;

Business Development Manager in Kazakhstan

JOB TITLE:

BUSINESS DEVELOPMENT MANAGER

REPORTS TO:

GLOBAL BUSINESS DEVELOPMENT DIRECTOR

LOCATION:

KAZAKHSTAN

ROTATION:

6 weeks on 2 weeks off

JOB PURPOSE / SCOPE

This role is responsible for Business Development activities. The primary sectors to focus on are Oil & Gas, Process and Petro Chemical industries. This role includes marketing and the delivery of sales while building relationships with the target clients.

Key Accounts:

o Identify and manage a series of high-quality opportunities from earliest identification through to contract award with a view to maximise the potential for all Kentech services.

o To act as a team player in the support of the general company business flagging any opportunities within Kentech’s footprint for our Key Clients

o The role will focus on a series of core clients as agreed with the Global BD Director and Global Service Line Director.

DUTIES AND RESPONSIBILITIES

A. Market Analysis & On-going Intelligence: Responsibility for identifying opportunities within the specific region. Analysis and on-going tracking of market intelligence which includes a comprehensive understanding of the:

Ø Projects, client, type of project, budget, schedule, funding, relationships, political alignment, competition, etc. and the associated Kentech execution or win strategy.

Ø Client organisation and the key personnel responsible for the decision-making process.

Ø The pinch points where the client needs assistance and how Kentech can assist.

B. Kentech Profile: Responsible for ensuring that Kentech’s profile and service offering is communicated in a clear, concise and consistent manner.

Ø Relationships:

o Building strong personal cordial relationships with key Client decision makers.

o Track key client project team members and ensure there is continuity on relationships as these individuals move to new locations across the globe.

Ø Pre-qualifications: Responsibility to ensure pre-qualifications are completed for target clients/projects

Ø Promotion & advertising: Target opportunity can at times be controlled by a small number of decision makers. With this in mind it is your responsibility to consider the following:

o Entertaining client decision makers in a thoughtful manner

o Attendance at key industry conferences and trade events to facilitate networking.

o Sponsoring of key entertainment events for the Client decision makers.

The ultimate aim of this aspect of the role is to ensure that Kentech is seen by clients as a well-respected and responsible preferred company who provides high quality services,

C. Opportunity Management and Award: Having identified the key Opportunities from the analysis in section A above, you are then responsible to qualify, quantify, assess, track and manage opportunities associated with these Projects/Clients. Opportunities will move through several phases of development from the earliest stage of a ‘Suspect’, through to a ‘Prospect’ and through until it is a ‘Target Tender’. While assistance will be required from proposal and the senior management team you are the primary person responsible for turning the opportunity into a contract award. Key activities include:

Ø Identification of the opportunities within the target clients and associated projects.

Ø Ensure that all required pre-qualifications for the key accounts are completed in a professional and timely manner and that Kentech is on the bidders list.

Ø Ensure that the Kentech personnel involved in this selling stage have a clear understanding of the organizational structure and decision making process of the client organization.

Ø Assist the proposals team in completing and structuring high quality responses that meet the customers’ requirements.

Ø Develop relationships with key clients and partners to ensure that we have the correct level of visibility, support and knowledge of developments (budget, competition, pricing, etc.) to win the opportunity.

The ultimate aim of this phase of your role is to be successfully awarded the works on a good commercial basis.

D. Internal Kentech Management: You are responsible for driving the internal Kentech review and decision making process for the opportunities which you own. These decisions should be made in conjunction with key senior Kentech managers. Key activities include:

Ø Processes: While you need to have an understanding of the wider IMS, the key processes required for your role are:

o Sales & Marketing process: The aim of this process is to ensure that there is a consistent approach to marketing & sales across the business.

o Bid/No Bid process: Focus our efforts efficiently on the right Opportunities. You are responsible for initiating and driving this process to closure for your opportunities.

o Tender review: Maximise the quality and positioning of Kentech’s tender submissions on a sound commercial basis. The Tender Review process is owned by Proposals but you have valuable information to add and it is important that you work closely with the Proposals team on this matter.

o Contract sign off: Ensure that Kentech accepts only commercially and technically viable contracts and that the final contract reflects the outcome of the tender negotiations.

Ø Goals & Objectives: Annual goals & objectives will be set by your regional manager.

Ø Sales Management: Salesforce.com as its primary sales tracking and management system. You are responsible for keeping the information in this system remains current.

Ø Review: Monthly review of all opportunities being pursued will be held, Ad hoc reviews may also occur. Salesforce.com will generally be used as the basis of the review.

The ultimate aim of this phase of your role is ensure that Opportunities are clearly communicated to senior management, that valuable Company resources are used in a focused and efficient manner and ultimately that the right commercial decisions are taken.

E. Other:

Ø Subordinate Management: When managing a subordinate it is your responsible to ensure that Job Descriptions are in place, goals/target have been established and performance in monitored.

Ø Support other Kentech functions: You are expected, from time to time, to reasonably assist/support other Kentech functions with the delivery of their aims as it is important for the long term success of your role and the company.

