Business Development Manager
il y a 2 semaines
The Business Development Manager reports to the Chief Commercial Officers of the Business Line C&O and of the Region (people manager: BL).
He/She is expected to be a driven and goal oriented person, passionate about the challenge of developing the market for O&M activities in Europe but also to contribute to the development of the rest of the region EURA and to Aviation and Advisory on the geography.
The final objective is developing a sustainable O&M business pipeline and providing with a commercial support to the RBLD EURA for any activity in the region.
His/Her key responsibilities include the following:
▬ Be responsible to achieve the O&M order intake objectives (in respect of P1 process) in the Europe & Africa region while contributing to the achievement of the ones for Advisory and Aviation;
▬ Build and maintain a strong network with industry participants (customers, partners, consultants) on a macro regional scale and in coordination with Egis country’s (including CMD as relevant) or sub-region developers;
▬ Develop the activity (O&M and PPP) in conjunction with the Commercial team of the Region and the rest of Egis Group;
▬ Supporting commercial prospection in the Europe & Africa region (identify and assess new projects) in coordination with the country managers and the BD managers of the areas,
▬ Contribute to the development of the commercial action plan and to the Region members' understanding of the O&M ecosystem (operational elements, issues, players);
▬ Developing a pipelines of projects, including managing preparation of the Go/No-go committees in liaison with the CCO
▬ Supervising and contributing to the production of tenders. Accompanying, challenging and assisting the Bid Managers in respect of the offers’ strategies, structuring, costing and technical solution, etc.
▬ Being on a case by case basis the project director in charge to prepare and submit the proposal, in liaison with with the local and central tender staff and tender units;
▬ Accompanying, upon request of RBLD or SRBLD, the commercial follow-up of projects in P2 phase and more generally providing support to production teams
In addition to the above key responsibilities, the Business Development Manager will
▬ Contribute to knowledge management within Egis, by sharing his / her experience in relevant internal forums, especially for the regional commercial team;
Interface with local BD managers to assess O&M know-how and expand business in the region;
▬ Liaise with the Service Line O&M and with the innovation network within Egis Group and foster mutual cooperation;
▬ Plan and implement effective strategic marketing campaigns, following global business line marketing strategies;
▬ CORPORATE/TRANSVERSAL
▬ Follow our internal procedures (especially those related to credit risk and debt control) and using sales tools (CRM) and, ensure that direct reports respect them;
▬ Constantly monitoring BD performance;
▬ Carry out accurate and targeted market analysis (competition surveys, environmental, cultural and political changes) that can provide valuable elements to support the achievement of business goals
▬ QUALITY/EFFICIENCY
▬ Identify, suggest and implement new methods and processes to improve the overall efficiency and robustness of Egis commercial actions;
▬ Developing and proposing improvements in technical processes, while ensuring the process is aligned & compliant with the group strategy/governance;
The position’s holder is responsible towards compliance with the three Codes of Ethics, Integrity and Human Resources Management Code, internal rules, all local regulations and Health & Safety rules of the Group and of C&O.
REQUIRED SKILLS
▬ Excellent sense of customer relationship, maximizing customer satisfaction while protecting the knowledge and interests of the Company Proficiency in Microsoft Office and CRM software suites;
▬ Technical skill
o Experience in O&M projects and ability to understand technical and operational environments, including EH&S, legal, commercial and accounting aspects;
o Experience in bid preparation and submissions;
o Ability to develop business plans and business models;
o Ability for ‘out of the box’ and lateral thinking, innovative approach to EO&M schemes and tendering exercises;
▬ Negotiation skills;
▬ Problem-solving oriented;
▬ Outstanding written and verbal communication skills;
▬ Excellent leadership, management and interpersonal skills;
▬ Fluency in English, basic knowledge in French or another European language would be a plus;
▬ 5 to 10 years’ proven experience in a sales leadership position
▬ Excellent team worker;
▬ Good client / partner facing capabilities;
▬ Ability to work under pressure and within defined time lines, both as a team member and independently;
▬ Intercultural management capabilities;
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