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The Sparrows Group have long established a renowned reputation as the leading global provider of oilfield engineering services; specializing in offshore lifting, crane engineering and services, mechanical handling, pipe and cable lay-systems, fluid power engineering, equipment rentals and competence training.
Since forming in 1973, Sparrows have offered clients a crane and lifting management service which provides a performance-driven structure, aligning with client expectations in terms of safety, reliability and up-time.
Organized into six businesses, our comprehensive package of lifting, handling, inspection services and fluid power engineering services delivers premier solutions to fulfill the demands of the oil and gas industry.
The Main Purpose of this role is The Business Development Manager, will be required to follow the 7-step Sparrows Business Acquisition Process and which involves:
Identify Opportunities – Position Sparrows to take advantage of new geographies and new product lines. Search all markets and identify all opportunities.
Select Target – Create the optimum project portfolio Sparrows assets
Prepare tWin – Focus our attention on selected opportunities
Develop the Solution – Develop a slam dunk project execution plan
Execute the Proposal – Capitalize on the preparatory work
Clarify the Offer – Close the deal
Engage with the Customer Post-award – Celebrate and start over.
About this role:
Specifically, the scope includes:
This role is focused on developing business opportunities in Africa Region.
Developing and Maintaining Good Relationships with our Customer Base.
Includes our existing customer base and an obligation texpand with new customers.
Ensure Market Data is Maintained ta High Degree of Accuracy.
This includes monitoring of new opportunities as well as reporting our as-bid data for Market Analysis and tracking the award of projects either to Sparrows or our competitors and reporting accordingly
Capturing opportunities in the companies CRM system
Recommending projects for targeting that give the best financial returns while maximizing utilization of assets and minimizing risk
Working with BD teams in other business units tprioritise asset allocation ttargeted projects always determining net return tSparrows as a first principle
Focus on back-up projects that provide good returns in event that targeted projects are lost
Ensure that a capture strategy is developed for all new prospective work.
Encourage technical and commercial innovation.
Thelp win additional work for Sparrows at agreed margins of profit, with all risks identified and quantified in accordance with Sparrows procedures
Tassist in the preparation and submittal of proposals without errors, on schedule, in accordance with the Capture Plan and tdevelop the Basis of Bid
Support nominated Project/Business Manager, regional Business Development Director and Negotiator team leader with detailed back-up and analysis as well as relevant correspondence, clarifications and Proposal Documents.
Develop New Markets for our Product Lines
Tidentify new market areas where Sparrows can establish a leading edge in competitiveness
Suggest New Product Lines for our Existing Assets
To seek out opportunities in non-traditional business where our assets can effectively and profitably be utilized
Support the Organization:
The Business Development Manager will support the Sparrows organization by:
Help to develop strategic planning initiatives
Identifying new opportunities
Developing bid /nbid recommendations
Adhering treporting requirements, being able verify / give opinion on targeted prospects
Provide guidance in the pre-qualification process.
Participating in the development of capture strategies for targeted projects
Working collaboratively with the Proposals Manager tdevelop successful bidding strategies
Ensuring Capture Strategy is implemented during the bidding phase
Actively participating in bid reviews
Supporting post bid negotiations
Effectively representing the company regardless of task.
Support tother Departments:
The Business Development Manager will interface with other departments by:
Supporting Project Champions through the bid process
Contributing tthe project risk / opportunity management process
Interaction with functional heads tdetermine capability & competitiveness.
Leading the Organisation:
The Business Development Manager will:
Demonstrate honest and ethical behaviour
Act in a fair and conscientious manor
Uphold the Vision, Values, Guiding Principles and Goals of the Company Charter.
It is mandatory that the incumbent is familiar with, and follows the Company's Health, Safety, Environment and Quality Management System and takes an active part in the compliance and improvement of the Management Systems.
The incumbent must report any accidents, incidents, near misses, actual or potential problems with products, services or systems according tthe Management System processes/procedures.
The incumbent alshas legal responsibilities under country-specific health, safety and/or environmental legislation t0 follow these.
Qualifications and Requirements: