Business Development Manager – O&G/Petro Chemical projects UAE,QATAR,OMAN,BAHRAIN,KUWAIT
Siemens LLC
Total des années d'expérience :18 years, 5 Mois
• Responsible for early identification and closing opportunities within targeted industry sectors for Industrial Automation business solutions and products through global corporate accounts, end users, consultants, EPC’s, contractors, distributors, agents, partners, MEP contractors, local and international integrators
• Ensure prequalification requirements are met with existing and potential customers to be qualified to bid for projects.
• Prepare technical and budgetary proposals based on understanding of overall project scope.
• Proven ability to effectively co-ordinate and manage both Continuous Improvement activities and major Business re-engineering projects.
• Coordinate and evaluate competitor’s products and pricing to better understand their strategies, strengths and weaknesses and compile comparative analysis for each; relevant to the business strategy.
• Monitor and evaluate external business environment to identify/quantify industry and market trends and report industry trends, business drivers and competitive forces in the target markets to higher management. Utilize market intelligence to direct product development, marketing campaigns and industry lobbying so as to promote Solutions in the automation sector.
• Conduct presentations, demonstrations and workshops for the End Users, FEED and PMC contractors inside the plant, FEED locations and HQ to delivery effective value /technology messages
• Convince End users, PMC and FEED contractors on our value additions by going for new technologies/ solutions through consultative selling techniques.
• Facilitate technical and commercial negotiations, objections handling and finalization of order.
• Responsible right from initiating to establishing and maintaining customer relationships from the ground floor to execution and eventually to revenue generation.
• Responsible for complete bid and proposal requirements for VSS Project Business (Petrochemical, F&B, Pharmaceutical, Water & Waste Water) from initial stages through to final tender submission and contract negotiation.
• Produced tendering plan and establish the tendering team, which includes representation from a company's financial, legal, sales and procurement departments.
• Managed project plans, specifications, milestones, and deliverables, and reported status to key stakeholders regularly.
• Identified and assessed all risk factors & devises suitable strategies for risk mitigation (elimination, reduction)
• Selected subcontractors/partners according to defined criteria by involving procurement at an early stage in compliance with applicable Siemens procurement rules. Negotiate with subcontractors/partners and enters into back-to-back agreements in alignment with the customer contract.
• Led & coordinated the activities and contributions of multi-disciplined teams (with Managers from, Operational, Sales & Marketing, Customer Services, Finance, Compliance & Legal departments.
•Engineer, design and Projects execution activities for skid-mounted metering packages for crude oil, natural gas, liquefied natural gas and other refined hydrocarbon products.
•Lead responsibility during Sales handover, Design review, Contract Review Pre Inspection meeting (PIM) during project execution cycle.
•Responsible for involving & reviewing HAZOP studies & Technical evaluation / review of project specifications with Client, identify problem areas & deviations & clarify with Customer / Client Engineers & take necessary corrective action.
•Reviewed P&ID's, GA's, System Drawings, E&I Drawings, engineering calculations and ITP. Also preparation of equipment data sheets and purchase specification for sub vendors for various equipment based on project application and requirement
•Reviewed all sub vendor proposals and forward approved sub vendors to Procurement for PO issue.
•Monitored and controlled monthly project progress reports to expedite skid assembly in consultation with team members.
•Delivered business results by ensuring completion of projects on time, quality and budget as per Project Management guidelines and taking to sales to contribute to company’s forecast, revenue and profit.
•Risk Management by identifying project risks in time, recommending responses, executing and measuring the impact of deployed resolutions.
•Managed resources to develop engineering, cost projections and schedule at all project phases.
•Working constructively with business partners i.e. peers, other departments, vendors, consultants, customers, third party organizations etc to meet mutual goals and objectives.
•Coordinating activities with cross functional teams (Engineering, R&D and Production) as well as evaluating, negotiating and finalizing sub-vendor and contractor offers to meet contractual commitments of delivery and quality.
•Monitor, Control and Report the financial status of the project (Billings, cost budgets, milestone payments, warranty)
•Lead and review project progress with team, with respect to planned cost and time schedules to achieve business unit, project and individual targets.
•Provide inputs w.r.t. Sales forecast, Turn-Over and Margins to Senior Management for the planning and budgeting process of the Business Unit.
•Responsible for sales of Industrial Automation Solutions business for targeted industry sectors.
•Develop customer insight, formulate customer needs in the nominated segment and proposes products and strategies to address the identified needs.
•Developing Technical presentations and cost effective Techno-Commercial proposals/bids on various Automation Solutions applying process knowledge & technical expertise.
•Active participation in marketing events such as trade shows, customer seminars, industry briefings etc
•Communicating any project deviation to the program manager, recommend corrective actions and perform monitor and control activities on corrective and preventive actions.
•Follow up for customer payments and future business opportunities.
•Managed the development of up-to-date project documentation and maintaining a project win/loss library. Also conducting post implementation review and project handover with up-to-date project documentation.
•Vendor evaluation, purchase specifications, bid tad review, management of system vendors, site contractors and technical compliances of bought out items.
•Project Team member responsible for transition from Siemens S5 systems (PLC) to PCS7 (Distributed Control Systems).
•Management of various expansion projects within the organization.
•Routine maintenance & programme modification of high end automation systems after project completion.
Final Year Project: Research Study on “Effective Project Management Practices in the Complex Environment of Industrial Automation”. Specialization Modules: Sales Management, Project Management and Business Excellence- Lean Management, Six Sigma and TQM. Grade: Merit. Corporate Social Responsibility Project - Divine Chocolates, United Kingdom -Worked as a consultant with Divine Chocolates in designing their Market Repositioning Strategy against various competitors like Cadbury, Mars etc. in the UK Chocolate industry as part of a Corporate Social Responsibility (CSR) initiative at the University of Leeds.