Business Development Professional (Infrastructure) / Gestor(a) de Cuentas Estratégicas (Infraestructura)
Fugro · Santiago
Job Description
Purpose of the Role :
Drive sustainable commercial growth within the Mining sector in Chile by identifying, shaping and securing strategic business opportunities while developing long-term executive client relationships and positioning Fugro as the preferred technical partner.
The Business Development & Sales Manager owns the complete commercial lifecycle-from market development and opportunity identification through proposal strategy, commercial negotiation and contract award-executing the country’s Go-to-Market strategy and converting qualified opportunities into profitable revenue growth.
The role has primary responsibility for the Chilean mining market while supporting selected strategic business development initiatives across Peru and Argentina in coordination with the Regional Strategic Sales & Business Development Manager.
Key Responsibilities:
Develop and execute the commercial growth strategy for the Mining market in Chile, aligned with regional business objectives and Fugro’s strategic priorities.
Develop and maintain executive relationships with Mining Companies, EPC/EPCM firms, Contractors, Government Agencies and Industry Associations.
Build long-term Strategic Account Plans for priority clients, identifying growth opportunities and expanding Fugro’s market presence.
Identify, originate, qualify and develop new business opportunities while maintaining a healthy and qualified commercial pipeline aligned with sales objectives.
Own the complete sales cycle from prospecting and opportunity qualification through proposal strategy, commercial negotiation, contract award and client handover.
Deliver annual sales, revenue, order intake and profitability targets while maintaining commercial discipline and sustainable growth.
Execute the Country Go-to-Market strategy focusing on priority market segments, strategic accounts and differentiated value propositions.
Engage clients during Concept, Prefeasibility, Feasibility, FEED, Detailed Engineering and permitting phases to maximize Fugro’s early positioning and probability of success.
Develop pursuit strategies by defining Fugro’s Right-to-Win, competitive positioning, value proposition and commercial strategy for strategic opportunities.
Lead commercial coordination with Proposal, Technical, Operations, Project Management, Finance and Legal teams to develop competitive, profitable and client-focused solutions.
Support and lead the preparation of technical and commercial proposals ensuring quality, compliance, competitiveness and alignment with client requirements.
Develop relationships across Executive, Technical, Operational, Procurement and Project Management stakeholders to strengthen Fugro’s strategic positioning.
Promote integrated OneFugro solutions by identifying cross-selling and multi-service opportunities across Business Lines and Service Lines.
Monitor mining market trends, CAPEX investments, project approvals, competitor activities and emerging business opportunities to proactively position Fugro.
Maintain accurate CRM records including pipeline management, sales forecasting, opportunity qualification, pursuit status and commercial reporting.
Represent Fugro at executive meetings, conferences, technical forums, trade shows and industry events, strengthening brand recognition and market presence.
Ensure effective transition of awarded projects to Operations while maintaining long-term client satisfaction and supporting future business development opportunities.
Promote and comply with all QHSSE standards, ethical business practices and company policies.
Academic training:
Experience and Education:
8–15 years of professional experience.
Minimum 5 years in Business Development, Strategic Sales, Key Account Management or Technical Sales within the Mining sector.
Demonstrated success identifying, developing and converting strategic opportunities into awarded contracts.
Proven experience leading complete B2B sales cycles from opportunity identification through commercial negotiation and contract award.
Experience working with Mining Companies, EPC/EPCM organizations, Contractors and Strategic Partners.
Experience selling multidisciplinary engineering, geotechnical, environmental or technical consulting services.
Exposure to regional mining markets such as Peru and Argentina is considered an advantage.
Experience working in matrix organizations and coordinating multidisciplinary proposal teams.
Technical knowledge
Strong understanding of the Chilean mining industry (mandatory), with exposure to Peru and Argentina considered an advantage.
Solid understanding of the complete mining project lifecycle, including Exploration, Studies, Concept, Prefeasibility, Feasibility, FEED, Detailed Engineering, Construction, Operations and Mine Closure.
Proven experience in consultative B2B sales of engineering, geotechnical, environmental or technical services within the mining sector.
Strong understanding of complex technical and commercial tendering processes, proposal development and contract negotiations.
Knowledge of Strategic Sales methodologies including Go-to-Market planning, Strategic Account Management, Opportunity Qualification and Right-to-Win principles.
Strong commercial acumen including pricing strategies, commercial risk assessment, contract structures, profitability analysis and value-based selling.
Understanding of project financials including Revenue, Gross Margin, EBIT, business case evaluation and commercial performance.
Experience using CRM platforms (Salesforce or equivalent), pipeline management, forecasting and sales reporting.
Strong knowledge of stakeholder management across Executive, Technical, Operational, Procurement and Project Management functions.
Excellent presentation, negotiation and executive communication skills.
Fluent Spanish and Professional English (written and spoken).
Work location in Las Condes, with availability to travel 2 weeks per month.
Disclaimer for recruitment agencies:
Fugro does not accept any unsolicited applications from recruitment agencies. Acquisition to Fugro Recruitment or any Fugro employee is not appreciated.
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