by marshalling teams to align on, and deliver agreed objectives

     

     

    Company Overview

    Wood is a global leader in the delivery of project, engineering and technical services to energy and industrial markets. We operate in more than 60 countries, employing around 55,000 people, with revenues of around $10 billion.  We provide performance driven solutions throughout the asset life cycle, from concept to decommissioning across a broad range of industrial markets including the upstream, midstream and downstream oil & gas, power & process, environment and infrastructure, clean energy, mining, nuclear and general industrial sectors. We strive to be the best technical services company to work with, work for and invest in.

    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.

     

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