L&T Geostructure Looking for Manager Business Development & Marketing Strategy at Saudi Arabia 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):

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

Key Performance Indicators (KPIs):

1. Generate RFQs and target booking Direct Orders to achieve Budgeted Direct order booking targets for KSA Shops
2. Develop order win strategies for conversion of RFQs to Purchase Orders
3. Ensure timely and accurate submission of Proposals to Customers
4. 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