Regional Manager - Business Development
China Petroleum Pipeline Engineering Corporation - Abu Dhabi
Total years of experience :15 years, 5 Months
• Directly reporting to the Managing Director - Middle East & North African, I am responsible for Acquiring Business from New Client in the Region.
• Preparation of Overall Marketing and Strategic plan to establish CPPE-AD as a Company of choice with clients in the region.
• Getting the company pre-qualified & empaneled with clients Company’s service portfolio.
• Screening of suitable companies/partners for association for EPC Projects.
• Co-ordination with client on all matters related to the enquiry, commercial terms & conditions.
• Liaison with major technology providers, and major service providers for obtaining competitive offers.
• Actively organize and participate in Senior Management bid reviews & pre-bid and clarification meetings with clients.
• Reporting directly to the Chairman & Managing Director and the Regional Director, I am responsible for assisting in creation and execution of the Company’s business plans.
• Developing and leading the Business Development team in sourcing, managing and implementing new business opportunities.
• Monitoring and Analyzing market trends, studying competitors' products and services, exploring ways of improving existing products and services, and increasing profitability
• Managing the team for preparation of bids, proposals, Expressions of Interest, Pre-qualification questionnaires and supplier / JV partner presentations to secure new business and responding to tendering opportunities.
• Identifying target markets and developing strategies to communicate with them.
• Single-point-of-Contact for interacting with Clients and Subcontractors in the region.
• Carrying out internal and external market analysis to determine new opportunities for company growth.
• Developing, reviewing and reporting on the business development department’s strategy, ensuring the strategic objectives are well understood and executed.
• Review of tender documents including, Invitation to Bid (ITB), general conditions of contract (GCC), special conditions of contract (SCC), scope of works (SOW).
Major Clients Handled: GASCO, ADCO, TAKREER, Dolphin Energy, Petrofac, Tecnicas Reunidas, Tecnimont, China National Petroleum Company, Samsung E&C, GS E&C, Worley Parsons, Foster Wheeler.
• Preparation of Project deliverables, business requirements documents (BRD’s), defining project plans, writing system requirements specs, and status reports.
• Review and assess the BOQs, Technical Specifications, and contractual conditions.
• Negotiating and Managing suppliers / vendors and supporting the tendering team with the cost input.
• End to end communication with the Client, Vendors and Subcontractors along with constant co-ordination with the offshore team.
• Working directly with the clients and gathering details of requirements and converting them into effective business design.
• Evaluating new business opportunities for the company in India and Middle-East resulting in client and contract acquisition.
• Identifying the market segment to bring new clients / new business relationships, generate and negotiate new income.
• Analysing the project requirements, estimating project cost and time frame, interacting with the client in regards to project requirements.
Reporting to the Vice President - Estimation and closely working with the Sr. General Manager - Business Development for the MEACIS region, I gained experience and strong foundation in the areas of Business Development, Tendering & Project Execution Strategy definition and proposals management. My key responsibilities included:
• Subcontractor Management for the UAE region (Single Point-of-Contact)
• Assist in development and implementation of Go-to-market plans and working with various departments to execute.
• Responsible for relationship building and working with prospective Clients, JV partners and vendors in the European, Middle East and North African region.
• Market Intelligence - carrying out external and internal market research and further investigating the potential new areas of growth.
• Review of tender documents including, ITT (Invitation to Tender), general conditions of contract, special conditions of contract, scope of works, drawings and specification and raise technical queries and clarification.
• Preparing bids, proposals, Expressions of Interest, Pre-qualification questionnaires and supplier / JV partner presentations to secure new business and responding to tendering opportunities.
• Preparation and coordination for Bid Technical and Commercial Submissions.
• Reviewing Subcontractors / Suppliers / Vendors quotations for placement of orders.
• Ensuring that all contractual / company and local authority requirements for Quality, Health Safety & Environment (HSE) requirements are complied with.
• Commercial Estimation of the scope of works after due review / confirmation of technical scope of work, including OEM’s, engineering costs, overall quantities for bulk material (MTO’s / BOQ’s), construction costs of labor, machinery and construction bulks, and indirect costs.
• Collating and building the Database of prices based on vendors, quotations received, item type, quantities and type of project.
Achievements:
• Received accolades from higher management on numerous occasions for organisational and presentation skills in preparation and reporting of techno-commercial proposal.
• In consultation with IT department, planned and implemented a new data management system which led to reduction of the overall bid preparation time by 10%.
• Led the subcontractor management activities for a new market (Tanzania) which was completed in a record time of 1 month, eventually resulting in a win of $80 million project for the company.
• Single point of contact for subcontract negotiation between subcontractors and various discipline heads, which led to reduction in the overall bid price and a $120 million project win.
Major Project Bids Handled
• Polysilicon Project, Phase II, Qatar (Client: Qatar Solar Technologies)
• Jet Fuel Terminal and Pipeline project (Client: Emirates National Oil Company)
• ADCO Flowlines project, Abu Dhabi (Client: ADCO)
• Sea Water Intake - 3 Project, Abu Dhabi (Client: TAKREER)