Head - Business Development - Rail & Metro Projects

Job Description :


PURPOSE

In line with Group strategy and the mission of this position is to develop and implement Rail/ Metro structure strategy.

This position ensures the business partnering with Govt i.e. Rail/Metro Department across the country.

He/she will build partnerships with the eco-system of Rail/ Metro projects: Rail/ Metro Authorities (Ministry, Rail/ Metro structure Manager, Municipality, Urban Transportation Authority), Design offices, Operators, Financial institutions, Construction companies, pre-cast companies). He will address these key players along the value chain of a Rail/ Metro project at various procurement stages: overall planning, preliminary design, tender process, construction, operations and maintenance.

He/she will establish the coordination with all product lines within country for market activities, support business and increase the Rail/ Metro market share, revenue and EBITDA.

He/she will establish long term and in depth collaboration with leading construction companies, influencers and other stake holders in Rail/ Metro segment.

KEY RESPONSIBILITIES -

Strategy

- Build the strategic plan and local approach for Rail/ Metro business based on the CMP. Execute and track all activities in this area accordingly.

- Identify and assess Rail/ Metro projects:

- Investigate potential design offices and contractors likely to bid for the project

- Survey and analyze competitors that are positioning for the project (Identify organization positioning vs. competitors)

- Plan regular meetings to understand customers, Rail/ Metro projects pipeline, associated challenges

- Target favorite contractors for each selected project

Operations:

- Build an integrated offer for each application of Rail/ Metro structure (Rail/ Metro foundation, ballasted or slab track line, sleepers, viaduct, tunnel etc) including solutions, products and services customized for each project.

- Create the group dynamic and coordinate all product lines for a tailor - made offering (eg.: internal brainstorming sessions with the relevant departments for the project or if needed, external support with geologists, lawyers, financial institutions, external laboratory)

- Understand eco-system pain stakes related to a given project and identify the value attributes for each player of the eco-system

- Understand methods of construction to be proposed for a given project

- Assess contractors winning chances for each project and set up partnerships

- List all potential services and solutions for different applications of Rail/ Metro structure.

- Set up and follow the progress of action plan (people in charge, planning)

- Define preliminary market share, volume, revenue and EBITDA targets

- Collect Tender specifications (performance-based)

- Assess the position of organizations' sites around the project

- Identify local suppliers or new quarries:

- Focus on Sand & Gravel quarries with the potential use of new technologies

- Secure agreement early in the process with conditions

- Identify fields to install and operate mobile equipment : assess the possibility for asphalt and concrete plants

- Identify solutions for supply chain including locations for storage or unloading of trains

- Propose additional products and services specific to the project and relevant for the contractor

- Manage effectively the tender process including the offering package : customer benefices, Project management Plan, Risk mitigation Plan, Quality Plan, H&S Plan for each tender

- Ensure contract profitability through a commercial evaluation.

- Prepare and handle tender negotiations, including desired outcomes and acceptable /unacceptable compromises.

- Stand as the preferred point of contact for contractors at every stage of projects (mainly prior to tender close but also after project award) and promote a professional image of the Company

- Track Rail/ Metro development activities at Country level (eg. number of visits, number of specified projects, total sales).