Manager Business Development

Role & responsibilities

Manager - Business Development (T&D and Renewables)

Reports To: Head - Commercial

Location: Head Office, with frequent travel to client locations, government offices, and industry events

Role Summary:

The Manager - Business Development (T&D and Renewables) is tasked with spearheading the company's growth in the Transmission & Distribution (T&D) and Renewables sectors by identifying, pursuing, and converting high-potential opportunities into business. This role will focus on building a profitable and diversified order book, managing client relationships, and contributing to the company's strategic objectives by expanding the client base, enhancing brand reputation, and securing high-margin contracts in government and private sectors.

Key Responsibilities

1. Strategic Market Research and Lead Generation:

• In-depth Market Analysis: Continuously monitor and analyse market trends, competitor activities, and policy changes affecting T&D and Renewables. Identify key drivers and trends to develop a robust sales strategy.
• Opportunity Identification: Develop a clear roadmap of high-potential opportunities, targeting both public and private sectors, with a focus on high-growth regions and strategic accounts.
• Client Profiling and Segmentation: Build a detailed client profile database, segmenting by revenue potential, industry relevance, and project timelines to prioritise outreach.

2. Sales Strategy and Business Development Planning:

• Sales Target and Revenue Planning: Achieve monthly, quarterly, and annual targets for new contracts, revenue, and profitability across T&D and Renewables.
• Sales Pipeline Management: Develop and maintain a robust pipeline of qualified leads, managing them through the sales cycle from prospecting to contract closure.
• Competitive Positioning: Analyse competitor strengths and weaknesses to craft differentiated value propositions, positioning the company as a preferred partner in T&D and Renewables.

3. Proposal Development and Bid Management:

• Bid Strategy and Pricing: Develop a competitive pricing strategy that balances market competitiveness with profitability goals. Ensure bids and proposals align with the companys financial objectives.
• Proposal Creation: Lead end-to-end proposal development, ensuring technical accuracy, financial viability, and alignment with client specifications. Collaborate with finance, engineering, and legal teams to deliver precise and persuasive proposals.
• Contract and Terms Negotiation: Negotiate favourable contract terms and conditions to secure profitable contracts while managing risk. Address client concerns and align terms to ensure client satisfaction and mutual benefit.

4. Client Acquisition, Relationship Management, and Retention:

• Client Engagement and Relationship Building: Act as the primary point of contact for key clients in T&D and Renewables, maintaining consistent and professional communication to ensure client satisfaction and foster long-term relationships.
• Key Account Management: Identify top clients and develop tailored strategies to increase their account value. Regularly review client feedback and satisfaction levels to improve service delivery.
• Expansion of Existing Accounts: Look for cross-selling and up-selling opportunities within current client accounts to increase revenue and strengthen the client relationship.

5. Stakeholder Relations and Government Liaison:

• Government Relations: Engage with government authorities, industry regulators, and other public entities to stay informed about upcoming projects, tenders, incentives, and regulations affecting T&D and Renewables.
• Industry Networking: Represent the company at industry forums, trade shows, and networking events to expand contacts and build the company's reputation within the energy infrastructure market.
• Public and Private Sector Liaison: Maintain strong connections with key stakeholders in both the public and private sectors to enhance the company's visibility and identify partnership opportunities.

6. Order Book and Revenue Management:

• Order Book Development: Build a strong order book with diverse projects across T&D and Renewables, meeting revenue and profitability targets set by senior management.
• Revenue Forecasting and Reporting: Provide monthly, quarterly, and annual forecasts on revenue, order book growth, and pipeline performance. Regularly analyze and report on order book health and revenue realisation.
• Client Credit Control and Risk Management: Assess client financials and manage credit terms and limits to minimise risk. Work closely with finance to monitor client payment cycles and maintain a healthy cash flow.

7. Cross-functional Collaboration:

• Internal Alignment with Project Teams: Work closely with project execution teams to ensure alignment on client expectations, technical requirements, and project timelines.
• Support from Finance and Legal: Collaborate with finance for budget alignment, profitability targets, and cash flow projections; partner with legal to ensure compliance with contractual and regulatory requirements.
• Engineering and Technical Input: Liaise with the engineering team to understand technical capabilities, obtain design inputs, and ensure that project proposals reflect the companys technical strengths.

Preferred candidate profile

• Strategic Vision and Market Insight: Ability to understand and anticipate market trends, client needs, and competitor activities, using these insights to shape business strategy.
• Strong Client Management Skills: Excellent communication, negotiation, and relationship-building skills with the ability to establish trust and credibility with diverse stakeholders.
• Financial and Business Acumen: Deep understanding of financial metrics, cost structures, and profitability analysis to ensure each project contributes positively to the bottom line.
• Technical Knowledge: Familiarity with T&D and Renewables technical requirements, regulatory considerations, and operational standards.
• Proficiency in Sales Tools and CRM Systems: Experience in using CRM platforms, proposal software, and sales analytics tools to track progress, analyse data, and enhance decision-making.

Perks and benefits

1. General medical & health insurance.

2. Automated HRMS system.

3. Fooding & travelling allowance.

4. EPF, ESI & other benefits.