Senior Business Development & Tender Manager
TUV Rheinland ME LLC
مجموع سنوات الخبرة :12 years, 9 أشهر
•Play a stellar role in identifying, reviewing, studying, and interpreting the requirements of identified business opportunities (RFPs and Workshop sessions) and working to create successful win themes and strategies for response.
•Prepare and ensure on-time delivery of high-quality, detailed, and comprehensive technical and commercial bid proposals compliant with solicitation requirements and responsive to the interests of relevant stakeholders.
•Responsible for identifying and implementing strategic levers that increase the competitiveness of bid proposals.
•Support and provide inputs in preparing key decision materials for executive review of bid proposals.
•Identify, prospect, onboard, and retain the business by pivotally handling the tendering and business development functions.
•Manage and lead the post-bid lessons learned process, supporting the post-bid state evaluation process and supporting offtake negotiations. Solicit new client base and conduct a business presentation to potential clients.
•Study proposal sections for consistency and clarity, compliance with requirements, alignment with proposed solutions and themes, wrote & re-wrote, and/or edited proposal sections as necessary to deliver a high-quality, winning proposal product.
•Generate new business by handling tender & bidding activities for Govt. /private key clients.
•Entrust with the overall accountability of leading the development of responses to requests for proposals (RFPs) and requests for Information (RFIs). Design the proposal response from receipt of qualified leads, RFI, RFQs/RFPs to final Services.
•Manage various activities, such as leading division sales, handling pipeline, and post-award contract documentation.
•Utilize Microsoft PowerPoint and various graphic tools for designing business development & project-specific presentations.
•Maintain oversight across the proposal development relate document for completeness, compliance with RFP requirements, and inclusion of win themes and discriminators.
•Script the design-build proposal, particularly for ISO certification and related Services.
•Accumulate the RFI until final tender/proposal documents are submitted by aligning departmental policy and procedures.
•Play a stellar role in performing the bid closure activities, including lesson-learned workshops, delivery handover, and collation of bid documentation on the knowledge management system of TUVR.
•Responsible for leading the complete sales lifecycle from prospecting clients to closing deals.
•Conduct strategic networking and enhance valuable client bases to identify and close new business opportunities.
•Generate new client revenue and improve bottom-line profitability by generating leads.
•Liaise with new customers to negotiate and finalize complex and lucrative deals.
•Record client information in bespoke CRM systems, ensuring streamlined data processes for maximum efficiency.
•Contribute to selling professional services by implementing a consultative sales approach.
•Conduct team reviews of proposal strategies, storyboards, win themes, and content as per the TUVR’s proposal process.
•Collaborate with business development and operational leadership to obtain adequate resources for accomplishing a high-quality proposal submission promptly.
•Provide strategic direction to a team to prepare, submit tender bids, follow-ups, and carry out tender presentations.
Key Projects Handled:
• Emirates Nuclear Energy Corporation
• ADNOC Offshore
• ADNOC Onshore
• Higher Colleges of Technologies
• Saudi Cement Company
• Tawazun Precision Industries
• Abu Dhabi Ports
• Al Mansoori Holding (12 Countries)
• DB Schenker (8 Countries)
• RAK Govt. Entities (21 Entities)
•Held responsible for supporting the bid director/manager in preparing the bids and proposal responses as per the customer requirements, tender instructions, and the accompanying bid strategy. Steered various activities, such as evaluating Bid content, participating in all review meetings, and preparing critical inputs/MoM (minutes of meetings).
•Performed and completed the quality reviews, proofreading, and compliance checks ahead of all proposal submissions.
•Discovered and bridged market opportunities and gaps by applying market and competitor data.
•Achieved the greatest success by consulting the clients on the optimum mix of products and distribution channels.
•Examined potential demand and identified optimal characteristics for services by performing market research.
•Contributed to implementing strategic business growth and retention initiatives, raising year-on-year sales by 12.5%.
•Achieved company cost savings by negotiating best-possible pricing with distributors and customers.
•Supervised sales operations across large teams and territories.
•Expanded the customer base, product line, and sales volume by adding new and retaining existing customers.
•Managed various activities, such as building successful sales teams, preparing appropriate budgets, and implementing strategic action plans to accomplish revenue targets.
•Formed supplier relationships and rendered benefit-oriented sales presentations to prospects for business development.
•Recorded detailed Market information into SAP CRM for accurate record-keeping and maintaining sales compliance.
•Conducted new and existing client visits to scale continued sales growth and meet the monthly and annual targets.
•Advanced sales growth and revenue profitability in line with annual targets by scheduling client appointments.
•Ensured new business growth and progression by tracking the sales leads.
•Performed team improvements by performing performance reviews and conceptualizing action plans.
•Designed & rendered professional sales presentations to communicate product quality and market comparisons creatively.
•Displayed financial acumen in preparing budgets for programme activities and controlled expenditures to meet targets.
•Achieved the utmost ROI by handling paid marketing campaigns on different platforms and carefully overseeing results.
•Led performance across sales, promotions, and marketing departments by outlining business strategies and roadmaps.
•Steered customer engagement and moved high volumes of products by chairing special sales at specific times.
•Scaled sales efficiency aligns with the company’s annual growth strategy by guiding the sales manager.
•Maintained rapport with existing customers, achieving above 90% client retention by designing a communication calendar.
•Augmented territory sales of up to USD 2.5 Million by building strategic channels in Bahrain and India.
•Recorded a significant rise in customer retention by 23%, regular client interaction, and customer satisfaction
- Significant role in increasing annual revenue by 18% with targeted sales and marketing strategy.
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