Head - Business Development - Construction Firm

Position: Head BD

JOB PURPOSE :

This is a pivotal management position with a purpose to ensure business growth through directing and managing BD activities to ensure these are delivered in accordance with organizational strategy. It is essential for the incumbent to develop business acquisition guidelines and strategies for emerging business opportunities and ensure their implementation to win profitable business and to place the company higher in the value chain.

Description Key Performance Indicators :

Strategic Management :

- Contribute towards the development and reshaping of the business development strategy keeping in view the internal and external environment and the long-term business objectives.

- Conduct competitor, market, micro and macro-environmental analysis

- Assimilate business outlook globally with specific reference to the region and prepare an overall strategy to win jobs.

- Ensure legal eligibility to conduct business in the specific region and pre-qualification/enlistment with all concerned entities.

- Impact the profitability of the company through ensuring strategic and tactical management decisions and new business development results.

- Development and reshaping of BD strategy inline with company's vision and objectives.

- Report on environmental scanning both internal and external

- Enhanced profitability through new business developments

Leadership and Guidance :

- Develop and lead the business development team in sourcing, managing and implementing new business opportunities.

- Guidance and development of BD team

Networking and Contacts with Client :

- Formulate networking strategy with prospective and existing customers that include owners, project management companies, consultants and EPC companies, so that the Company's information base is regularly updated.

- Establish regular contacts with Company clientele and be geared to call on all levels of the customer's representatives to explore, negotiate and close business deals.

- Establishment of networks to strengthen company's information base.

- Establishment of client contacts to explore new business avenues

BD Activities :

- Develop and maintain systems for accurate and current reporting of the marketing activities and prospective business for the company.

- System development and maintenance for accurate reporting

Business Targets :

- Set goals and targets for new business generation and focus on "value of business won" as performance measuring criteria.

- Set goals and targets for new business generation

Venture/Alliance Formation :

- Develop and lead partnerships, strategic alliances, and market relationships with companies whose capabilities are complementary.

- Identification and formation of new alliances and partnerships

Proposals :

- Ensure smooth integration of business development activities with proposals for a coherent and successful business acquisition effort.

- Coherence and coordination with Proposals

Coordination :

- Create synergy with business areas that leads to winning new business.

- Ensure effective coordination between all elements of the company by nurturing a culture for expeditious and timely actions on business development related activities.

- Undertake competitive analyses on all projects before recommendation for bidding on a project.

- Synergize to win new business.

- Competitive analysis

Statutory & Regulatory Requirements :

- Understand requirements necessary to acquire and conduct business and coordinate with Proposals and concerned business areas for compliance.

- Comprehensive understanding of statutory requirements for acquiring & conducting business

Budget preparation and Review :

- To prepare budget of the department on annual basis according to standard guidelines of companies and get approval from MD&CEO.

- Stay within the budget and ensure optimum use. Annual Budget

- Variance between actual expenditures of department and budget

Leadership:

- To effectively manage team members of BD and review their performance according to corporate guidelines, set their objectives, identify training needs, motivate them, provide them an opportunity of development through rotation within BD and assess their development needs.

- In consultation with HR, implement effective succession planning, people management, development, recruitment and retention strategies for BD

- Succession planning and career development

- Performance improvement through motivation and employee development

- Training needs identification

- Taking the Ownership of Company QHSE Policy

- Accountable to create a safe working environment, manage risks, reduce exposure to hazardous liability and ensure implementation of QHSE policy.

- Comply with all QA/QC standards (DIMS standards) as applicable to the company systems, policies, procedures, and documents in order to deliver the expected quality of work.

- Adherence to HSE standards

- Adherence to applicable QA/QC standards

JOB CONTEXT :

The efficiency of this position is crucial for accomplishment of company's vision and business objectives through creating/identifying new business opportunities, developing strong contacts and liaison with clients and to transform the company into a truly world class engineering conglomerate.

COMMUNICATIONS & WORKING RELATIONSHIPS :

Internal :

- Ongoing with Head BA's and MD for briefing on the issues related to BD and seeking advice from MD on key issues to BD.

- Ongoing with Head BAs of local and overseas business areas for seeking their inputs for BD activities.

External :

- Coordination with existing and potential clients

- Engineering companies, consultants, suppliers & vendors

FRAMEWORKS, BOUNDARIES, & DECISION-MAKING AUTHORITY :

- Works under general directions of MD/CEO.

- The work is done as per corporate strategies and in compliance with the directions of top management.

- Decisions with respect to BD and scope of work are taken by this position in agreement with the management.

- Decisions with respect to staff mobilization, secondment, transfer, separation (voluntarily or involuntarily) and other related issues are taken by this position in consultation with Head HRD.

- Has authority to approve staff leaves, Project Assignment Slips, Joining Reports, Local Travel Authority, and other related documents.

- Has authority to recommend staff salary increments, promotions, and Overseas Travel Authority.

JOB SPECIFICATION:

Minimum Qualifications:

- B.E Preferably with MBA Degree

Minimum Experience: 15 to 18 years of overall experience with 6 to 7 years in leadership role in a large-scale Shutdown/ Turnaround / construction / project management concern.

Key Skills:

- Excellent Interpersonal & Communication skill

- Leadership and Decision-Making skills.

- Ability to work in a pressured and challenging environment.

- Negotiation and Analytical skills

- Research and competitive intelligence skills