Position Summary:

This PD will be resided in Beijing. He will drive sales of projects in the Beijing and the surrounding areas. PD’s primary responsibility is to be externally focused and to concentrate on the capture phase of a project via the development of new business on traditional and alternative delivery method projects. Additionally, PD will:

1.Initiate, cultivate, and maintain relationships at the most senior levels in our Client’s organizations.
2.Develop new clients.
3.Work closely with Project Managers to identify create and win new projects or expand the scope of existing projects that meet the Division’s financial and technical goals.
4.Coordinate closely with Project Managers to ensure we deliver our work product to our Client’s satisfaction.
5.As requested, function in the direct Project Manager role, in accordance with the position description for that function.

Professionals selected to function as PD’s will generally be well-connected to present and potential Clients and will have access to them at their highest levels, and in addition, they will normally be well-known and well-respected professionals within our industry. PD’s will proactively interface with large and strategically-important Clients and will be placed in a senior leadership role on major projects during the business capture and project execution phases. They will be supported in executing projects on a day-to-day basis by Project Managers.

PD’s must be able to support the needs of the Division by being mobile, either traveling as required to support the capture process or by being willing to relocate. A PD may work with Clients throughout their region and throughout the Division. PD’s will support B&V’s People, Clients, Environment and Financial initiatives as well as Corporate and Division policies, procedures, and goals through appropriate personal and project activities and actions and by growing the business in terms of volume, and controlling overhead expenditures. In a spirit of Division teamwork, PD’s seek to maximize Division performance through the sharing of resources while at the same time assuring their personal business development efforts are successful.

Specific Responsibilities:

Responsibilities identified herein define the minimum expectations for the position of Project Director

General

• Division/Regional Budgeting – Support the budgeting/forecasting process in support of project goals by supplying accurate and timely data for prospects.
• Risk Management – Lead by example in evaluating the risks and rewards that derive from project pursuit activities, and manage activities to minimize risk. Follow Division Risk Management Committee/Proposal Review Board policies and procedures.
• Claims Management – Should claims issues arise, either for or against B&V, work diligently in conjunction with the Division risk management team to resolve disputes efficiently and fairly.
• Overhead Management – Support the department by making wise choices in expending overhead money, and seek to minimize costs expenditures wherever possible.
• Staff Development – Support the People Initiative by serving as development leader, supervisor, and mentor for professionals throughout the region. Encourage and regularly review the process of setting individual goals, providing regular feedback, participation in annual conferences, and providing annual feedback.
• Workforce - Take an active role in retaining and recruiting top talent that can support the Division’s growth needs and initiatives.
• Professional Development – PD’s recognize the importance of developing business development and financial management skills, and they continually seek to improve those skills.
• Miscellaneous Activities – Actively participate in assigned committee or personal assignments as either the leader or as a team member.
• Safety – Strongly support the Corporate safety initiative.
• Quality – Strongly support the Corporate quality initiative.
• Value – Strive at all times and in all activities to increase shareholder value for Black & Veatch.

Business Growth

Support the Firm, the Division, and the Region in the development and implementation of the Clients Initiative, and lead, as requested, company strategies through direct personal involvement in:
• Sales
• Strategic Positioning
• Client Development
• Client Management
• Market Intelligence
• Competitor Intelligence

Market Leadership
• Stress the need to strengthen the national image of B&V in all professional activities.
• Provide marketing leadership in assigned area through market awareness and strategies to establish B&V presence in the market.

Relationship Development
• PD’s will either have long-standing relationships with the targeted Clients or will be asked to develop such relationships.
• PD’s will be less involved in day-to-day project activities but will be responsible for maintaining awareness of such activities.
• PD’s will develop high-level relationships throughout Client’s organization, and such relationships should be at both the technical and political levels and should encompass both professional and personal relationships.
• PD’s are responsible for specific client relationships over the long-term: before projects are identified, while projects are executed by Project Managers, and after projects are completed.

Business Capture
• Gather advance information regarding prospective work and the Client’s measures for project success, share information with the local team, and actively pursue viable projects.
• Work with the Regional Director of Client Services or his deputy to support the selection of the most appropriate Project and Engineering Managers for the pursuit.
• Lead the local team in development of the strategy for winning new work by working closely with the designated Project and Engineering Managers.
• Ensure that go/no-go decisions are made on prospects in a timely manner in accordance with the Divisional review policy.
• Coordinate with the Proposal Manager to verify that a proposal/presentation team is formed as required for Requests for Qualifications (RFQ’s) and Requests for Proposals (RFP’s), and interviews/presentations.
• Verify that responses to RFQ’s, RFP’s, proposals, and presentation materials are responsive to our Client’s needs, clearly present the desired message, use appropriate presentation style, and are completed on a timely basis.
• Review, with the Project Manager, the detailed scope of work and budgets for the project that may be included in a proposal or as part of contract negotiations
• As requested, attend and participate in presentations to and/or interviews with prospective clients.
• Identify, as early as practicable, those projects or facets thereof that are suitable for technical papers or presentations, and as the job progresses, accumulate data, photographs, etc. for use in the preparation of such papers and presentations.
• Report to the Regional Director of Client Services or his deputy on a monthly basis or as otherwise required, on marketing efforts, including wins and losses, and debriefing information.

Post Project Award Activities
• Clearly understand the project scope and the Engineer-Owner contract.,
• Attend applicable client board / council meetings.
• Participate in periodic project review meetings to keep apprised of project activities.
• Review and understand Client’s project review comments and success parameters and verify that the Client’s concerns are addressed.
• Understand the impact on schedules, budget, and construction cost of B&V activities.
• As requested, work with the Project Manager to advise the Client of any potential impacts that may affect the Client’s success parameters for the project.
• Monitor construction progress, and make periodic site visitations.
• Attend the dedication activities on completed projects. Assist in responding to suggestions or problems in a timely manner.
• Continually maintain contact with the Client at senior levels to monitor to assess their satisfaction with the B&V work product.