Manager

Role: Manager Business Development & Marketing Strategy

Vertical / Department: Modular Fabrication (MF) Vertical / Business Development & Marketing Strategy

Location: Powai

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, work centres, suppliers and partner organizations in Domestic & International region for market penetration
• Identifying prospects for L&T Hydrocarbon Business
• Making presentations to showcase L&T's capability, track record and value propositions to Owners/ EPC contractors / PMCs / Licensors etc. and to promote execution methodology conducive to L&T
• Conduct various internal bidding efforts such as Kick off meeting, Bid progress tracking, Risk review presentation, TQ/CQ resolution
• Prepare and periodically update Competitor analysis.
• Collating Market Intelligence viz. Industry developments, PQ criteria, competition, project budget, Execution methodology etc.

Key Responsibility Areas (KRAs):

1. Pre bid engagement with client for prequalification, facilitate yard visits.
2. Continuous customer engagement and visits to Customer offices for communicating with target audience and managing customer relationships
3. Provide competitive and market intelligence during estimation by leveraging own network/company database
4. Review of technical offer prepared with respect to ITB requirements for completeness and accuracy

Key Performance Indicators (KPIs):

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

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

• In depth knowledge and experience of Project marketing in Energy Sector
• Self-motivated, Networking and Analytical Skills
• Excellent presentation and communication skills
• Working knowledge of contracts and budgeting process
• Understanding of EPC business and Modular Subcontract opportunities
• Basic knowledge of Processes related to Oil and Gas Industry will be an advantage

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
• 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 Hydrocarbon Domestic & International market
• Basic knowledge of EPC players & competition in Hydrocarbon market
• Graduation degree in core stream viz. Mechanical, Production etc. with MBA an added advantage
• Experience criteria of 5 to 7 years out of which at least 2 to 5 years in Business Development role