Sr. Manager, Business Development

Title:

Sr. Manager, Business Development

Responsibilities

• Annual Sales Plan: The BD Manager works together with the Plinke Sales Teams and the regional KBR T&C Sales Leads to develop an annual go to market and sales plan for the Inorganics business including specific growth plans
• Opportunity Identification: The BD Manager is responsible to actively evaluate and monitor the market development to identify new customers, markets and applications for Inorganics technologies as well as collaboration opportunities and other opportunities for portfolio expansion, Identifying new customers , create value for the customers and offer technology solutions  ,Meeting various  customers at various levels time to time & give them  presentations of our offerings, Explore / study  market demand and growth of Inorganics technologies
• Viability calculations of the opportunities/projects
• Pipeline Development: The BD Manager is responsible to continuously grow the sustainable opportunities pipeline for Inorganics business and to develop and maintain sustainable client relationships in assigned regions across the different market segments
• Sales Quota: The BD Manager shall work with regional KBR T&C sales leads as well as with the Plinke sales teams to achieve the sales quota as established in the annual Plinke sales plan
• Sales Operations and Proposals: The BD Manager is responsible for working with sales and technical teams as well sales supporting functions in coordinating and delivering technical and commercial proposals for Inorganics offerings
• Marketing: The BD Manager is responsible for coordinating marketing needs with the Plinke Director Sales / Marketing and the KBR T&C Marketing group including regional competitor analysis, customer analytics, marketing input to growth plans, marketing communications, trade-shows etc.
• Customer Management: The BD Manager is responsible for ensuring customer satisfaction both during and after implementation of projects in customer facilities. The BD Manager maintains relationships and provides feedback at all times from existing customers
• Alignment with other KBR BD and sales groups: Where possible the BD Manager participates with other KBR regional BD and Sales in developing and maintaining consistencies across sales both with respect to customer interaction and with respect to KBR internal systems, processes and tools. The BD Manager maintains at all times behaviors which align with KBR overall goals and objectives. Work closely with each region sales directors and sales managers to guide/support them in winning the projects
• Compliance: The BD Manager maintains full compliance with KBR code of business conduct and ensures compliance with all governmental regulations and corporate safety guidelines

Specific activities of the Role

• Finding new customers and create leads in all regions with or without support of regional Sales team
• Technical expertise to understand customer requirements
• Initial meetings with customers to gauge the opportunity
• Present technology portfolio,
• Project viability, timeline of the project, funding and understanding drivers of the customers
• Assessment (Opportunity qualification criteria) of new inquiries
• Understanding customer’s requirements technically/commercially, scope/timeline of proposal, competitive position
• Provide clear project design basis to proposal team on all the required inputs (Format /content to be agreed)
• Support technical & commercial proposal preparation.
• Identify and list out (Quantifiable/ qualitative) value propositions with support from technical experts.
• Participate in customer meetings time to time to demonstrate values of our offerings, pitch and improve competitive position.
• Participate in customer meetings for techno commercial clarifications, contract negotiations/finalization
• Coordinate with Marketing for conferences /marketing materials/ webinars & participation
• Time to time updates on competition
• Sales plan follow up of key/forecasted opportunity with sales regions & arrange key deal calls