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Operation and Maintenance Consulting Business Development Manager h/f
Il y a 3 mois
The Operation and Maintenance Consulting Business Development Manager holds the responsibility to identify and develop a sustainable, long term and profitable business of Operations & Maintenance Consulting services. He/she is also active contributor to structure and follow-up future contract execution phase.
Working with Win-It and Head of Markets, he/she will be responsible for assessing market potential for the different classes of assets, for consolidating market needs, for structuring the associated offering and implementing the winning sales strategy to ensure customer satisfaction and profitable growth.
This role will support Win-It work across Geographies and Markets, engagement with Clients as well as tracking and monitoring market & business trends to identify and convert opportunities for business growth and transformation.
He/she will be in charge of developing, updating and implementing a business plan for O&M consulting.
In addition, he/she will work closely with OTD (One TEN Delivery) providing support in structuring and sharing O&M standards and methods to prepare execution phase. As O&M Matter Expert, he/she will bring his/her expertise to the development of O&M execution organisation and capabilities of OTD.
Finally, he/she will ensure coherence and alignment across operating centers during O&M contract execution and harmonize the standardization of methods and tools across the group.
Main Tasks:
Sales/commercial:
- Assess the potential of the market (by class of asset, geography, clients, type of services)
- Consolidate market needs into a structured offering (standard offering, pricing catalog, marketing materials, T&Cs...)
- Define contractual mechanisms and liabilities for long term service agreements
- Develop/update a business plan that will serve as a reference for measuring the success of the business,
- Work with Win-It and Heads of Market to :
- Develop and implement a sales strategy from lead generation to contract signature. Contracts are typically multi-year contracts ranging from 5M€ to 100M€
- Build a resilient and profitable portfolio of clients and a pipeline of opportunities
- Achieve business plan targets (Order intake volume and margins)
- Build a robust network in the operations, maintenance and inspection organisations of our customers,
- Report client interactions and leads in the CRM tool,
- Develop key partnerships in line with the BLs business strategy and objectives for O&M Consulting,
- Develop client early engagement on OMC prospects,
- Monitor market and competition.
- Participates in the efforts to create awareness of the OMC sub BLs strategy within the company.
- Measure customer satisfaction.
- Feed the organization with market intelligence (market needs, competitive landscape).
- Business Planning & Forecast.
- Develop offering combining market data and interfaces with T.EN process experts and OMC operations.
The initial focus will be to standardize T.EN integrated O&M offering and secure references, potentially through partnerships with O&M specialized companies.
Proposals:
- Leads OMC prequalifications with the support of proposals: coordinates relevant inputs with partners and ensures timely delivery of prequalifications.
- Supports proposals with execution plan, resources identification & selection for OMC proposals.
- Ensures active follow up of submitted offers in coordination with Operating Centers (OC) organisations and partners.
- Develops marketing material to support business development and proposal content for OMC.
- Leads OMC Infrastructure proposals, prepared by PMC BU, with the support of the proposals department as required.
Operations:
- Supports the OMC projects with resources.
- Work with OMC operations Manager as required.
- Ensures follow-up of on-going OMC projects.
- Acts as sponsor towards the clients on all on-going OMC projects.
OTD/SME :
- Support OTD in the development of its O&M execution organization and capabilities through cross functional activities in structuring and sharing knowledge on O&M standards, methods and best practices.
- Assist during future recruitment in OMC and delivery teams
Profile :
- Master degree in process engineering, operations management or a related field or 20 years of Significant experience.
- A solid experience in O&G assets operations and maintenance management, ideally combining General Maintenance and Operator experience (15+y in site plant management, operations management, maintenance management)
- A demonstrated commercial/tendering experience in the field of operations and maintenance, and a strong appetite for commercial development
- A well-established network with asset managers of Tier 1 and Tier 2 operators
- A developed entrepreneurial spirit and willingness to develop new businesses and partnerships.
- Extended understanding of the oil & gas industry and site end users decision making process. Comprehensive knowledge of customer requirements, competitors and market territory.
- Knowledge of safety, environmental, regulatory, and technical processes and procedures in the oil and gas industry.
- Significant Experience in Optimization/rationalization of costs (OPEX) with proven results
- Application of lean methods and best practices
- Strong background in Maintenance methods &Tools
- Excellent communication and interpersonal skills, with the ability and agility to work effectively with cross-functional teams and stakeholders
- Must have excellent, negotiating, writing and presentation skills to effectively communicate with internal and external contacts in a variety of cultures and to build interpersonal relationships within the industry and customer organizations.
- Must be a proactive, results-oriented, energetic, well organized, disciplined and trustworthy self-starter with proven leadership skills in managing difficult, complex issues and negotiations with limited supervision.
- Strong attention to detail and ability to prioritize tasks effectively.
Complete fluency in English. Other language(s) a plus.
Whats next ?
Driven by T.EN group's values of inclusion, the division relies on the diversity of its members to progress. This means that this position is open to all and your application will be specifically reviewed.
Once receiving your application, a recruiter performs an initial check between your skills and qualifications with our stated requirements prior to a detailed and focused review carried with the hiring manager. We expect to take up to a few weeks to perform that review. If you hear from us, it is because we want to organize interviews and meet you physically or virtually upon locations. To have an overview of the recruitment process, visit our dedicated webpage here
We invite you to get to know more about our company by visiting www.ten.com and follow us on LinkedIn , Instagram for company updates.
All our positions are open to people with disabilities
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