Business Development Manager

Hill International, Inc.; Chennai District; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

Hill International, Inc. is seeking a capable BD governance professional to act as the central control layer for business development across regions.

The role emphasizes disciplined execution, accurate tracking, timely follow-ups, and complete visibility of the pipeline to prevent dependency on individuals. You will own the BD tracking system (CRM / Excel + Power BI), ensure data accuracy, maintain structured data for Prospects, Contacts and Actions, and escalate only critical or strategic cases

Qualifications

• Bachelor’s degree in Engineering (Civil preferred) — Preferred.
• Postgraduate qualification from NICMAR (or equivalent) — Highly preferred.
• Experience of about 9–12 years in BD operations, Sales operations or similar roles.
• Strong follow-up discipline.
• Assertive and structured.
• Ability to engage with senior stakeholders.
• High ownership and accountability.
• Detail-oriented with system thinking.
• Ability to enforce BD discipline across regions without direct authority.

Responsibilities

• Act as central control and governance layer for Business Development.
• Own and manage the BD tracking system (CRM / Excel + Power BI).
• Ensure data accuracy, completeness and no duplication.
• Maintain structured data across: Prospects, Contacts and Actions.
• Follow-up & Action Control: Track next actions and follow-up timelines.
• Proactively follow up with RBDE and RM.
• Ensure no missed follow-ups and timely closure of actions.
• Pipeline Monitoring & Control: Real-time visibility of all prospects and stages.
• Stuck Case Management: Identify opportunities with no movement and diagnose causes.
• Governance & Review Support: Prepare weekly reports and decision-ready inputs.
• Coordination: Schedule client meetings and internal discussions, align RBDE, RM, and Proposal team.
• Reporting & Insights: Generate weekly summaries and monthly BD performance reports.

Skills

Follow-up discipline

Assertive & structured

Stakeholder engagement

Ownership & accountability

Detail-oriented & systems thinking

BD governance experience

Education

Bachelor's in Engineering (Civil preferred)

NICMAR postgraduate qualification or equivalent

Tools

CRM

Excel

Power BI

Job description

Job Description

To act as the central control and governance layer for Business Development, ensuring disciplined execution, accurate tracking, timely follow-ups, and complete visibility of pipeline across all regions.

The role is critical to ensuring that BD activities are structured, tracked, and effectively converted, without dependency on individuals.

Responsibilities

• CRM & Data Ownership:
• Own and manage the BD tracking system (CRM / Excel + Power BI).
• Ensure: Data accuracy, Completeness and No duplication.
• Maintain structured data across: Prospects, Contacts and Actions.
• Follow-up & Action Control (MOST CRITICAL RESPONSIBILITY):
• Track all: Next actions and Follow-up timelines.
• Proactively follow up with: Regional BD Executives (RBDE) and Regional Managers (RM).
• Ensure: No missed follow-ups and Timely closure of actions.
• Pipeline Monitoring & Control:
• Maintain real-time visibility of: All prospects and Pipeline stages.
• Identify: Stalled opportunities and High-priority prospects.
• Ensure continuous movement across pipeline stages.
• Stuck Case Management:
• Identify opportunities with no movement (7–10 days).
• Diagnose root causes: Lack of follow-up, Client response issues and Internal gaps.
• Drive resolution through: RBDE and RM.
• Escalate only critical or strategic cases to Senior Lead.
• Governance & Review Support:
• Prepare: Weekly BD review reports, Overdue action tracker and Top opportunity list.
• Ensure: Data readiness before reviews and Structured inputs for decision-making.
• Coordination:
• Support scheduling of: Client meetings and Internal discussions.
• Ensure alignment between: RBDE, RM, and Proposal team.
• Reporting & Insights.
• Generate: Weekly summaries and Monthly BD performance reports.
• Highlight: Risks, Gaps and Pipeline trends.

Qualifications

• Bachelor’s degree in Engineering (Civil preferred) — Preferred
• Postgraduate qualification from NICMAR (or equivalent) — Highly preferred
• Experience for about 9–12 years in BD operations, Sales operations or in similar roles.
• Strong follow-up discipline
• Assertive and structured
• Ability to engage with senior stakeholders
• High ownership and accountability
• Detail-oriented with system thinking
• Ability to enforce BD discipline across regions and stakeholders without direct authority.
• Additional Role Expectation (Market Awareness & Support): While the role is centrally based, the candidate is expected to maintain awareness of market developments across regions and may support BD discussions or strategic engagements where required.
• However: Ownership of client engagement and relationships remains with RBDE and RM. The primary responsibility remains BD governance, tracking, and discipline.
• Role Boundaries: The role does NOT: Engage in primary client-facing BD, Own client relationships, lead commercial discussions or negotiations and Replace RBDE or RM responsibilities.
• Key Performance Indicators (KPIs): % of actions updated on time, % of overdue actions, Data accuracy and completeness, Pipeline visibility and tracking quality and timeliness and accuracy of reporting.
• Domain Preference: Experience in Construction consultancy, Project management and Cost management.
• Understanding of BD lifecycle in technical services and Proposal processes.
• Role Significance: This role is central to ensuring that:
• No opportunity is lost due to lack of follow-up.
• BD activities remain structured and visible.
• Leadership can focus on strategy and conversion without operational overload.

Requirements: