Proposals Administrator (Previous Role: BD Manager / B2B Marketing Manager)
Descon Engineering Limited (HQ)
Total years of experience :17 years, 7 Months
• Reporting Line: Head Proposals
(Part of the Corporate Office (COO) structure, the Corporate Proposals department is the fundamental life line of Descon’s existence.)
• Managing a team of Proposal Preparation Coordinators for effective proposal preparation & submission.
• Thorough review of Client’s Tender documents (EPC, Construction, O&M) for in-depth requirement analysis and preparation of DOR
• Delegation of responsibilities to team, for complete review of BOQs and its alignment with in-house estimation system (WinBid)
• Alignment and compilation of standard Technical Proposal to match Client’s requirements
• Complete tracking of documents (Tender Bulletins, Clarifications, Correspondences) travelling to and fro between Client, respective Proposal Manager & his Team and Corporate Proposal.
• Preparation and arrangement of construction schedule, deployments (Indirect & Direct Manpower, Equipment), QA/QC documents, HSE documents and other specific requirements, varying from client to client.
• Systematic archiving of all Proposals data for in-house management analysis, prompt retrieval and availability.
• Propose better methods of Technical Proposal preparation and optimize redundant procedures in business process flow.
• Responsible for company wide GAP analysis (Installed Base).
• Responsible for company wide Business Processes Requirement gathering (New Installations) sessions.
• Responsible for Listing & Finalization of processes for Blue Print Master List (BPML).
• Perform FIT/GAP Analysis (New Installations) with the Functional Consultant & Power Users.
• Finalization of multiple SD Organization Structure with the Functional Consultant.
• Development & Finalization of Data & FRICE-W Objects.
• Gather, Analyze & Finalize all analytical reporting requirements for BI/BW/BO Technical Consultant.
• Integration sessions with MM, FI, PS, DMS Core Users to finalize common processes.
• Training of Power Users within the organization.
• Finalize global Business Blueprint (BBP) along with Functional Consultant & Business Process Owner (BPO).
• Quality Review & Signoff responsibility for Business Blueprint (BBP) along with the BPO.
• Reporting Line: Head Business Development
• Formulation, analysis and inferences from the strategic reports (3Y Strategic Planning, Monthly BD Report, Monthly Company Financial Reviews, Annual Report), in close coordination with marketing teams of all Business Units (EPC, Construction, Plant Maintenance & Manufacturing) and Heads of Corporate Business Support Departments, to be presented to top management (Chairman, Vice Chairman, CEO, CFO & Advisors)
• Focal point for SAD SD module at Corporate Level.
• Annual Registrations/Enlistments with the Pakistan Engineering Council, Dun & Bradstreet (D&B) and ENR (Engineering News-Record) (ENR 2013 - Descon ranked 126th in Top 250 International Contractors)
• Regular Updates, Centralization and Aura Improvement of Corporate Presentation, General Prequalification Document, Company Experience Profile, Company Workload Charts (Business in Hand, Manpower Utilization, Future Business etc)
• Minutes of Meeting of Internal Business Development and Joint (International) Business Development meetings
• Daily Media Scanning and subsequent distribution across the board.
MAJOR ACCOMPLISHMENTS
• Achieved 122% of business generation targets totaling to USD 170 Million (2010-2011) at Descon for construction, plant maintenance and manufacturing business.
• Increased market share from 5.6% to 7.4% in USD 3 Billion industry through relationship building, competitive pricing, marketing activities and successful advertising campaigns.
• Effective Corporate Presentation to the management of Strabag and Zublin to successfully create a partnership in tendering for the New Port Project - Container Terminal worth USD 85 Million, in 2012.
• Signed a breakthrough contract into the infrastructure sector with Sinohydro Corporation for MEP works for Tunnel Ventilation System worth USD 1.5 Million at Lusail City Development, in 2012.
• Inked Long Term Maintenance Contract with Mitsubishi Heavy Industries and ALSTOM Power for gas & steam turbine maintenance works in Qatar in 2012.
• Twelve months of successful coordination, teleconferences, presentations and business communication with JGC/RasGas/ExxonMobil in order to secure general contracting business worth USD 151 Million on the Barzan Onshore Gas Project in 2011.
• Market Penetration by the use of correct Marketing Mix in order to secure new Turnaround Job in Northern Region of Qatar worth USD 7 Million at Qatar Chemical Company (Q-Chem) in 2011.
