AGM Business Development
Burns & McDonnell Engineering India pvt ltd AGM
Total years of experience :22 years, 10 Months
Developed domestic customer pool & identify opportunities / key projects for wining within the capability & Manage prequalification requirements.
•Bidding Strategy, Pricing Strategy for various types of Bids from Concept to PMC & EPCM type of Projects.
•Responsible for managing Proposals & Estimation of mega size projects price range from 200 MUSD to 1.9 billion USD projects for Refinery, Pipelines, Terminals Gas Processing for Onshore Oil & Gas and Chemical Sectors for EPC, EPCM, PMC, DFR, FEED, EPIC type of Contracts.
•Experience in Offshore Oil and Gas Topsides of Well
Client Engagement and New Business Development Activity
a. Conduct client focused business development/networking activities in order to achieve individual revenue targets, in addition to all key performance indicators.
b. Proactively forge relationships with potential Client organizations, to gain a deeper understanding of potential business needs as BMI venturing into Indian Market.
c. Identifying and developing new business opportunities in-line with BMI services & deliverables
d. Utilizing a consultative sales approach, generate new business opportunities from within and beyond the core industry on your assigned territory.
e. Build relationship to up-sell and cross-sell.
2. Account Development:
a. Ensure all existing business accounts are contacted and qualified with the aim of further maximize revenue.
b. Proactively build relationships with existing and potential clients to gain a greater understanding of current/future business needs.
c. Develop account plans for Key accounts and for specific initiatives of the organization for follow through.
3. Expectation to meet the job objectives:
a. Effective sales management (generating the required ratio of opportunities in-line with achieving personal target).
b. Hold a clear understanding of the BMI sales process and knowledge of BMI cross Business Unit functionality
c. Accumulate and maintain a comprehensive knowledge/understanding of the main industry sectors in order to identify key business opportunities.
4. Proposal Management : Effectively leading the complete proposal cycle ( Middle & end game till checkmate ) from Bid/No Bid till Negotiation and follow up for the payments post bid.
•2019 year target exceeded of INR 300 Crores of Order bookings on Services Project.
•Market Intelligence and Market Updates related to Oil and Gas Projects /Competitors Etc.
•Responsibility for Work Forecast Management analysis for WPI from CRMT tool
•Additional Responsibility: As Approver for Internal entity work orders (RFS) .
•Strategic planning and Pricing Strategy during bidding stage for Bid No Bid Decisions for Management
•Estimation for the Services Project (Concept, FEED, Detail Engineering, PMC, EPCM type of contracts) & Support for Home offices for Bidding& updating on CRM.
•Identifying, Mitigating & Approvals for Commercial and contractual terms and Conditions
•Attending workshops, trade shows & seminars to keep up to date on changes in the industry & Projects
•Commercial & Contractual Negotiations.
•Win-Loss analysis.
•More than 100 Bids handled which includes Concept/ DFR/ FEED/Detail Engineering/EPCM/ PMC
•Domestic Clients: HPCL/BPCL/ONGC/IOCL/BG/CAIRN/LYB/BASF/GAIL Etc.…
Key Analysis of the Bid Managed
Sectors Type of Services Bid Value Range Winning Factors
LNG Projects DFR/FEED/OE/ PMC US
Building Relationship and to be an early bird in the market for OGC Projects.
•Identify the new Opportunities & Prepare strategy for winning EPC bids.
•Negotiations, Commercial & contracts
•Prepare a detailed Business plan
•Network with other small business
•Attend workshops, trade shows, and seminars to keep up-to-date on changes in the industry.
•Adopt a team approach; work with others in pursuing common goals.
To function as a
1. KKNPP 3 & 4 -Basic Engineering for Balance of Plants KKNPP, , India Basic 250K USD
2 FEED for Utilization of Produced water system for Power water injection at three locations Qatar Petroleum FEED 800K USD
3 Verification of Communication tower at Turkmenistan Dragon Oil Turkmenistan DE 90K USD
4 Conversion of AutoCAD drawing to SPPID and Integration of SPPID to CMMS (LOST) KKNPP, Kudamkulam Design 150K USD
5 Upgradation of Obsolete Fire Detection Alarm & Suppression System at KNPC Site KNPC, Kuwait EPC 250 MUSD
6 Shaybah NGL Program (4 EPC
pkgs.) Saudi Aramco, KSA EPC 2.2 BUSD
7 Wasit gas program (4 EPC Pkg) Saudi Aramco, KSA EPC 3.0 BUSD
8 Shah Gas Plant 2 Pkgs. ADNOC Conoco Philips EPC 3.9 B USD
9 Upper Zakkum Facilities ZADCO EPC 1.3 B USD
10 FEED for 20" pipeline between
KM & KS Qatar petroleum FEED 180K USD
11 Eastman Chemical Project Kali Eastman Chemical Inc., Basic
+FEED 450K, USD
12 Prequalification for Paradip
Refinery IOCL/Foster Wheeler EPC 1.6 B USD
1 FEED for Integration Oily water system Qatar Petroleum FEED 325K USD, Lost
2 FEED LPG Export & Loading Facility Qatar Petroleum FEED 258K USD, Lost
3 Feed -Iso Pentane Recovery Unit SABIC Petrokemya FEED 90K, Won
4 FEED for Iso Pentane Tank SABIC Petrokemya FEED 180K, Won
5 Detail Engineering for Iso Pentane tank SABIC Petrokemya DE 320K, Won
6 FEED - SRU UNIT in Oman Refinery Unit ORC, Oman FEED 1.2 MUSD
Role : Being a
Responsible For:
•Achieving sales Target in specified territory in the field of water treatment chemicals and specialty chemicals and lab chemicals.
•Giving presentations when and wherever required.
•Preparing and submitting proposal and as per the systems requirements.
•Enjoying good relationship with the customer.
•Problem solving on site.
•Educating/Training client in the respective field.
Achievements:
•Consistently exceeded sales target throughout the career.
•First time orders from customers.
•Enjoying good relationship with all the customer personnel.
•Started treatment in Biggest Shopping Mall in Jeddah-Jamjoom center, Saudi Steel Profile, Saudi Arabian Amaintit, National Factory for Cleaning Articles etc
Responsible for:
•My role was to handle sales and services in Konkan area, job function includes achievement of sales target, market research.
•Handling all kinds of technical consultant services.
•Techno-commercial discussions with customers in order to finalize the business.
•Study the customer requirements & to prepare &submit the offers.
•Collecting water sample and analyzing it to give the proper recommendation as the report.
Achievements:
•Consistently exceeded sales target throughout the career
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