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Main Aspects of Job

The Regional Operations Manager (ROM) – Americas is a key member of the consulting leadership management, reporting directly to the Global Head – Consulting, overseeing the total health of the America’s Consulting business, including order intake, pipeline, quality delivery and management of services to all clients and making sure the consulting organization is running as well as it possibly can, with a smooth efficient service that meets the expectations and needs of clients. The ROM role will require excellent people skills, business acumen, exemplary work ethic and extensive travel 50-60%+.

Responsibilities include driving Consulting order intake, monitoring of project delivery to margin, work in progress (WIP) & trade receivables, effective human resource allocation / development / deployment to meet quality management standards, revenue management and consulting operations forecast accuracy. 

Main Roles and Responsibilities

  • Design and maintain the Consulting Operations 1-3 year strategy with the Global Head – Consulting
  • Cascade and drive the implementation of the consulting operations business vision and strategy and associated time-bound plans
  • Set comprehensive and cascading goals and associated targets for performance, growth and quality management
  • Establish operating protocols & procedures that ensure operating discipline and performance
  • Work with HR and the Global Head – Consulting to drive and adopt a progressive discipline policy to identify and address employee and employment related problems
  • Drive and support consulting order intake to exceed the regional and global target
  • Drive improvements in overall delivered margin to increase company profitability
  • Monitor and report on forecasted versus actual revenue, margin, and cost performance of the region on monthly basis
  • Oversee regional and global resource allocation to ensure projects and business development assistance are resourced appropriately
  • Support consulting recruitment to ensure global resources are aligned to the needs of the business
  • Work with the regional resource coordinators to balance overall utilization across skillsets to achieve utilization targets
  • Work with the Project Managers to execute projects within budget, margin, schedule, and quality management standards
  • Drive and conduct the KBC consulting governance and communication structure and associated monthly town halls
  • Implement tighter governance to achieve earlier warnings of potential shortfalls/slippage and increased communication – performance and key wins (monthly)

Operational KPI’s:

  1. Order intake by Region and Business Line
  2. Overall pipeline TCV coverage versus target - next 3 and 12 months
  3. Win rate on commercial proposals
  4. Meet Revenue Forecast by Region and Globally
  5. WIP and Debtors – Toh Toh
  6. Project margins within 5% of initial Job Summary Reports
  7. Utilization  

Shared KPI’s with Sales:

  1. CRM pipeline         
  2. Number of proposals issued (monthly)
  3. Proposal conversion rate
  4. Number of “C” suite client meetings (monthly)

Other Key Roles and Responsibilities

  • Work closely with project managers, other consulting regions, other KBC product lines, and the Global Quality Management Group to achieve Americas consulting operational objectives for:  Client deliverables,  Quality and efficiency of consulting work, Project profitability, Project schedule compliance, Any other activities needed to support the project managers and staff in achieving client success
  • Ensure the correct mix of product skills and manpower are available to meet project needs through:  Leading the recruiting effort in collaboration with the Global Head of Consulting and the Consulting Product Integration Director, coordinating the use of Associates and subcontractors via the approved process, guide the capability and development of the team leaders and consultants, and work with other KBC product lines and global regions to meet global resource requirements
  • Work closely with the Consulting Product Integration Director, Technology Managers, R&D leaders, and MIS staff to ensure existing and new consulting tools, software, models, processes, standards, equipment and information are adequate to achieve project operational objectives
  • Serve as primary liaison with the Americas business development team for proposal manpower estimates and coordination of consultants to assist, when needed, in business development activities

Position Requirements

  • BS / MS in Engineering is required or equivalent experience, with advanced technical and business degrees as well as specialty certifications a significant plus
  • At least 15 years of experience of base level refinery and petrochemical operations and economics is essential. Knowledge of core process technologies is a plus
  • Previous experience of direct day-to-day Operations / Engineering Lead responsibilities of at least 5 years
  • Proven track record of building effective teams and setting and achieving clear objectives and expectations
  • Proven track record of working and converting proposals to deliver on regional order intake numbers
  • Excellent communication and interpersonal skills (both written and oral) and the ability to deal with colleagues and clients professionally at all levels within client and company organization
  • Demonstrate ability to build rapport with individuals (including Senior Client executives)
  • Good organizational skills and ability to meet deadlines within budget
  • Ability to work well in team environment and willingness to assist others, including mentoring and staff development
  • Ability to travel on both an international basis and domestic basis
  • Display a high level of professionalism towards colleagues and as an ambassador of the company
  • Must be a self-starter that demonstrates a flexible approach
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