Sr. Manager

Sr. Manager / AGM- Sales & Marketing - APAC region

APAC (Asia Pacific) region includes countries such as Australia, Malaysia, Indonesia, Thailand, Taiwan, Myanmar, Vietnam, Brunei, Bangladesh and other countries in Asia region:

1. Business Development & Business Acquisition

- Early identification of upcoming projects and engagement with the Engg cos, EPC's and clients for the project

- Understanding the client requirements and nature of projects and formulating a bid startegy to win the project

- Seeking partners, suppliers, collaborators for the project to perform key roles in the project

- Shaping the project tender/ bid stategy to align with competitive strengths of the company

- Identifying and appointing any agents/ traders for particular projects

2. Proposals & Qualifications

- Independantly compile Tenders, Offers, Bids, pre-qualifications, registrations, approvals, mill audits etc

- Process enquiry / tender up to the stage of order acceptance by generating enquiry in SAP and coordinating with various departments like Technical Services, Operations, PPC, Finance, Accounts, Legal, secretarial etc. Lead bid-coordination activities.

- Cross-functional co-ordination to ensure precise, compliant, timely, responsive, water-tight, robust and presentable submissions to client.

- in Depth Process Understanding of client Tenders, manage client portals (like Ariba, etc.) for bid and qualifications

3. Execution Oversight & Variations/ Changes

- Maintain oversight and status of project execution for projects secured in the region

- Identify key issues and raise up at the right time

- Keep track of project progress and identify possible bottlenecks

- Keep track of project invoice payments and regular follow-up with clients to get payments on time

- Work on variations to identify cost impact and schedule impacts and any contractual changes/ LC amendments/ BG amendments throughout the life cycle of the project

- Co-ordinate with clients to release the BG and get any retention payment after the project completion and end of warranty period

Market Intelligence : - Development and regular updating of the database of clients contacts

- Develop collaborative relationships with clients from the region to obtain key information and inputs for tender strategy

- Development and regular updating of the database of upcoming projects with all relevant details in SAP or similar systems

- Desktop research on APAC clients, their investments, upcoming projects, project databases and competitors

-Tracking of major project news and majors developments on news portals and through social media and through personal client contacts

-Support in identifying new projects, new customers from secondary sources.

- Set up client meeting, formulate meeting agendas, co-ordinate meetings, draft MOMs and maintain action trackers

MIS & Reporting

'- Preparation of audit documents for the orders received and maintaining them

- Overseeing company's participation in exhibitions, conferences in the region

- Periodical marketing reports preparation

- Any other reporting as and when required by MDO, Procurement, CPCM etc

- Desktop research on APAC clients, their investments, upcoming projects, project databases and competitors

- Maintaining Master Prospects List of all upcoming projects with project details

The role covers the life cycle of the project from identification of the project, pre-qualification to the project, business acquisition until delivery, payment and bank guarantee closure

10 years of experience in Industrial Goods Sales & Marketing preferably in oil and gas/ Steel sectors

3 years of experience in Sales & Marketing of linepipes preferable

Functional:

- Ability to independantly lead tender and pre-qualification responses to client

- Ability to galvanise the internal input departments and orient them towards the clients requirements and get necessary inputs on time and in full

Behavioural:

- Reaponsible and Dependable

- High energy and ability work hard

- Global Cultural Orientation

- Willingness to align working time with client's timezones

- Attention to Detail

- Ability to compile techno-commerciall complete, responsive, compliant, water tight and risk free tenders

- Ability to handle complex costing and pricing across multiple products like pipe, coating, concrete, bends