The Sparrows group have long established a renowned reputation as the leading global provider of oilfield engineering services; specialising 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 fulfil the demands of the oil and gas industry.
Job Title: Business Development Manager, Africa (Nigeria or Gabon)
Job Description
Position Business Development Manager, Africa (Nigeria or Gabon)
Req Code 1982
Location Nigeria
About Sparrows
Sparrows is a global market-leading mechanical engineering contractor, focused on delivering outstanding lifting and handling engineering, product, operations and maintenance solutions to the offshore oil and gas industry. Headquartered in Aberdeen, Sparrows employs over 1800 people through its 22 operating bases spanning 5 continents.
As part of an ambitious 5 years strategic growth plan we are looking for a Business Development Manager to join our team in Nigeria. As we move into this significant period of growth, we are looking to expand the capabilities.
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:
1. Identify Opportunities – Position Sparrows to take advantage of new geographies and new product lines. Search all markets and identify all opportunities.
2. Select Target – Create the optimum project portfolio for Sparrows assets
3. Prepare to Win – Focus our attention on selected opportunities
4. Develop the Solution – Develop a slam dunk project execution plan
5. Execute the Proposal – Capitalize on the preparatory work
6. Clarify the Offer – Close the deal
7. 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.
o Includes our existing customer base and an obligation to expand with new customers.
• Ensure Market Data is Maintained to a High Degree of Accuracy.
o 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
o Capturing opportunities in the companies CRM system
• Project Selection
o Recommending projects for targeting that give the best financial returns while maximizing utilization of assets and minimizing risk
o Working with BD teams in other business units to prioritise asset allocation to targeted projects always determining net return to Sparrows as a first principle
o Focus on back-up projects that provide good returns in event that targeted projects are lost
• Bidding Strategy
o Ensure that a capture strategy is developed for all new prospective work.
o Encourage technical and commercial innovation.
o To help win additional work for Sparrows at agreed margins of profit, with all risks identified and quantified in accordance with Sparrows procedures
• Bidding Execution
o To assist in the preparation and submittal of proposals without errors, on schedule, in accordance with the Capture Plan and to develop the Basis of Bid
• Contract Negotiations
o 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
o To identify new market areas where Sparrows can establish a leading edge in competitiveness
• Suggest New Product Lines for our Existing Assets
o To seek out opportunities in non-traditional business where our assets can effectively and profitably be utilised
Support to the Organization:
The Business Development Manager will support the Sparrows organization by:
• Help to develop strategic planning initiatives
• Identifying new opportunities
• Developing bid /no bid recommendations
• Adhering to reporting 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 to develop 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 to other Departments:
The Business Development Manager will interface with other departments by:
• Supporting Project Champions through the bid process
• Contributing to the project risk / opportunity management process
• Interaction with functional heads to determine 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.
HSEQ Responsibilities
• 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 to the Management System processes/procedures.
• The incumbent also has legal responsibilities under country-specific health, safety and/or environmental legislation to follow these.
• The in
Desirable
• French language skills
• Service company background.
Qualifications & Experience
Essential:
• Reasonable knowledge of the Oil & Gas industry
• Strong relationship skills – managing relationships with our agent and client
• Demonstrable experience in building and growing a business
• Driving sales opportunities through to completion with our agent
• Technical knowledge of the offshore industry
• Experience of operating in the Africa
• Interpersonal skills
• Aptitude for developing customer relationships
• Good presentation skills
• Ability to communicate effectively
• Competency to represent the company in written and verbal format
• Ability to manage business relationships at all levels.
How to apply
You will need to have up-to-date Word or PDF copies of your CV and/or Cover Letter to hand. You may also include copies of any relevant certificates, if desired.
Or email your CV to careers@sparrowsgroup.com
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