Hiring for Director - Business Development & Tendering in Hyderabad / Secunderabad, Gurgaon for E (Job in Hyderabad Secunderabad)
(Not Shown) (Please mention IndiaDynamics.com when contacting)
Job Description:Leadership and management of the Business Development and Tendering (Pre-Contracts) functions. The team to be managed will include business development, marketing, estimating, proposals and planning/scheduling managers & amp amp support staff. Establish framework, policies, procedures and governance to execute the necessary activities related to, (1) Strategy & amp amp Business Planning (2) Business Development and the securing of new work, (3) Prequalification/Proposal Submissions,(4) Bid, Tender and Estimating Management. Type of Person: Expert - Win the hearts and minds of people and change perceptions/opinions of M +W Indias clients. Job Profile: Communication and working relationships. Primary Audience (Internal): Within the same function: Business Development Manager(s) Marketing Manager Tendering & amp amp Proposal Manager(s) Estimating Manager(s) Planning/scheduling Manager Outside the function (With in the Head Office): Operations Director Contracts and Project Controls Director Technical Services Manager/Engineering Manager Project Directors/Project Managers Head-Human Resources Chief Financial Officer EHS manager QA/QC Manager Primary Audience (External): Head of procurement & amp amp Contracts within Client organizations. Senior executives & amp amp decision makers in client organizations. Vendors and subcontractors JV/Alliance Partner Strategy and Business Planning Tasks: Develop a market plan including market update, market strategies, identification/validation of market potential and market share. Work with Operations Director to develop LS& amp amp C, ATF and HTI segment operating plan which will include key account plans, identification of project resources, partnering opportunities and identification of technologies. Conduct research on market dynamics, cost drivers & amp amp business models. Performance indicators: Plan reflecting feasible repeat business opportunities with key clients Plan reflecting revenue & amp amp market share growth opportunities of strategic nature with current & amp amp new clients Positioning & amp amp Relationship Building Tasks: Work/Collaborate with Groups & amp amp Asia pacific regions technology sector leaders to manage global client accounts to convert business leads into India based projects. Work with the Country Head, Asia Pacific Team & amp amp Operations Group to agree on the strategic direction/goals and identify project opportunities with key multinational and local clients India should target to achieve its business objectives. Develop Key Account Management plans for large local clients with long term investment plans in target segments of India Business. Identify target account opportunities and establish proactive programs to identify emerging opportunities. Develop long term relationships for target clients based on Account management sales rolled out by India. Create, monitor & amp amp update all pre-sales opportunities, submitted proposals, and win/lost status in CRM SUGAR database software. Communicate with clients to assess satisfaction levels post mobilization and incorporate lessons learnt into proposals. Performance indicators: Key Account Management plans developed. Visibility of key clients 3-5 yrs. investment plans included in India strategy & amp amp business plan. Profiling of new clients and developing relationship management plans. Business Development Tasks: Strategize & amp amp implement business development activities to achieve the goals & amp amp objectives of the business segment(s) as agreed/assigned. Coordinate business development activities across HTI, LS& amp amp C & amp amp ATF business sectors. Lead the formulation of business development strategies & amp amp their implementation. Generate innovative approaches understand real operational costs and practical solutions to ensure winning and profitable proposals. Performance indicators: Repeat business from current clients. Prequalification with new clients on future bids/tenders. Get & amp amp Do prospects of 3 times the size of yearly target incoming orders identified and planned for. Resource planning for business development, tendering and estimating. Proposals & amp amp Tender Management Tasks: Direct teams to prepare and submit quality structured proposals in response to RFP, RFQ, RFI & amp amp ITT invitations. Oversee the Estimating Mgr. & amp amp team to ensure that accurate and complete costing data and inputs are provided to Bid managers for tender proposals on a timely basis. Oversee the distribution of workload among the Estimating team & amp amp ensure that team morale is effectively maintained. Coordinate with Bid Managers to ensure that project details, requirements & amp amp specifications are accurately understood for estimating purpose. Works with Commercial Dept., Legal Counsel and all other relevant Departments on bidding and contract documents to ensure complete understanding to minimize risks for the company and ensure client satisfaction. Work with senior management and key project management staff to determine appropriate pricing strategies for tender bids. Direct & amp amp work closely with the proposal manager for mobilization and delivery of the undertakings and commitments of the proposal. Performance indicators: Target Win Ratio Achieved Target Incoming order value achieved. Quality of Proposal/Tender submission Contracts negotiated as per Group Tendering Guidelines Prospect Identification through to bidding & amp amp submission achieved as per Groups Go/No Go stage-gated Tender Governance & amp amp Assurance process. Qualifications Degree in Civil/Mechanical/Electrical Engineering or relevant technical discipline or equivalent Postgraduate in marketing or MBA preferred Experience 20 plus years of related working experience including at least 5 years in a leadership role of having managed BD, marketing & amp amp proposals teams. Type of Experience Previous experience in tender coordination through to marketing/business development gained from working with engineering, construction and/or EPC companies. Successful track record of developing and selling complex process technology centric engineering/EPC solutions. Ideally the person should have led & amp amp managed some large bids ( 50m and above) for EPC projects with scope of multi-discipline design/engineering, procurement, subcontracted & amp amp self-perform construction & amp amp commissioning in his/her career journey of 20 plus years. Engineering & amp amp /or construction management of projects in one or more of semi-conductor/water fab, data centre, IT parks, pharmaceutical & amp amp consumer goods manufacturing facilities. Extensively networked at various organizational levels with local & amp amp MNC clients active in India in target sectors of M +W India e.g. LS& amp amp C, HTI and ATF.