Business Development Manager
Linde Engineering Malaysia Sdn Bhd
Total years of experience :18 years, 4 Months
In Linde Engineering, there are 5 major core business:
Adsorption and Membrane Plants, Air Separation Plants, Hydrogen & Synthesis Gas Plants, LNG & Gas Processing Plants and Petrochemical Plants.
1) Business Planning
- Conduct research and perform analysis on market information as inputs to the formulation of business strategy.
- Coordinate strategic plan by analyzing trends and forecast.
- Maintain in-depth knowledge of market dynamics such as competitor analysis, market share, demographic trends and growths projections.
2) Tender, Proposals and Contract Negotiation
- Prepare the tender documents by consolidating and managing all required information on administrative, commercial and technical aspects to ensure a high-quality proposal is prepared in accordance to the client’s requirement and in line with contract management’s strategies.
•Validate the information included in the tender documents.
3) Contracting Strategies
- Manage and execute the contracting strategies which include research and analysis on contracting terms, partnership profiling, and risk assessment to support the overall contracting strategies.
•Prepare the partnership profiling.
•Assist with the analysis on strategic and suitable partners (if required) that company can leverage on the expertise and resources to jointly offer offshore floating solutions to clients as well as the possibility of transferring the technology and capability to the company.
4) Marketing and Customer Relationship Management (CRM)
- Execute marketing and CRM activities to ensure sustainable growth of company’s business.
•Prepare marketing pack.
•Organize external events with client
•Update and maintain the CRM database.
-Manage the customers’ relationship with the existing customers to keep track on the customers’ requirements.
1) Market Intelligence
- Conduct research and perform analysis on market information as inputs to the formulation of business strategy.
•Assist with the identification of relevant market sector.
•Manage information on competitor profiling.
•Develop a market database.
•Gather information on potential business risks.
- Maximize contact with key accounts, key contacts at various client organizations and focus efforts to obtain new contacts for ease of critical information gathering.
- Coordinate initial planning; time scheduling, budgeting, costing, etc. to supplement techno-commercial proposal activities.
2) Pre and Post ITB activities
-Perform the Pre and Post ITB activities to ensure department’s objectives are met.
•Survey Questionnaire (MSQ), Request for Information (RFI), Pre-Questionnaire (Pre-Q) to ensure the company is short listed for potential offshore floater projects.
•Participate in the engagement with the oil companies, authorities and regulatory body together with the superior.
•Support the superior for the overall execution of the Project Management System for Pre-Qs/ITBs for identified projects.
•Support the superior for any post-ITB submission clarification by the clients.
3) Tender & Proposals
- Prepare the tender documents by consolidating and managing all required information on administrative, commercial and technical aspects to ensure a high-quality proposal is prepared in accordance to the client’s requirement and in line with contract management’s strategies.
•Validate the information included in the tender documents.
•Interface with other departments to obtain the information.
- Among of the projects coordinated:
i.Provision of a Floating Chemical Enhance Oil Recovery (CEOR) Facility for Petronas PETRONAS Carigali Sdn Bhd (PCSB) Angsi Field Development.
ii.Pre-Qualification Exercise for Provision of EPCIC & Leasing of FPSO Facilities for Layang Development Project.
iii.UBD Project - Provision of Marine Tanker Modification Assessment
4) Contracting Strategies
- Assist to manage and execute the contracting strategies which include research and analysis on contracting terms, partnership profiling, and risk assessment to support the overall contracting strategies.
•Prepare the partnership profiling.
•Assist with the analysis on strategic and suitable partners (if required) that company can leverage on the expertise and resources to jointly offer offshore floating solutions to clients as well as the possibility of transferring the technology and capability to the company.
5) Marketing and Customer Relationship Management (CRM)
- Prepare and execute the marketing and CRM activities to ensure sustainable growth of company’s business.
•Prepare marketing pack.
•Organize sharing sessions.
•Organize external events with client i.e Golf, Futsal and Bowling Tournament.
•Update and maintain the CRM database.
-Manage the customers’ relationship with the existing customers to keep track on the customers’ requirements.
PROJECT MANAGEMENT
1. Assisting Project Manager in Overall Project Management, interface between disciplines, coordination on vendor documentation and coordination between site team and HQ.
2. Responsible provide assistance for the project team from tender stage, project implementation to the completion on both technical and commercial aspects.
3. Development and implementation of project Quality Assurance.
4. Coordination and review of design work with project team members.
5. Liaison with Client, his Representative on the implementation of the works.
6. Coordinate the Final Documentation for the project and liaise with Client, his Representative on the implementation of the works.
7. Ensuring that all works are performed in accordance with the provisions of Project Quality Plan and Work Procedures.
BUSINESS DEVELOPMENT
1. Maintain and update weekly report of departmental activities on behalf of Head of Commercial and Business Department.
2. To prepare South East Asia Business Development Prospect updates for Regional Business Development Manager based in Australia.
3. Maintain and update client database especially in upstream/downstream business line.
4. Preparation of department Business Plan every quarterly. This includes market intelligence sourcing and analysis.
5. Maintain and develop existing and new customers through planned courtesy visit, road tour, exhibition and seminars.
6. Monitor and report on activities and provide relevant management information.
7. Liaise and attend meetings with other company functions necessary to perform duties and aid business and organizational development.
8. Attend training and to develop relevant knowledge and skills.
9. To update on every movement of screening and tender as well as to coordinate the deliverables distribution to respective departments.
10. To initiate kick-off meeting for every potential projects and distribute responsibility matrix for project team member.
11. Coordinator to "Salesforce" Web Application, which is a web database program to update all the projects and prospects details.
