Director, Business Development-Mining and Minerals Americas

Vancouver, British Columbia
07 Oct 2016
20 Nov 2016
Contract Type
Full Time
The key responsibilities of this role is to cultivate client relationships (spending at least half of the time face-to-face with Clients) and secondly, promote and lead a team of dedicated sales professionals in growing the business via a strong sales process aligned with the regional and global strategy.

These responsibilities are accomplished by leading the development, maintenance and advancement of client relationships through focused sales strategies based on adding client value which results in new business. In addition, sales processes and procurement integrity guidelines are consistently adhered to, providing effective sales management and growth for the region.

The role is accountable for driving organic growth within the business by achieving gross margin (GM) targets and striving for GM stretch targets. This growth applies principally to the North American Mining and Minerals performance unit but must also consider the global Mining and Minerals business strategy growth targets. The growth must target both short and long term perspectives and support the diversity of services offered by the larger business.

T he individual in this role may be assigned to clients nominally for North America but can also serve a global role and "follow" the clients where it makes sense.

The Director of Business Development has a very important role to play relative to development and implementation of the strategy for growth. This includes but is not limited to the following responsibilities and accountabilities:
  • In collaboration with operations and the sales team, actively engage in and lead business growth strategy development and implementation to include key hires, taking intelligent risk, providing broader services, new markets and Clients. Provide key input to strategies for Mining and Minerals Americas and the M&M/SC business unit where necessary.
  • Develop, enhance and implement the Client strategy or Market strategy aligned with the regional and global strategies. Facilitate the sales/operations alignments session around a specific client and/or opportunity. Lead the development of sales strategies, win plans, and go/no-go decisions, working closely with inside sales and operations throughout the sales process
  • Ensure the Company, the Line of Business, and the M&M/SC business unit strategy is understood and communicated to the sales team. In addition, ensure that the alignment between the Mining and Minerals Americas strategy and the business unit M&M/SC strategy is not only current but understood by the national sales team.
  • Anticipate changes in the market and identify strategies with the VP Operations and VP Business Development to ensure Jacobs remains Customer relevant.
  • Select, recruit and develop staff within the Business Development team. Coach and mentor key outside and inside sales team members within North America and key people within Operations with sales responsibility (where applicable). Ensure the Inside Sales team is a well-trained, experienced and strong team, working collaboratively and effectively with the Outside Sales Leads (OSL).
  • Ensure Sales staff are appropriately trained in the following; RBS fundamentals, T4 thinking, seeing and communicating with Clients, effective call planning / execution / debriefing, protecting the Balance Sheet, managing intelligent risk, making decisions based on strong Business Acumen, and leading and engaging our Core and Key clients including delivering on our promises.
  • Carry out performance assessments for direct reports and ensure every member of the Sales team is provided with formalized feedback with input from Operations.
  • Manage the compensation of the Sales team.
  • Develop a succession plan for all positions in Sales Team.
  • Responsible for developing, nurturing, and maintaining relationships with Clients (especially at executive levels including C-Suite)
  • Must cultivate new Clients, and assume primary responsibility for Client relationships and associated Sales strategies
  • Maintain and enforice client confidentiality, procurement integrity, gatekeeper approval and Company Identity Program compliance
  • Build and lead multiple active client relationships with contacts across one or more Market sectors
  • Maintain the lead sales role for at least one key/core client organization.
  • Track and share client relationship documents with the sales team and operations through call reports and sales database entries.
  • Lead the application of GSOP110 Risk Management procedure. Negotiate and complete sales contracts with the support from Operations, Legal and contract groups.
  • Engage directly in key pursuit activities during Opening, Middle and End Game including coaching and mentoring your team in order to improve win rates and support on-the-job training of the sales and operations team.
  • Work collaboratively with each operations area and other market sectors and Lines of business to drive strategies and sales especially with common Clients and markets.

  • Forecast potential work with clients and report the go/get, contract value, Gross Margin (GM), timing, performing regions etc. for roll-up into the national and business unit monthly, quarterly, and annual forecast.
  • Lead / guide pricing strategy development and pricing reviews through the Outside Sales Leads (OSL) and support bid and proposal estimate development.
  • Approve bidding and proposal (B&P) estimates within Australia Industrial up to $25,000 and provide and support review and approval of all B&P estimates above $25,000 with the VP Operations and VP Business Development.
  • Deliver individual and team sales financial goals / budgets and targets

  • 8 to10 years of relevant experience, including Sales and Project Management and/or Operations experience
  • Sound knowledge of the Resources industry, and specifically the project management/ engineering field within the Mining & Metals market.
  • Understanding of key business and project drivers for developing opportunities and projects.
  • Experience in Business Development, marketing and strategic planning and preparation of high quality winning proposals and tenders.
  • Inspiring Others around our Vision, Strategy and Purpose

  • Extensive Experience in leading and managing a team of Sales professionals.
  • Working, managing and influencing in a matrix organization across different locations, cultures, functions and business lines.
  • Identifying and developing a talent pipeline to enable resource/ succession planning
  • Leading people under adverse or challenging conditions.
  • Leading a team through a major change or turn around

  • Education : 4 year University degree in engineering, architecture, construction, business, or related field or equivalent experience. Masters degree desirable.
  • Communication Skills: Effective verbal and written communication skills in English (and other languages, as applicable)
  • Effective Travel: Work may be required after hours and on weekends, and sometimes on short notice. You must be willing and able to travel.
  • High level of business acumen
  • Strategic agility
  • Excellent presentation skills
  • Commercial & analytical thinker
  • Strong Negotiating Skills
  • Growth and Customer Focussed
  • Results and deadline driven
  • Innovation and desire to create.
  • Professionalism
  • Networking and building relationships
  • Honest, open and ethical - models the behaviours expected of senior leaders in the business - demonstrates integrity
  • Collaborative and inclusive
  • Caring, respectful and fair
  • Humble, self-aware, and emotionally intelligent
  • Resilient and adaptable
  • Accountable
  • Takes initiative
  • Managerial Courage