Associate General Manager - Export Marketing

Welspun World; Mumbai; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

Welspun World in Mumbai seeks a senior Business Development professional to lead early project engagement with Engg cos, EPCs and clients, shaping tender strategies to win bids. You will compile bids, registrations and approvals while coordinating with multiple departments to ensure compliant, timely submissions.

You will also maintain client relationships, identify new projects in APAC and manage tender databases in SAP, Ariba portals, and related systems, guiding execution and variations

Qualifications

• Education as stated: B.E./B.Tech in Mechanical/Metallurgy; MBA preferred.
• 10 years in Industrial Goods Sales & Marketing, preferably in oil/gas or steel.
• 3 years in Sales & Marketing of line pipes preferred.
• Experience in APAC markets is desirable.

Responsibilities

• Identify early projects and engage engineering cos, EPCs and clients to win bids.
• Compile tenders, offers, bids, pre-qualifications, registrations, approvals, mill audits, etc.
• Lead bid coordination activities and coordinate with Technical Services, Operations, PPC, Finance, Legal.
• Manage client portals (like Ariba) for bid qualifications.

Skills

Business development

Bid coordination

Client relationship management

Market research

Education

B.E./B.Tech in Mechanical or Metallurgy

MBA in Marketing or International Business desirable

Tools

SAP

Ariba

Job description

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.

Proposals & Qualifications

• Independently 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.

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.
• 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 agenda’s, co-ordinate meetings, draft MOM’s 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.

Team Development

• Training and development of the APAC marketing team members
• Grooming the APAC team members into future resources for the organization.

Qualifications & Experience

• Education: B.E./B.Tech in Mechanical / Metallurgy preferred; MBA in Marketing or International Business desirable.
• Experience: 10 years of experience in Industrial Goods Sales & Marketing preferably in oil and gas/ Steel sectors. 3 years of experience in Sales & Marketing of line pipes preferable.