DEPUTY GENERAL MANAGER

JOB DESCRIPTION Section I: Basic Information on the Role Position Name Deputy General Manager – Business Development Function Business Development Line of Business Corporate Grade C1 Reporting to Functionally Administratively VP VP Roles Reporting into No. of employees Role Description Key Account Manager Multiple - Responsible for acquisition of new projects with existing and new customers Secretary 1 - Responsible for day-to-day secretarial activities and record maintenance Section II: Job Summary Responsible for identifying and developing strategic business opportunities for the organization. The role holder works towards the identification and realization of attractive growth and alliance opportunities that are in line with the overall organizational objectives. The role holder is also responsible for the external promotion of the organization and corporate representation and for building relations with all external stakeholders. Section III: Do – Key Activities and responsibilities of the role Perspective Responsibility Strategic - Provides strategic leadership and management expertise necessary for the continuing performance and profitable growth of the company - Advises the SPML top management on opportunities and business ventures including financial and business proposals - Develops and implements strategies to foster forward looking business plans for the company Financial - Prepares the annual Business Development Plan and the annual Work Plan for the team - Prepare annual revenues and profits budgets as per business goals - Follows up on targets and objectives and monitors budgets on a regular basis with the objective of meeting annual targets Customer - Identifies, establishes and maintains networks with client organizations, consultants, contractors, suppliers, government and the community in order to gain endorsement, support and participation in projects - Develops multi-tier relationships to organically grow the clients’ accounts - Pro-actively hunts for target organizations and establishes communications with those businesses that can benefit from SPML’s services - Develops partnerships and joint ventures that would enhance SPML’s competitiveness in the sector - Develops strategic account plans for identified key customers Internal Process/Internal Process/Operations - Plans, budgets and manages overall business development for the sector - Analyses business needs to determine new opportunities for growth - Reviews data, synthesizes information, develops market knowledge and formulates strategic business concepts in order to achieve management approval - Identifies and evaluates specific business opportunities in line with the SPML business objectives - Develops sound marketing strategies to win in the marketplace – this includes market segmentation, value proposition development, branding strategy, channel strategy, and communication strategy development - Develops and manages marketing tools and collateral for existing and new clients - Finalizes bid proposals (both Technical & Commercial) - Provides significant inputs in the cost estimation process to arrive at the final pricing for projects - Drives the pre-tender discussion with client/consultant - Conducts thorough research and provides strategic inputs for the preparation of offers in line with the client requirements - Negotiates effectively with the client and ensures finalization of contracts - Undertakes lost order analysis to ensure that he organization benefits from the knowledge in future - Drive ongoing reporting and communication to the management team including provision of essential information, reports and metrics Learning & Development - Provides direction and guidance to the department to ensure alignment with the organization’s strategies - Leads, guides and develops subordinates in order to contribute to efficient and successful business operations - Develops strategic documentation reflecting Business Development methodology which is in alignment with the vision and strategic plans, ultimately helping the company attain greater success, revenue growth, and competitiveness Section IV: DELIVER – KEY OUTPUTS / RESULTS FROM THE ROLE Key Performance Indicators (KPI) What are the measurable indicators for the role? Measurable Deliverables - Number of leads generated - Number of successful business hit ratio - Number of new clients introduced - Number of new/ repeat projects from existing clients - Entry into new business - Additional business from existing client (increase in wallet share) - % of revenue and profit targets - Customer Satisfaction score Section V: DISPLAY – KNOWLEDGE & SKILLS In this section, please mention the qualification, technical skills and capabilities which are essential to execute the role. It may be a reflection of your own qualification and skills Qualification and technical skills required to execute the role. Please mention any functional knowledge. E.g. PhD in xyz Qualifications - B.E. or equivalent degree in Civil / Mech Engineering preferably with MBA (Marketing) Technical Skills - Abreast of technology trends - Technical documentation - Product Knowledge relevant for the industry Experience levels required to execute this role E.g. 2-4 yrs of experience as a salesman in abc market Specific Experience - Minimum 6-8 years experience in Construction/ Infrastructure/ BOOT Project Bidding and Tendering Over all Experience - 15 - 20 years of overall experience Behavioral skills / competencies required for the role. E.g. Attention to detail Behavioral Skills - Customer Relationship Management - Strategy and financial skills - Leadership capability - Partnership development (including negotiation) - Self-motivated with ability to work in an unstructured environment - Strong analytical skills - Excellent written and oral communication skill - Stakeholder management