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Requirement:   Business Development Manager
Job Description:  

Title: Business Development Manager

Reports to: General Manager / Director


1. Key Purpose of the Job (Position Summary)

To identify business development prospects for S&T, develop relationships with prospects and convert them convert them into long term business opportunities. To guide the pre-contracts team to ensure preparation and timely submission of tender bids for S&T.

2. Key Result Areas

1. Researching and prequalifying multiple potential leads through various channels

2. Achievement of revenue and order booking targets

3. Quality, accuracy, timeliness and competitiveness of tender documents.

4. Conversion ratio of bids


3. Key Functions & Responsibilities


 Develop a business development plan and strategy for the function in consultation with Director.

 Formulate and drive a mechanism focused on market research and analytics (e.g. competitor information, rates, offerings, pricing frameworks, bid win-loss reviews etc.) that will help strategize the approach to the tender and make the pricing more competitive.

 Developing and maintaining strong and professional relationships that influence business decisions in S&T’s favour.



Business Development

 Develop a BD action plan for achievement of revenue and order booking targets, based on the business development plan.

 Work with the Business development team to identify business development prospects in respective / applicable markets.

 Guide the BD team to ensure constant connect with prospective clients and support them in the development of new client base.

 Gather market inputs and keep abreast of trends in the industry, particularly on pricing and the strategies adopted by winning bidders from previous bids entered.

 Track market developments and inform the Director on new areas of development for the business.

 Coordinate with other S&T Business units to identify potential cross selling opportunities and customer referrals.

 Maintaining reports pertaining to performance of current and live projects.

 Weekly/monthly reports projecting leads, pipeline and anticipated projects.

 Take lead in developing annual business plan and seek approval from management.

 Tracking and reporting every quarter with respect to comparison between approved business plan and actual performance.


Prequalification and Tendering

 Ensure timely procurement of RFQs, Identify relevant invitations for expression of interest and ensure that the accurate prequalification documents are submitted on time.

 Evaluate new tender’s technical requirements, commercial implications and risks involved so as to provide inputs on strategizing the tender document accordingly.

 Guide the pre-contracts teams, by providing inputs on how the tender should be strategized technically and commercially.


Client management

 Develop and maintain cordial relationships with prospective clients.

 Maintain a continuous relationship with current and previous clients to identify business opportunities and referrals

 Drive successful customer relationship management for key accounts

 Engage customer from the discovery phase and participate during commercial negotiations with customers, as and when required.

 Manage escalations and facilitate resolutions between the client / consultant and internal delivery teams, as and when required.


Budgeting and Reviews

 Develop and track BD and pre-contracts teams budgets and ensure operations within budgeted amounts.

 Conduct regular meetings with the BD team to review progress, identify areas of support required and provide the necessary direction.

 Conduct regular meetings with the pre-contracts head to ensure timely submission of complete and accurate tenders, identification of roadblocks and provide guidance / initiate necessary steps to mitigate difficulties.

 Ensure implementation and adherence to a document management system to facilitate easy retrieval of documents.

 Develop an effective lead identification, development, customer engagement and feedback review framework and ensure implementation of the same.


Safety and Quality consciousness

 Develop and promulgate the implementation of safety practices in the organization and ensure they are followed rigorously.

 Educate the team on the importance of adherence to quality and safety policies and continuously work towards building a quality culture in the organization.



 Build pre-contract teams’ capability viz. effectiveness of the pre-contract workforce, pricing and forecasting practices etc.

 Build Business Development teams’ capability viz. effectiveness of the BD workforce, client identification, negotiation etc.

 Train, Asses, Mentor, Develop and manage direct reporting staff.

 Build capability in the team by reviewing performance of subordinates on a continuous basis and facilitating competency building across the team.

 Manage leave schedules within the team to ensure work commitments are not affected.



The position works with the existing and prospective clients.

5. Key Skills/Experience Required/ Requirement


 Graduate preferably with a MBA in marketing (optional) and 4-6 years of experience in marketing & sales

 Knowledge of the ID industry and business trends

 Middle east exposure

 Proficiency in oral and written communication in English.

 Driving License



 Graduate with a MBA in marketing and 4-6 years of experience in marketing & sales

 Large account management experience the ID in the Middle east

 Working knowledge of Arabic and Hindi.

If interested, please share your updated resume


Job Location :   Dubai
Required Experience :   4 to 6
Required Education :  
Job Posted on :   02-11-2016
Anchor :   Gita
Email ID :
Contact No :   +91-4442932900
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