Job Description: The Company:
Our client is one of the largest family-owned multinationals in the Middle-East. It covers a broad range of sectors, including Shipping, Logistics, Travel, Industrial & Energy (machinery, oil & gas, power & industrial projects).
Duties & Responsibilities:
I. Summary / Goal:
? Deliver revenue budgets for I&E business units in collaboration with the business units.
?To understand the company niche service offering and identify opportunities where I&E business units can gain the best reward from its efforts of bidding works.
?To ensure that new opportunities are clearly communicated to senior management that valuable company resources are used in a focused and efficient manger and ultimately that the right commercial decisions are taken.
?To ensure that I&E business units are seen by clients as a well-respected and responsible company who provides high quality services and is a preferred supplier to the employers.
?Responsible for identifying a backlog of project opportunities across I&E business units.
?Selling: as a project opportunity moves across the pipeline, the input from I&E business unit's colleagues will naturally increase but your role remains critically important. You need to drive this opportunity through to closure in conjunction with the I&E business unit's and Business Development teams. The Key activities include:
?Ensure that I&E business units receive the bid package and that it is provided to the proposals / estimating manager in a timely manner.
?Ensure that the I&E business unit's personnel involved in this selling stage have a clear understanding of the organisational structure and decision making process of the client organisation.
?Assist the proposals team in completing and structuring high quality responses that meet the customers' requirements.
?Feedback: Develop relationships with key clients and partners to ensure that we have the correct level of visibility, support and knowledge of development (budget, competition. Pricing, etc.) to win the opportunity.
?Be responsible for taking part in driving the closing of deals in lien with company polices.
?Internal I&E business units Management: you are responsible for driving the internal review and decision making process for the opportunities which you own. These decisions should be made in conjunction with key senior I&E business units managers.
?Processes: While you need to understand the I&E business units, the key processes required for your role are:
?Responsible for leading the BD / Sales process for the I&E business units with the business units
?Responsible for leading the Bid / No Bid process.
?Provide valuable information for the tender process.
?Ensuring that the final contract reflects the outcome of the tender negotiations with the client lies with the proposals team, however it is important that, as client relationship owner, you work closely with and support the proposal team on this matter.
?Responsible for an annual sales budget which you are expected to deliver with the team.
?Agreed set of goals and objectives on an annual basis with the EGM and business units which you are expected to deliver.
?Responsible for producing I&E business units monthly and quarterly reports.
?Consideration of ideas to raise the profile of I&E business units. This should be considered in a targeted manger focusing on communicating the business to the small number of decision makers.
? The analyses and on-going tracking of market intelligence includes a comprehensive understanding of the:
? Industry: to have a full understanding of industry, including regular research.
? Projects: To have a high-level understanding of the upcoming projects and the associated execution strategy for each project including identification of potential clients, type of project, budget, schedule, funding, relationships, political alignment, size of project, competition, etc.
? Become familiar with the client process for pre-qualification, tender adjudication and subsequent contract award, including the key criteria for contract assessment.
? Pre-qualifications: Responsible to ensure pre-qualifications are kept up to date with all clients.
? Understand the competitive landscape including potential collaborating companies.
? Act as the key personal for market intelligence for I&E Business units.
IV. Key Deliverables:
? Identify opportunities and build a pipeline of projects for I&E Business units.
? Lead weekly BD meeting to discuss identified project opportunities, bidding viability (providing a background to the project, scope of work, contracting model, client intel and likely competitors, etc.), update on current affairs where appropriate, and current BD areas of focus.
? Complete the strategy section of Bid / No Bid document (technical, commercial and political) and identify key client decision makers.
? Record and document key meetings with clients in potential opportunities using the CRM.
? Prepare I&E Business units reports for monthly and quarterly management meetings.
? Prepare monthly reports (1st weekly of every month) for the previous month (BD and Proposals tracker and BD report), and the BD section of the monthly VP report.
? Ensure maintenance of the client contract database within the CRM for I&E Business units.
? Provide market intelligence on targeted projects in terms of client budgets, technologies, completion a general market conditions.
Qualifications & Experience:
?Mechanical and piping or electrical and Instrumentation Background, or a Marketing Background.
? 10 Years business development experience.
?5 Years' experience in GCC.
?Contractual and Commercial.
?O&M Scope of Work.
?Experience in energy sector.
Interpersonal & Management Skills
?Social / Networking Skills.
Industry Type :
Logistics / Transportation / Warehousing / Courier
Functional Area :
Sales / Business Development