• Title
    Director, Business Development, Mining & Minerals – North America
    Requisition ID
    2018-26317
    Work Location
    CA-ON-Oakville
    Department / Discipline
    Business Development
    Additional Work Location
    CA-BC-Vancouver
    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, Business Development, Mining & Minerals – North America, functionally reporting to the Vice President, Strategy & Development, Global Mining

     

    The successful candidate will be responsible for managing Mining & Minerals (M&M) business development efforts in North America to win new consulting, study and project EPC(M) work in support of the Global M&M service line within the STS Business Unit. Although primarily focused on feeding the local services execution teams, the role requires a pragmatic approach to bidding and winning work based on customer and local Wood requirements while maintaining a view towards growing the global Wood family.

    The role includes the management of all aspects of the Identify and Acquire stages of the IAD process by developing solid customer relationships at Tier 1 through 3 levels, obtain a clear understanding of customer business drivers and individual opportunity buying factors and manage the delivery of compelling Statements of Qualifications (SOQ) and proposals to drive increased sales. These activities must be executed following Wood’s policies, procedures and processes and M&M service line business strategies and plans.

    The role includes the supervision of BD and proposal preparation teams in major Wood M&M offices in North America that may vary from time-to-time subject to business needs.

    In addition, you will be an integral part of the Global M&M S&D team by providing accurate market intelligence, valuable regional insights and developing, documenting and maintaining a comprehensive pipeline of projects within CRM.

    The role can be based in the Oakville, ON or Vancouver, BC office, but requires significant travel (often on short notice) as required to support customer, opportunity and organizational requirements.

    Key Responsibilties:

    Within the context of the Role Objectives the role will require but is not limited to the execution of the following:

    • Identify, establish, develop and maintain strategic relationships with clients throughout the region and support those same customers outside the region through active collaboration with global Wood S&D and project execution teams
    • Support the Customer Account Management process by utilizing your local customer relationships and knowledge to help the Account Manager and Executive Sponsor (as applicable) develop and maintain strong customer relationships to support Wood ‘s business success at all levels
    • Participate in the development of the regional Business Strategy, Business Plan and Budget in alignment with the global M&M strategies and business plans and the regional business strategy
    • Act as a sales lead and monitor sales progress and performance in the region including timely/regular input and updating of the CRM database
    • Develop lead review and opportunity pursuit and win plans and then actively lead or manage the execution of those plans through to receipt of the customer inquiry (EOI, RFP’s etc.), development of the ultimate response strategy and development and submission of the Wood response
    • More specifically, write and/or manage development of proposals, SOQ’s, presentations, meetings, workshops, risk reviews and marketing materials to support specific opportunity pursuits from consulting through studies and EPC(M) execution
    • Assist with market research activities to identify emerging market trends and opportunities and contribute to the development of marketing and business development strategies to capitalize on them. This includes support of similar activities in other regions and as part of the overall Mining & Minerals service line
    • Continuously track competitor relationships, marketing activity, customer focus, products and strategic initiatives and activities in your region to develop both regional and global competitor analyses
    • With respect to many of the responsibilities noted above support the Director, M&M Global S&D Services as a shared mandate to support the Global M&M service line team and successful delivery of our overall objectives
    • Represent Wood plc within mining industry technical and social organizations at all levels, at industry events and conferences, and in our communities
    • Advise on business/service line capability and skill requirements, current and emerging within region and work with execution offices to identify and hire required talent
    • Manage local business development resources as defined in P&O policies and procedures within the defined regional operations structure and agreed budget including sourcing, hiring and managing experienced, skilled and capable BD resources

    Skills / Qualifications

    • Related engineering degree, certificate/diploma from a relevant and recognised Institute of Technology; demonstrated expertise and acceptance in the industry based on work experience may be considered; an MBA would also an asset
    • Minimum 15 years of senior BD experience with a recognised EPC/EPCM/PMC organization or a combination of BD and project execution experience with at least 5 years of BD experience in the mining and minerals industry
    • Membership and participation in recognised Mining & Minerals and technical speciality professional organizations as applicable

    Knowledge, skills and experience:

     

    • Broad knowledge of mining & minerals industry technologies, work processes, environments and local customs, practices and norms from the EPC(M) services perspective; experience on the customer side of the table would be an asset
    • Sound knowledge of commercial, economic and business issues relating to the mining industry in general and in local target markets
    • Excellent communication, writing, presentation, people and negotiating skills
    • A demonstrated capacity to build strong relationships with clients and team members
    • Demonstrated network of enduring business relationships with customers, potential customers and other industry professionals
    • Proven planning, organization and data interpretation skills driving a proven track record in meeting deadlines

    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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