Senior Manager Business Development - Defence (APAC)

At World Kinect, our employees are the key to our global success. We are industry leaders due to the innumerable talents of our approximately 5000 strong professional team. Our people thrive in an entrepreneurial and culturally-diverse environment, where innovative thinking, collaboration and efficient execution are highly valued. Our high-performance culture is what allows us to drive sustained growth. Stronger together, we promote an environment where individuals can thrive.
 

World Fuel Services Australia, part of World Kinect Corporation (NYSE: WKC) who is a Fortune 100 company providing aviation, marine and land energy, logistics, and technology solutions to customers and suppliers around the world. The company is a proud global leader in the downstream marketing and financing of aviation, marine and land fuel products, and related services.

Headquartered in Miami, Florida with a   global footprint of over 200 countries and territories, over 4000 employees, and revenues more than $42 Billion, World Kinect offers its customers a value-added outsource service for supply, quality control, logistical support, and price risk management.

As part of the Global WFS Defence Solutions, WFSA DG is to develop and deliver Safe, Sustainable, Affordable, and Innovative deployable energy solutions to the ADF that are: tailored, based on proven global know-how; and enable long term corporate opportunities across the Indo pacific.

Purpose of the Role

As a part of our Indo Pacific strategy, World Fuel Government Solutions seek a dedicated Senior Manager Business Development appointment to lead the pursuit and coordination of several large opportunities.  This requirement is part of our companies ongoing expansion and strategic commitment in APAC, and particularly the geostrategic demands of region. This is an Australian based role, located in Melbourne that directly supports our Senior Director Strategy.

The role is responsible for detailed development and leadership of assigned business development opportunities, notably in support of the company’s growth strategy, and ongoing pursuit of long-term strategic investments. This is a multidisciplined appointment with wide BD influence and responsibilities.  These range from investigative development analysis, leadership engagement, through to the management and execution of the full business development life-cycle process.  This is broad and multi-layered and is likely to be across numerous simultaneous pursuits.  Where applicable, assigned duties may include oversight and coordination of solicitation pursuits, and oversight of additional resources through various stages of capture definition and bid pursuit. 

This necessitates depth in both BD and capture skills sets, and an aptitude to work across the spectrum of business investment considerations that inform enable and prepared the company for highly successful corporate outcomes.

The Senior Manager must possess highly developed intuitive abilities, backed by the confidence and initiative to investigate opportunities succinctly, objectively, and where applicable challenge institutional biases. Previous experiences in senior business development roles within the Defence Industry in Australia is essential.  Exposure and understanding of geostrategic developments across the Indo Pacific, to include US Force posture, and the imperatives detailed in recent AUKUS through to 2024 National Defence Strategy and supporting principles are highly desired.  

Key Responsibilities

• Execute business strategies and development lines of effort that underpin the direct achievement of specified organisational objectives.
• Coordinate with local and regional partners to identify market opportunities, build working relationships, engage diverse networks, assess market demands and provide insight to new offerings.
• Develop plans and support tools that successfully inform and enable strategic investment. This includes the ability to succinctly frame feasible and sustainable opportunity needs, conceptualise a vision for winning, the critical facts, analysis and decision artifacts. 
• Establish comprehensive knowledge data bases that ensure accurate and valuated understanding of the customer’s requirements, issues, and needs.  This includes comprehensive assumptions, facts and gap analysis efforts
• Enable corporate and core team capacity to strategize on win themes aligned with customer’s critical needs.
• Lead Coordination for targeted meetings with customers, competitors, clients, and team members to develop market insight on requirements, timing, and investment models. 
• Plan and participate and where applicable lead BD activities, to include opportunity gate reviews, black hat sessions, collaboration and workshop sessions, proposal reviews.
• Lead competitive assessments, teaming, and price-to-win efforts.
• Inform development and submission of white papers, RFI responses, and other proposal artifacts as assigned.
• Consistently promote best practice and learning organisational approaches that distinguish company processes and behaviours. 
• Be prepared to lead back briefs and updates to senior management, both formally and informally.
• Support other business development activities as assigned to include after-action reviews, and administrative support. 
• Mentor and guide supporting team members to include assigned senior contractors and their efforts

Key Requirements:

• Bachelor’s degree in a technical field combined with 20+ years of development and strategic support related experience or
• Master’s degree in business discipline, and 15+ years of senior management level relevant experience.
• 15+ years Business Development or related operations, planning and senior management experience
• Strong Defence Industry Experience in Australia or US/UK (this essential need combined with regional Indo pacific experiences/knowledge is desired) 
• Proven detailed experience and successes in current business development and growth outcomes. 
• Strong and highly articulate communication and stakeholder engagement skills.
• Commercial acumen and proven leadership/management skills
• Capacity and aptitude to foster, establish and maintain strong relationships across a diverse strategic network, in particular customer stakeholder group.

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