Ø Quarterly forecasting: To lead the quarterly forecasting requirements for new business including interfacing with the regional team (Ops & BD) plus finance to produce an accurate view of the future

Ø Account management: Support the service line account management process.

CANDIDATE CRITERIA

- Divers licence, fluent in English, clear high-quality communicator, computer literate.

- Technical degree (engineering) and masters or diploma in a marketing and sales related area or an MBA.

- Trade cert with strong experience in sales,

- Electrical and instrument background is an advantage.

- This is a regional role based out of Kazakhstan and will generally involve being camp based for one week a month, focusing on opportunities within the region.

- Flexibility to travel when needed is an expectation.

Number of years post qualification experience: 10 years

Number of years relevant industry experience: 10 years

Number of years relevant experience in the role: 10 – 5 years

Number of years overseas experience: Minimum of 5 years

JOB SEARCH

Keywords / job title / skill / company

Type any location in the box above, or select below :
Africa
Asia & Pacific
CIS
Europe
Middle East
North America
South America
Afghanistan
Åland Islands
Albania
Algeria
American Samoa
Andorra
Angola
Anguilla
Antarctica
Antigua and Barbuda
Argentina
Armenia
Aruba
Australia
Austria
Azerbaijan
Bahamas, The
Bahrain
Bangladesh
Barbados
Belarus
Belgium
Belize
Benin
Bermuda
Bhutan
Bolivia
Bonaire, Sint Eustatius and Saba
Bosnia and Herzegovina
Botswana
Bouvet Island
Brazil
British Indian Ocean Territory
British Virgin Islands
Brunei
Bulgaria
Burkina Faso
Burundi
Cambodia
Cameroon
Canada
Cape Verde
Cayman Islands
Central African Republic
Chad
Chile
China
Christmas Island
Cocos (Keeling) Islands
Colombia
Comoros
Congo, Democratic Republic of the
Congo, Republic of the
Cook Islands
Costa Rica
Cote d'Ivoire
Croatia
Curaçao
Cyprus
Czech Republic
Denmark
Djibouti
Dominica
Dominican Republic
East Timor
Ecuador
Egypt
El Salvador
Equatorial Guinea
Eritrea
Estonia
Ethiopia
Falkland Islands (Islas Malvinas)
Faroe Islands
Fiji
Finland
France
French Guiana
French Polynesia
French Southern and Antarctic Lands
Gabon
Gambia, The
Georgia
Germany
Ghana
Gibraltar
Greece
Greenland
Grenada
Guadeloupe
Guam
Guatemala
Guernsey
Guinea
Guinea-Bissau
Guyana
Haiti
Heard Island and McDonald Islands
Holy See (Vatican City)
Honduras
Hong Kong
Hungary
Iceland
India
Indonesia
Iraq
Ireland
Isle of Man
Israel
Italy
Jamaica
Japan
Jersey
Jordan
Kazakhstan
Kenya
Kiribati
Korea, South
Kosovo
Kuwait
Kyrgyzstan
Laos
Latvia
Lebanon
Lesotho
Liberia
Libyan Arab
Liechtenstein
Lithuania
Luxembourg
Macau
Madagascar
Malawi
Malaysia
Maldives
Mali
Malta
Marshall Islands
Martinique
Mauritania
Mauritius
Mayotte
Mexico
Micronesia, Federated States of
Moldova, Republic of
Monaco
Mongolia
Montenegro
Montserrat
Morocco
Mozambique
Myanmar
Namibia
Nauru
Nepal
Netherlands
Netherlands Antilles
New Caledonia
New Zealand
Nicaragua
Niger
Nigeria
Niue
Norfolk Island
Northern Mariana Islands
Norway
Oman
Pakistan
Palau
Palestinian territories
Panama
Papua New Guinea
Paraguay
Peru
Philippines
Pitcairn Islands
Poland
Portugal
Puerto Rico
Qatar
Reunion
Romania
Russia
Rwanda
Saint Barthélemy
Saint Helena
Saint Kitts and Nevis
Saint Lucia
Saint Martin
Saint Pierre and Miquelon
Saint Vincent and the Grenadines
Samoa
San Marino
Sao Tome and Principe
Saudi Arabia
Senegal
Serbia
Seychelles
Sierra Leone
Singapore
Sint Maarten
Slovakia
Slovenia
Solomon Islands
Somalia
South Africa
South Georgia and the Islands
South Sudan
Spain
Sri Lanka
Suriname
Svalbard
Swaziland
Sweden
Switzerland
Taiwan
Tajikistan
Tanzania, United Republic of
Thailand
The Former Yugoslav Republic of Macedonia
Togo
Tokelau
Tonga
Trinidad and Tobago
Tunisia
Turkey
Turkmenistan
Turks and Caicos Islands
Tuvalu
Uganda
United Arab Emirates
United Kingdom
United States
United States Minor Outlying Islands
Uruguay
Uzbekistan
Vanuatu
Venezuela
Vietnam
Virgin Islands (US)
Wallis and Futuna
Western Sahara
Yemen
Zambia
Zimbabwe

Country, town, city or postcode

--Web3New--