Manager, Business Development
JacobsZATE
مجموع سنوات الخبرة :20 years, 11 أشهر
• Develop, maintain, and advance SASREF (Aramco Shell JV), SATORP (Aramco TOTAL JV), YASREF (Aramco Sinopec JV) and SADARA (Aramco DOW JV) relationships in Saudi Arabia through sales strategies and client contacts.
• Lead development of sales strategies, win plans, and go/no-go decisions, working closely with key stakeholders throughout sales process.
• Track and share client relationship developments with sales team through call reports and sales database entries.
• Maintain and enforce client confidentiality, procurement integrity, gatekeeper approval, and company Identity Program compliance.
• Lead pricing strategy development and pricing reviews and develop bid and proposal estimates with support from operations
• Negotiate sales contracts, with support from key stakeholders.
• Work with sales and operations teams to assess resource availability and assemble project teams
• Managing, training and enhancing the Inside sales team in the Middle East region, and partner with Operations to best implement Jacobs sales process.
• Catalyst to drive change and standardize sales tools including bid/no bid forms, proposal plans, B&P estimates and approvals and Price Fix sheets.
• Standardize operating procedures and flow diagrams tailored to the region to have clear alignment between Operations, Outside Sales and Inside Sales covering the following aspects:
o Proposal estimating;
o Pricing/Commercial work-flow including reviews/sign-offs;
o Framework contracts.
• Providing strategic guidance to Inside Sales and Outside Sales leads in preparation of Pink team, Red team and Green team reviews on key prospects.
• Develop commercial/business acumen of the team;
• Led strategic pursuits to drive key book-to-burn prospects in the region predominantly in private sector and EPC LSTK contracting community.
• Trusted and empowered partner in region’s business planning including Schedule III (new business), Schedule II (backlog), Sales G&A, Sales bookings and provide business insights based on historical trends.
• Market research, competitor analysis and identify client and market gaps and conduct and coordinate development of win strategies.
• Providing leadership and support in identifying and narrowing down on targets and opportunities.
• Developing business and sales strategies together with our sales teams, operational teams and senior leadership.
• Delivery of compliant, professionally produced proposals within customer defined timeframes
• Coordinate and review / edit proposal input from a variety of stakeholders, typically involving contributions from sales, marketing, operations teams, finance, commercial, legal and delivery
• Communicate and influence at a senior level
• Ability to coach sales teams and subject matter experts in persuasive writing and proposal best practice
• Document template management in line with company branding
• Strong time management / prioritization skills and exceptional command over written English language skills
• Excellent attention to detail.
• Lead and motivate a multi disciplined pursuit team to develop strategic sales deliverable.
• Support global Jacobs sales efforts including multi-region pursuits.
• Project delivery (engineering and project management) as per the JSTEPS (Jacobs Systems to Ensure Project Success) and compliance with corporate QMS and HSE procedures;
• Ensure compliance with required design codes and necessary engineering standards and handbooks;
• Supervisor and coordinate a team of junior engineers, designers and draughtsman;
• Writing, reviewing and checking design reports, design basis and calculation sheets; and
• Supporting and evaluating man-hour estimations and writing project execution plans for strategic proposals.
• Conceptualization, analysis, designing of Double layered, tripled layer space frame systems spans varying from 10mtrs to 80 mtrs using hollow circular sections conforming to IS 1161/ IS 1239. Designing of Mero node connectors, Bolts, Base Plates depending upon boundary conditions. Designing steel built up beams and columns, designing connections and welds. Designing done using STAAD Pro and various customized softwares developed in house.
• Also carried out detailed analysis and designing of Self Supporting Roof structure using membrane analysis. This is a roof which behaves like a membrane having thickness ranging from 0.8mm to 1.2mm and can span up to 40meters without any steel truss beneath and without any purlins and rafters. Concept based on Membrane Theory.
• Designed various conventional Planer trusses for godowns, warehouses, work shops etc.
• Preparations of complete Bill of materials and general arrangement drawings/Fabrication drawings with the help of sub ordinate Engineers and draftsman.
• Responsible for complete co ordination with the Top management of the company, various sites and also design related co ordination and site visits as and when required
• Analysis/Designing/Detailing of Pre-Engineered Buildings,
• Advanced Bill of materials.
• Anchor Bolt Plan, showing layout of base plates.
• Erection Drawings for actual site execution and for Permits.
• Shop Fabrication Drawings used at fabrication yards.
• Showing Typical Connection & Flashing Details used for site execution.
• Preparing Tally Count over sheets for estimating the weight of the structure.
Checking, verifying the detailing work with respect to 3D Structural Modeling & Co-ordination.
Also actively involved in Business Development of Shilpraj, involving coordination, meeting with clients, Business Expansion in other form of structural designs and detailing for both Outsourcing jobs and Indian jobs apart from the above mentioned clients, acting as a “Technical & Business Development Officer”
Nominated for the Best Student Award by PEATA (Practicing Engineers and Town Planning Association of India)