Associate General Manager - Export Marketing

Welspun World; Mumbai; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Welspun World in Mumbai seeks a senior marketing and business development professional to lead APAC region sales for industrial goods, with emphasis on oil & gas and steel sectors. The role focuses on identifying projects, shaping bid strategies, and expanding client networks.

You will lead cross-functional collaboration to prepare competitive submissions, manage client portals, and drive revenue growth through strategic tendering and partnerships.

Qualifications

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

Responsibilities

• Identify upcoming projects and engage with engineering consultancies, EPCs and clients to formulate a bid strategy.
• Compile tenders, offers, bids, pre-qualifications, registrations, approvals, mill audits, etc., and coordinate with technical services, operations, PPC, finance, accounts, legal, and secretarial teams.
• Maintain oversight of project execution in the region and monitor progress, bottlenecks, and payment cycles.
• Develop and update client databases and market intelligence, track APAC project news, and coordinate meetings with clients.

Education

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

MBA in Marketing or International Business desirable

Job description

Key Responsibilities

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.

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 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.