1. Supervise and coordinate Commercial and Technical evaluation of Enquiries, RFQ and Tender from clients.
2. Liaise with customer/supplier regarding projects - Technical Specifications, Budgetary and problems.
3. Conduct product and services presentation and build up good rapport with clients. Follow up by preparing relevant proposals in conjunction with the requirement as per needed by clients.
4. Commissioning and installation i.e Lab Equipment and Consumables for FPSO Bunga Ruby at MMHE fabrication yard in Pasir Gudang, Johor.
5. Market Intelligence sourcing for and downstream gas activities in Malaysia and neighboring region. In charge of
keeping up the database for new development projects i.e new oilfield under study, FEED or conceptual stage.
6. Account Manager for the following clients:
a) Brooke Dockyard Engineering Corp.
b) MLNG Sdn Bhd
c) ABF Sdn Bhd
d) Universiti Teknologi Petronas
e) Ranhill-Worley
f) RNZ Integrated
g) Bintulu Port
7. Tender preparation for the following Operating Company:
a) Petronas Carigali
b) CPOC
c) Newfield
d) Shell
e) PCPP
8. Bottle Testing and Field Trial at the following offshore platforms/fields:
a) Bunga Kertas FPSO (Penara-North Lukut and Puteri) for Pour Point Depressant (PPD) and Demulsifier.
b) Bekuk A - Demulsifier
c) Abu Cluster FSO- Demulsifier and PPD.
d) Angsi - Demulsifier and H2S Scavenger
e) H2S Field Trial at West Lutong and MCOT
The routine activities are such as injection pump settings, topping-up chemicals into storage facility, chemical and
physical properties monitoring i.e data collection, analyze and prepare technical reports to Platform Superintendent and Offshore Installation Manager (OIM).
•Writes or reviews technical and performance specifications, quality levels, sampling plans, and inspections procedures;
•Reviews receiving inspections of materials, supplies, and equipment made by other respective departments;
•Reviews certificates of compliance or test reports to determine validity;
•Analyzes commodity test data and writes evaluation reports;
•Investigates complaints of non-conforming commodities and arranges for replacement or credit, when applicable;
•Writes section policies and monitoring programs, and enforces established policies and regulations;
•Demonstrates continuous effort to improve operations, decrease turnaround times, streamline work processes, and work cooperatively and jointly to provide quality seamless customer service.
•Prepare and coordinate monthly report for SDE Projects.
Projects involved:
a.Senai Desaru Expressway Project, Johor.
b.Women and Child Hospital Project, Kuala Lumpur.
c.Community Sports Complex Project, Malaysia.
d.Tajura Housing Project, Libya.
1. To provide support and assistance to identify new markets and ensure development of new sources of revenue by:
• prospecting and promoting the company’s services.
• seeking to identify new markets and pursuing leads and submit proposals
• identifying the opportunity through mass media and internet
2. To provide support and assistance to seek, develop and maintain effective customer’s relations and loyalty by:
• adhering to policies and procedures for key customer relations;
3. To provide support and assistance to ensure achievement of key business goals and objectives by:
•liaising and coordinating with Operational, Project Support and other Corporate Services divisions and other subsidiary companies under the group during the proposal/pre-qualification/tender stage.
•ensuring the timeliness and quality of the projects deliverables.
4. To provide support and assistance to ensure proposal, pre-qualification or bidding documents deliverables by:
•Coordinating the preparation, review, presentation and negotiation of business proposals, pre-qualification or bidding contracts locally and internationally.
• Maintaining database for company capability.
• Ensuring the timeliness and quality of documents deliverables.
Projects involved:
a.Invitation to Bid for Sabah Sarawak Gas Pipeline Project
b.Pre-Qualification Questionnaire for Mari Gas Pakistan’s Central Processing Facilities
c.Pre-Qualification Questionnaire for MOL Gas Pakistan’s Central Processing Facilities
d.Invitation to Bid for Sabah Oil & Gas Terminal Project (SOGT)
e.Invitation to Bid for MOL Gas Pakistan’s Central Processing Facilities
f.Project Team Member for Sabah-Sarawak Gas Pipeline Project (SSGP) and Sabah Oil & Gas Terminal Project (SOGT) for Petronas Carigali Sdn Bhd
g.Pre-Qualification Questionnaire for EPCC Services Gas Processing Facilities, Mehar Developement Project, Onshore Pakistan.
1. Responsible to develop business plan and marketing strategies.
2. Deals with products (Oil and Gas) such as :
i) Specialty Oilfield Chemicals - Pour Point Depressant, Wax Dissolver, Emulsifier & Demulsifier etc.
ii) Corrosion Monitoring System
iii)High Performance and Industrial Lubricants
iv) Field and laboratory equipments
3. Prepare and completing paperwork on Pre-Qualification Questionnaire and Project Tenders.
4.Liaise with customer/supplier regarding projects - Technical Specifications, Budgetary and problems.
5.Conduct product and services presentation to clients.
6. Analyze and suggest the suitable solution/needs to clients.
7. To do material sourcing for suitable and competitive supplier
8.Responsible to generate a firm relation with oil and gas consultants such as Technip, Sime Engineering, RanhillWorleyParsons, MMC Oil and Gas, and RNZ Integrated.
9. Market Intelligence sourcing
Projects involved:
a.Turkmenistan Development Project. - Preparation of tenders
b.Sumandak Phase II Project (SUJTC & SUPGB) - Market Intelligence Sourcing
c.Gemusut Development Project - Market Intelligence Sourcing
d.Lab Equipment and Apparatus for Petroleum Engineering Department for Universiti Teknologi Petronas - Tender Submission.
e.Potential Supply of Grease and Lubricant for Maintenance Department of Port of Tanjung Pelepas. - Product Introduction Visit
f.Presentation for Petronas Carigali’s Duyung Project Team in PMO Kerteh regarding method of solving waxy crude oil phenomenon in the production platform.