Regional Manager Business Development MEA
KCA Deutag Drilling GmbH
Total years of experience :16 years, 0 Months
Leading the implementation of Key Account Management across KCA Deutag Group.
Review Group business development and commercial policies and strategies and recommend to the Global Director Commercial/Business Development any changes considered necessary.
Periodically review the above procedures to ensure their effectiveness and where required, to propose amendments and ensure their implementation.
Liaise with the Commercial Department and other departmental managers as appropriate in the formation of Group business development plans and participate in their implementation, as required.
Maintain regular client contact against an agreed marketing plan to acquire the information necessary to identify new opportunities/countries and formulate the company’s commercial strategy for specific projects/clients.
Identify in advance of the issue of prequalification or tender enquiries, commercial opportunities for the group both within and outside existing areas of operation.
Maintain up to date information on competitor analysis (rig fleet, contract awards, day-rates) and other information on major projects, existing and potential clients, fabricators, equipment suppliers etc.
Monitor and report on specific projects/opportunities as designated by the Global Director Commercial/Business Development
Prepare client contact reports and Business Case reports for major opportunities.
Review all client contact details and contact reports to the client relationship management (CRM) system
To contribute to tender kick-off meetings and participate in rate review discussions.
When required to assist Commercial Manager(s) in the preparation of tender submissions.
Participate in the appropriate weekly conference calls and contribute input to the monthly Business Development and Commercial Report.
To ensure KCA DEUTAG tender submissions accurately reflect market conditions to maximise KCA
DEUTAG contribution without exposing the company to unreasonable levels of risk.
• Develop plans in conjunction with the RMD, Business Stream Managers and Country Managers for marketing plan for each individual country and for MEA as a whole which can be submitted for inclusion in the Global rolling Business Plan for strategic growth.
• Coordinate bids above EUR 500 000 in the region to ensure that all bids going out has a Group profit target in line with budget or higher, monitor that the timeline and Contract approval procedures for bid is followed
• Performance of sales & marketing was routinely monitored and recommendations for corrective actions were reported to RMD
• Keep Regional management updated on development and trends in sales and marketing
• Ensure that there is an available market intelligence database .
• Identify & help Select Major Accounts
• Engage Client at Corporate, Regional & Operational Levels To Win Business
• Develop Client Business Opportunities Across Client, GLND / Regions
• Coordinate Development of Project Opportunity Within and Across Regions
• Drive Implementation Where Required / Requested by Region
• Identify Key Market Opportunities that leverage GLND service portfolio and drives strategy implementation
• Develop Plan to support Market Growth and/or Entry Approach with GBS/Regions
• Develop Client or Project Value Proposition that leverages Market Plan
• Share and translate best practices from and to the region
• Trainer for TWO main sales and business development tools( CRM- and Targeted account planning )