Head - Marketing & BD - EPC

SUMMARY:

Responsible for identifying, evaluating, and recommending prospective new work within respective market area including strategic market development and penetration. Develops strategy and directs preparation of proposals and presentations to win new business opportunities. Coordinates with functional departments in formulating strategy and leads proposal preparation and negotiations with customer to ensure Client business objectives are met. Establishes and maintains customer relationships and strategic teaming partner relationships.

ESSENTIAL JOB DUTIES:

- Directs departmental efforts and activities in maintaining and improving relationships with customers and building relations with prospective customers. Assists business development representatives or is responsible for:

- Building and maintaining personal relationships with appropriate middle and senior management executives in customer organizations and strategic teaming partners.

- Keeping informed of customers' present and future plans for growth, projects, and programmatic and technical requirements.

- Demonstrating through the use of personal knowledge, supplemented by other Client personnel, how Client can help meet the customers’ requirements and expectations.

- Directs and actively participates in planning the business development/capture strategy for specific prospects. Keeps aware of the business development activity and strategy of competitors, including their pricing trends and approaches. Follows up on jobs won and lost to determine the reasons why Client was or was not selected.

- Supervises the preparation and coordination of proposals, including developing and managing proposal win plans and budgets.

- Develops teaming and pricing strategies and leads proposal and pricing reviews with functional and senior managers.

- Apprises functional management on as needed basis of prospect status; coordinates proposal and prospect staffing needs; and initiates follow through and obtains management approval at appropriate level per legal instructions and corporate policies.

- Develops strategy and leads proposal presentations and contract negotiations with customers.

- Directs the preparation and ensures corporate approval of contracts for awarded projects/studies.

- Oversees the conduct of research of current and possible future strategic markets. Recommends new services and new industry markets that the company should actively pursue.

- Keeps informed of business relationships between Client managers and key executives in customer and prospective customer organizations, and sees that these are utilized in overall business development efforts.

- Responsible for performance review, training and development of direct reports and assigned staff.

- Maintains active presence in the industry with strategic teaming partners and subcontractors including small business/small disadvantaged business subcontractors.

- Maintains contacts with appropriate government entities to facilitate understanding of future industry drivers.

JOB KNOWLEDGE:

- Knowledge of and experience in EPC industry (large Power, OG&C, Petrochemical, and Civil Infrastructure projects).

- Thorough knowledge of company capabilities and services to other customers.

- Comprehensive experience in sales and knowledge of current industry technology.

- Demonstrated ability to plan and organize resources.

- Knowledge of corporate policies and directives related to proposal and contract formulation.

- Skill in oral and written communication with demonstrated ability in making presentations to customers and management.

- Experience in management, supervision, and personnel administration functions, including selection and training of personnel.

- Knowledge in preparation of capture plans, pre-positioning, target, pursuit and capture of strategic target.

- Specific country or regional knowledge and experience pertinent to targeted region of responsibility.

Candidates are requested to share their profiles on sourcing@a-square.co.in