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.
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Key Responsibility Areas (KRAs): - Pre bid engagement with client for prequalification, facilitate yard visits.
- Continuous customer engagement and visits to Customer offices for communicating 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
| Key Performance Indicators (KPIs): - Generate Prequalification documents
- Generate RFQs and target booking Direct Orders to achieve Budgeted Direct order booking targets for LTEH.
- Develop order win strategies for conversion of RFQs to Purchase Orders
- Ensure timely and accurate submission of Proposals to Customers
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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
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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
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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
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