Manager – Business Development

2 months ago

المملكة العربية السعودية, Saudi Arabia Larsen & Toubro Limited Full time

**Role**:Manager - Business Development & Marketing Strategy**Vertical / Department**:Modular Fabrication (MF) Vertical / Business Development & Marketing Strategy**Location**:Jubail, Kingdom of Saudi Arabia (KSA)**Reporting to**:Head - Business Development & Marketing Strategy, Modular Fabrication Vertical**No. of Reportees (if any)**:Nil**Purpose of Role**:

- Liaising and networking with a range of stakeholders including customers, colleagues, suppliers and partner organizations in KSA region for market penetration
- Identifying prospects for L&T’s KSA Shops (Pipe Spool Shop & Heavy Wall Pressure Vessel Shop)
- Making presentations to showcase L&T's capability, track record and value propositions to Customers / PMCs / Licensors etc. and to promote execution methodology conducive to L&T
- Prepare and periodically update Competitor analysis for L&T’s KSA Shops
- Collating Market Intelligence viz. PQ criteria, competition, project budget, Execution methodology etc.

**Key Responsibility Areas (KRAs)**:

- Continuous customer engagement and visits to Customer offices for c ommunicating with target audience and managing customer relationships
- Provide competitive and market intelligence during estimation by leveraging own network/company database
- Review of technical offer prepared with respect to ITB requirements for completeness and accuracy
- Liaising with Customers for invoicing & payment collection

**Key Performance Indicators (KPIs)**:

- Generate RFQs and target booking Direct Orders to achieve Budgeted Direct order booking targets for KSA Shops
- Develop order win strategies for conversion of RFQs to Purchase Orders
- Ensure timely and accurate submission of Proposals to Customers
- Timely invoicing & collection of payments for reduction in customer outstanding

**Specific Skill Sets/Competencies Required **(list down the 5 core competencies most relevant for this role)**:

- In depth knowledge and experience of Product marketing (preferably for Pipe spools, Pressure Vessels, Skid Modules etc.) in Energy Sector
- Self-motivated, Networking and Analytical Skills
- Excellent presentation and communication skills
- Working knowledge of contracts and budgeting process
- Willingness to relocate to KSA with Jubail as base location and travel within KSA

**Key Stakeholders & their Expectations**:

- **Vertical Head**:Regular updates on contribution to Order Inflow (OI) & Customer engagements
- **BD Head**:Functional reporting & regular updates on contribution to Order Inflow (OI) & Customer engagements
- **KSA Shops Head**:Administrative reporting of contribution to Order Inflow (OI) & Customer engagements / visits
- **F&A Head**:Timely reporting of Order Inflow (OI) and Budget inputs
- **Proposals & Estimation Head**:Liaising for Proposal & Estimation activities of on-going engagements
- **Contracts Head**:Liaising for legal / contractual inputs related to on-going engagements

**Required**:

- Good networking skills and exposure to conferences/seminars
- Good communication skills
- Basic understanding of KSA market
- Basic knowledge of EPC players & local competition in KSA market
- Proficiency in local language will be advantageous
- Graduation degree in core stream viz. Mechanical, Production etc.
- Experience criteria of 5 to 7 years out of which at least 2 to 5 years in Business Development role
- Travel within KSA

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