Head - Business Development - Water & Waste Management Business

About the Client: 

- Our Hyderabad-based Client is a leading solutions provider for environmental and waste management with facilities are spread over most States of India; in UAE and Singapore; they have completed ~60 projects; ~50 more are on the anvil; most of the projects are done on BOOT basis with 15-to-40 years of concessionaire agreements; operates a couple of waste-to-energy projects with more under construction

- Client is in a niche business; has really no competition in India; has been growing 15% YoY; expected to reach a turnover of Rs 3500 Crores in FY 20/21 to ensure that their growth plans are realized, Client has been able to bring on board professionals from pedigree Organizations; NY-headquartered PE Firm KKR has recently invested USD 0.5 bn

- Client has built deep domain knowledge over many years through by undertaking diverse projects under -

A. Municipal Solid Waste Management; (collection, transportation, processing, land-filling, waste-to-energy projects etc)

B. Industrial Hazardous Waste Management; (collection, treatment, incineration, land filling, lab tests to maintain parameters)

C. Biomedical Waste Management; (collection, transportation, shredding, incineration / autoclaving, ETP)

D. Water & Waste Water Treatment; (construction, operation and maintenance of water, sewage and effluent treatment plants); in addition, does remediation of lake and/or river water

E. Recycling; (plastic, used oils, electronic waste, construction and demolition waste) in addition, Client has invested in R&D and established testing labs accredited by NABL as per ISO / IEC 17025-1999; has MoEF accreditation under EPA Act 1986 and is also recognized by State Pollution Control Boards hitherto, business development for each vertical (listed above) was being done by separate teams, often to same customer; Client now wants to build a Corporate BD Function for all functions and for all geographies

Brief Job Profile.

Purpose : 

- Hunt for business opportunities for any or all offerings

- Generate revenue growth and maximise sales by consulting customers on how they will benefit from Client's portfolio of offerings;

- Develop relationships with customers throughout whole delivery lifecycle

Strategic Roles : 

- Achieve agreed overall and vertical-wise order acquisition targets at agreed levels of profit margin

- Build an agreed pipeline from new domains or geographies; enable Organization to build needed in-house or partner resources

- Support strategic planning for all verticals (leveraging awareness of trends in market)

Operational Roles : 

Business Planning : 

- Work with Heads of various business verticals to estimate new orders to be acquired for achieving their revenue targets

- Plan funnel of prospects needed to achieve targeted time-indexed order acquisition (basis historical prospect-to-order ratio of success or basis fresh tactics/approaches)

- Prepare AOP & oversee capital & operating budget for BU

Business Development : 

A. Lead Generation: 

- Pursue & develop new leads (from all across Globe) for multitude of offerings and maximise customer potential

- Participate in trade fairs, conferences and other marketing events

- Build a pipeline of potential business opportunities; lead - closure- of identified business pipeline; for construction and/or O&M

- List potential risks and develop mitigation plans with all stakeholders

- Drive conversion of leads generated to sales opportunities

- Preparing business case based on - project approval matrix- and present project for management approvals

- Prepare reports and keep documentation updated as required

B. Sales & pre-Sales Support

- Conduct customer needs analysis, propose custom solutions, persuade customers that the offerings best satisfy their needs in terms of quality, price and suitability; help close deals

- Provide pre-sales technical assistance, product education and transitional post-sales support

- Provide training and support material for partners in other channels (including overseas)

- Plan tasks towards branding; oversee design of applicable collaterals

C. Team Building

- Pool from existing internal resources or otherwise) build teams for India and for international business acquisition; for pre-sales (including estimation and contracting);

- Develop technical skills and skills for selling Client's portfolio of offerings; train team to

a. Pitch for work aligned to in-house and partner capabilities and capacity

b. For pursuing - quality- opportunities (of right ticket size, relative competitive position, margins, potential for more projects in future etc)

- Review performance of existing, and, as needed) identify and contract with overseas business acquisition partners in potential geographies; define targets and support their achievement

D. Review

Constantly review actual order acquisition against time-indexed targets; drive team to achieve quarterly acquisition targets in line with quality, ticket size, margin targets agreed plan and effect necessary corrective and preventive actions

Tendering : 

- Negotiate tender and contract terms & conditions for meeting Customer's and Organization's expectations

- Negotiate for quotations with suppliers required to supplement Client's involvement

- Prepare customer quotations and administer customer accounts

KAM

- Develop long-term business relationships with main stakeholders through managing and interpreting customers- requirements and by ensuring their satisfaction throughout engagement lifecycle;

- Explore opportunities for up & cross selling as well as for increasing share of customer's wallet

Tactical Roles

- Maintain relations with stakeholders within customers, internal stakeholders

Brief Candidate Profile.

- BD manager from engineering or infra EPC Organizations

- Engineer + MBA; 35-to-40 years in age

Relevant Experience.

- Should have been in a corporate role (for a portfolio of businesses) of acquiring B2B business with ticket size at least of Rs 50 Crores

- Should have independently closed large deals

Key Deliverables.

- Overall and sector-wise order pipeline as planned

- number of projects identified as per quality, ticket size, profitability parameters targeted; pipeline of projects under evaluation;

- Agreed bid win ratio; (conversion of leads generated to sales opportunities)

Key Technical Competencies.

- Secondary & primary research for lead generation;

- Tendering processes

- Rules, practices, regulatory compliances pertaining to Infra sector in multi-culture environment

- PPP, BOT, BOOT etc models pertaining to infrastructure sector

- Ability to understand financial statements and techno- commercial project viability

Key Behaviourial Competencies.

- Sales persona of a hunter; numbers driven

- Pleasing personality needed for this client-facing role

- Effective written and spoken communicator;

- Persuasive; strong relationships orientation;

- Negotiation to drive win-win outcomes