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Business Development Executive - Oil & Gas

Company GIBB Engineering & Architecture
Reference # #HR2
Published 19/03/2020
Contract Type Permanent
Location Woodmead, Gauteng, South Africa
Introduction
GIBB is one of the leading engineering and architecture companies in Africa with a track record that spans over 60 years of successfully completing iconic projects across various markets. The GIBB Group of Companies provides its' services in the Oil & Gas, Power, Mining, Property, Transport and Water sectors.

GIBB requires the services of a Business Development Executive that will lead GIBB’s initiatives in the Oil & Gas and related industries. The role is suitable for a seasoned Oil & Gas professional with an extensive network in the industry and the ability to close deals.
Job Functions Business Development,Executive Management,Marketing,Oil & Energy,Sales,Strategic Communication,Technical
Industries Construction,Consulting Services,Engineering,Oil & Gas
Requirements
Purpose of the Role:

Oversee the business development, marketing and communications functions of the Oil & Gas market offering across Sub-Saharan Africa;
Develop and implement sales strategies across the market and regions;
Oversee client relationship management and retention strategies;
Oversee proposal and bid management processes;
Identify commercially attractive opportunities that fit the overarching business strategy and objectives;
To identify and develop relationships with key industry partners;
To ensure all opportunities are developed in a consistent manner in line with the company’s bid management and risk management procedures;
In conjunction with technical delivery teams, ensure that opportunities are effectively resourced;
To act as Bid Manager where required on particular complex and/or strategic projects;
To effectively transfer the opportunity to the Delivery teams upon deal closure;
To capture and disseminate all Learning Points to bid teams;
Oversee internal and external communications aspects;
Promotion of the company brand awareness capabilities;
Expand the deal pipeline;
Manage and promote the joint GIBB / SAIPEM capabilities as set out in the TSA.

Key Accountabilities:

Market Analysis
Develop and maintain the Deal pipeline
Develop a Go-To Market strategy for the Group including partnerships, acquisitions, etc.
Identify and nurture relationships with Key Clients
Competitor mapping – for strategic and project levels
Develop and maintain key relationships with internal and external clients – develop stakeholder engagement plans where required
Develop a “bid win” strategy for key projects
Define the project scope and assess what technical & commercial resources will be needed in conjunction with the technical delivery teams on individual projects
Identify all opportunities for up-scaling projects and opportunities for the wider group
Manage the Risk process across the entire portfolio of the projects in compliance with corporate policy.
Manage the bid management process in conjunction with the bid managers
Act as Bid Manager for selected complex projects
Work with the project finance manager to ensure that the financial model is robust, attractive and meets the client’s expectations on the key project.
Review the technical evaluation and solution selection to ensure that it meets the client’s & other key stakeholder’s needs
Manage partner & subcontractor relationships
Ensure a transition plan to Service Delivery Teams is prepared
Knowledge Management loop expanded
Develop and implement branding and communication strategies
Staff Development

Performance Measures:

Opportunity Pipeline Growth
Sales growth
New Clients acquired
Existing Clients retained and expanded
Existing projects renewed
Value of Portfolio versus cost expended
Feedback from Bid Managers, Technical Leads, project & technical leaders and subordinates
Feedback from Market Sector Coordinators
Feedback from the Project Director responsible for delivering the project
Procedures Audited and Compliant
Feedback from the client
GIBB market perception
360 feedback


Skills/Knowledge/Experience Required:

More than 10 years’ experience in technical, sales and marketing leadership roles in the Oil & Gas industry
Good understanding of the legal requirements associated with contract law & partnering agreements
Good understanding of the technical and environmental aspects of competitive bidding
Sales experience of multiple countries on the African continent
Proven track record of successful bidding in a competitive environment
Proven experience of developing and implementation of Sales strategies
Strong Market Knowledge and Marketing Skills
Established Relationships and Network
Excellent project management skills
Commercially astute, able to identify the risks and rewards of projects, and to contribute to ‘project pricing’
Strong team leader and influencer with good relationship & networking skills
Strong communication skills both written & oral
Highly motivated and innovative
High Energy levels
Excellent business understanding


Competencies:

Market/Customer Focus: Identifying, understanding and meeting customer expectations both internally and externally. Develops sustainable business partnerships.

Intercultural Sensitivity: Embracing and valuing differences in everyone. This includes the commitment to work constructively and collaboratively with all people in all aspects of our business. Leverages diversity for success.

Delivers Results: Delivers bottom line results through bold, decisive actions, working through risks and uncertainty to create opportunity. Continually raises standards and promotes entrepreneurial behaviour. Takes decisive actions.

Team Work: Is committed to working collaboratively to achieve business goals, building cohesiveness and identity within a work group, and valuing individual perspectives and contributions. Provides coaching and guidance.

Influencing: Has the ability to articulate an objective or idea in a compelling manner, so that others are persuaded to act on its merit. Adapts influencing style.

Strategic Focus: Looks at the big picture, thinks about the business as a whole both within its' own environment and in the global marketplace and creatively identifies new horizons. Moves the business forward.


Job Closing Date 30/04/2020
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Last Updated: 13-2-2020 [20.02.01.00]
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