Pre – Contracts Manager – Civils / Water

Salary: £72,000 – £84,000 per year

My client is a tier 1 main contractor that works across the UK in the Water & Civils sectors and they are currently recruiting for a Pre Contracts Manager / Business Development Manager for either their Midlands or Hertfordshire locations.

The Role:

The purpose of this role is to work with the Business Development Director, Regional

Directors and Managers and other members of the operational and business development

team in the generation and management of a sustainable pipeline of work that reflects the

current and anticipated business strategy and regional business plans. This will be achieved

through working with the market research team and interpreting their data and following

through with client engagement and relationship management, key account management,

engagement with key stakeholders and potential partner organisations with subsequent

action plans to convert opportunities into tenders for the proposals team. The business

development manager will expand on their existing network of contacts to sustainably grow

the business in line with sector/geographical targets.

Key Responsibilities:

Business development planning

 Develop and lead sector and client business and marketing plans with a typical

horizon of 1 to 5 years

 Adjudicate the inclusion of new opportunities in the Win Work pipeline

 Analyse the customer base across to establish a common approach to

retention and growth

 Enhance regional and operational staff business development capabilities and work

with them to achieve their winning works targets

Business intelligence

 Working with the research team, develop and manage an up-to-date understanding

of the macroeconomic environment over the agreed plan period, using the

information to consider the implications for existing and new sectors

 Develop an understanding of relevant sectors and how they are likely to respond

 Undertake key research to understand the Business and project drivers of sectors,

customers and potential opportunities

Client relationships

 Build on an already established network of contacts across the company’s four target

sectors to bring opportunities into the business that can be converted to tenders

 Be able to both take the lead on client relationships, but equally introduce to regional

teams and ensure a robust client relationships management strategy/delivery

 Engage with sectors and customers to anticipate potential business opportunities

and implement actions that will position the company with differentiated advantage

 Ensure effective management, completion and follow up of customer satisfaction

surveys

 Prepare programmes of external communication, customer engagement and brand

promotion that will contribute to the achievement of the company’s objectives

 Organise and represent the company at key networking events to raise the company

profile

 Market intelligence reports to be updated with the research team to track targets

 Client engagement numbers against opportunities converted

 New clients introduced to the company

 Customer Satisfaction undertaken and feedback to be reported monthly to the

Business Development Director

Person Specification:

The successful candidate is likely to meet all of the following criteria:

 Experience in building commercial relationships to help deliver improved service and

innovation to the customer

 Existing network of contacts within the company’s sectors (civils and water) across the Southern half of the UK (London/South East, Central

England and Midlands) geography

 Detailed knowledge of marketing and business development (strategic and tactical)

 Strong verbal and written communication skills

 Ability to prioritise workload and meet deadlines

 Ability to seek and develop new relationships to achieve strategic business

objectives

 Ability to convert client relationships into opportunities for the business

 Create a culture of constructive and effective communication

 Communicate with authority and conviction in all situations with all levels of

staff/client organisations

 Ability to contribute to development of strategy and take responsibility for delivering

strategic objectives

 Recognise changing market forces that may impact upon own or customers’

business and puts plans into action to make a positive contribution

 Ability to work effectively as a member of different teams both internally and

externally