• Effectual presentation of company HSE data, trainings, innovations and achievements in the Oil & Gas Industry to Qatar Petroleum Management, leading to winning the Silver Award in Contractor’s Category in 2011.
• Engaged in corporate business communication with Technip/Chiyoda from initial (budgetary) stage to project award for the Plateau Maintenance Project in Qatargas worth USD 73 Million in 2010.
• Customer Relationship Management with Qatargas and Dolphin Energy to maintain long term partnership by securing Long Term Turnaround Contracts worth USD 70 Million and USD 21 Million respectively, in 2010.
RESPONSIBILITIES
• Managing a team of Marketers to identify key projects, key clients and build relationships with them to generate business in sectors of Oil & Gas, Infrastructure, Power, Cement, Water and Wastewater in business lines of Construction, Plant Maintenance (Turnarounds & Retrofits Jobs) & Manufacturing.
• Regularly performing market analysis, competitive assessments to identify areas of focus for growth.
• Involved in Techno-Commercial submissions, thorough Contract Review (with Contract Management Department) & negotiations before closing any deal.
• Undertaking frequent prequalification exercises with potential EPC clients and operating companies.
• Preparing the comprehensive 3 Year Strategic Business Plan (Focus on Segmentation, Economics, PEST analysis, SWOT analysis, Competitive Environment, Customer Environment, Target Projects, Challenges, Objectives, Actions) in order to assist Senior Management to take strategic decisions in time.
• Engaging existing & new clients through various B2B marketing communications strategies.
• Event Management at various up-scaled industry conferences, sponsored events, seminars & exhibitions.
• Strong follow-up with clients to have updated information on decisions and way forward.
• Responsible for Annual & Triennial (External) & Bi-Annual (Internal) ISO Certification Audits for Marketing Department
• Preparing Gantt Charts, Revenue Charts, Workload Charts and Budgets.
• Oversee the development of the market and assist Line Manager in developing business plans to enhance growth in the market.
• Generate Inquiry Synopsis for potential projects for bidding and keep the client engaged during pre and post-award phases.
• Perform SWOT and PEST analysis for the company/project in the regional market.
• Event Management and liaison with Image Marketing Companies/PR Agencies for event management and marketing activities.
• Completely responsible for the configuration, installation, troubleshooting and training of System Administrators and End Users on the company’s financial system SAGE ACCPAC 7.3 PRO SERIES (PO, IC, AP, AR and GL Modules) and reporting module ARM (ACCPAC Reporting Module).
• Regular liaison with PMS personnel located in HQ, Pakistan for handling end user queries, software troubleshooting, implementing updates throughout the Qatar business area.
• Drafted the first comprehensive manual for the Configuration and Installation of ACCPAC 7.3 PRO SERIES for System Administrators. The manual had all the details supported with screen shots, tables and figures.
• Held the position of In-Charge Project Management Systems for an interim period from Jun 2007 to Nov 2007. During this tenure, re-engineered the business processes of IT procurement and problem identification, analysis and rectification in areas of project management and financial systems. Also streamlined the process of regular generation of Project Performance Reports from different project sites.
• Delivered as a Project Manager for the successful design, development and scheduled implementation of a web-based manpower database, Qatar Manpower System (QMPS). Coordinated and managed a team of professionals consisting of developers and data operators.
• Regular analysis and monitoring of Project Performance Reports from different project sites. Formulating Weekly Management Reports from available project data for Weekly PMS Meeting. Also raising triggers for management based on cost center wise analysis, efficiency of project, and actual vs. planned progress monitoring.
• Feasibility studies for new construction project sites in order to implement effective network architecture and company systems.
Updating the Official Website of Indus Motor Company (IMC) proir to the launch of Corolla Altis.
Drafted a summary of Environmental Activities at IMC and sent it to an NGO. IMC won the AEEA-2005 Environment Award in the Automotive Industry of Pakistan.
Coordination and Communication with PR Agencies.
Daily Media Scanning.
Conducted Plant Visits for visitors.
•84% •6 weeks internship at Indus Motor Company, Karachi in Department of Corporate Planning
•Earned distinction in final year with 83%. •Earned Merit Scholarship in first year. •Secured a top ten position in first year. •Represented NED at ITCN-ASIA 2003 on behalf of Sindh IT Board held at Expo Centre, Karachi. •Chief Organizer of the Annual Function and Awards Ceremony.
Grade A