8507_Delhi Office_Business Development

Afcons Infrastructure Limited is an Indian multinational construction and engineering company based in Mumbai. The company provides infrastructure services and is involved in the construction of infrastructure projects such as viaducts, flyovers, metros, bridges, pipelines, roads, ports, barrages, oil and gas projects etc

Roles and Responsibilities 01

• Driving Mergers & Acquisitions in the Infrastructure and Construction sector ss a member of the Leadership team,   
• Refining the growth strategy and formulating a Portfolio Road Map of preferred activities, identifying Potential Targets, helping to deliver transactions and ownership of Resultant Integration Activity.
• Providing traditional commercial support to develop organic growth wherever applicable.
• Working closely with Top Management Team during Acquisition Case Building and due diligence.
• Developing a pipeline of suitable Acquisition Targets and organic opportunities with specific focus on outsourcing opportunities.  
• Serving as an integral part of integration strategy and execution
• Achieving significant commercial outreach into the construction sector in the areas of Research, Technology Trends, Technical Committees, Trade Shows and Target Prospecting, etc.
• Developing the business case for specific inorganic and organic transactions. 
• Preparing and supporting the Internal Review of Construction Acquisition Projects.
• Reviewing Operational, Technical and Commercial Assessments of acquisition.
• Managing the non-financial considerations of acquisition / business development process
• Monitoring and coordinating the integration process with local management, business management and supporting functions.
• Producing presentations, spreadsheets, information memorandum, etc.
• At all times, complies with AFCONS Code of Integrity and Professional Conduct.

Roles and Responsibilities 02

Driving Business Growth : 

• Identifying potential Global Business Opportunities under EPC+F / Buyer’s Credit Model and through Indian Line of Credit for Surface Transport, Marine and Industrial Works, Metro and High Speed Rail, Oil and Gas, Power Transmission and Distribution, Water Supply, Underground Tunnels, Hydro Plants, Railways, Dams, Buildings and Smart Infrastructure.
• Formulating plans to enter new markets thereby accomplishing Business Growth.
• Preparing and submitting Expression of Interest for Target Sectors and countries.
• Performing Country Analysis, prioritizing regions to explore and develop new markets.

 Bid Management : 

• Development, review and issuing the documentation and information to support Complex Bid Preparation. Monitoring Bidding Progress and ensuring submission ahead of planned deadlines consistently.

Techno-Commercial Analysis : 

• Analyzing bid requirements by thorough understanding of Contract Conditions and preparing workflow for submission.
• Ensuring first-rate technical and commercial feasibility thereby concluding the bid in a business opportunity.

Financial Analysis : 

• Analyzing Cost Impact by conducting historical Win / Loss Analysis of previous bids, preparing estimates, and getting competitive price list from vendors to arrive at target price.

Roles and Responsibilities 03

Proposal Management  :

• Coordinating and assisting in the proposal process.
• Building a Construction Proposal Template Library that can be used by the entire sales department
• Writing Business Proposals

Conducting Market and Customer Research :

• Conducting market and customer research to bring new prospects to the table and convince a decision-maker client about new idea. 
• Developing growth strategies and plans.
• Reviewing the competition to contribute towards the Business Growth Factor and taking company to the Next Business Level.
• Identifying and following Industry Trends (Domestic and International).
• Identifying own Business Strengths and Customer Needs.
• Developing a Growth Strategy focused both on Turnover / Profit as well as Customer Satisfaction

Joint Venture / Consortium Agreements : 

• Ensuring the drafting of Joint Venture / Consortium Agreements and understanding Project Viability of collaborative bid participation with international partners.

Roles and Responsibilities 04

Managing collaboration at various levels :

• Collaborating at various levels including Business Unit Management Team, Estimators, Client, Contractors, Subcontractors, and other Internal / External Decision Makers for successful Bidding Process and Project Delivery.
• Collaborating with estimators to get  feedback and input on the bidding process.
• Establishing a Long-Lasting Relationships with potential clients and prospects.
• Building rapport with Internal Decision Makers to get approvals for Business Development.

Manage client relationships :

• Establishing a long-lasting relationship with the client.
• Maintaining regular interaction with clients during Bidding Stage and Post-Bidding Review Stage issuing responses for clarifications on Bids Submitted.
• Preparing Contract Documents for Client Kick-off Meeting and Project Handing-over
• Coordinating with client to meet their expectations for a successful business relation.
• Conducting frequent check-ins and providing updates on projects.
• Nurturing relationship with prospective and current client for business success. 
• Increasing client base

Roles and Responsibilities 05

Database Management:

• Conducting research, maintaining database and tracking opportunities for current and future tenders
• Drafting and reviewing contracts
• Ensuring the records of Orderbook, Turnover etc. are maintained

Risk Management :

• Reviewing potential risk involved while operating in a country, preparing Risk Matrix (comprising Socio-economic and Commercial Factors) to take calculated risk for a specific country and in case of Tender participation.

Consortium Agreements / MoU : 

• Drafting and reviewing Contract & Consortium Agreement, Memorandum of Understanding (MoU), Non-Circumvention Non Disclosure Agreement (NC-NDA) for various Independent Consultants, Financing Agencies, and other Engineering Procurement and Construction (EPC) companies for International Projects.

Roles and Responsibilities 06

Business Outreach : 

• Preparation of Marketing Collaterals, Presentations, and speeches for Clients at various online and off-line Business Forums and enhancing global opportunities for Indian Project Exporters. 
• Coordinating for arrangement of Strategy Meet with Internal / External Senior Management for company’s Vision in Domestic Markets and International Markets under Lines of Credit Funding.

Employee Engagement :

• Emphasis on Afcons Culture of achieving enhancement in terms of Project Management, Operational Excellence, and Continuous Leadership Development with increased level of engagement that would lead to vibrant AFCONS enabling to be a Learning Organization, with Collaboration, Creativity, Innovation, Employee Wellness, Motivation and Commitment as its Pillars.
• Emphasis on Grooming, Mentoring, and providing timely assistance to subordinates for enhancing their performance through Role Clarity and addressing employee grievances. 
• Providing inputs and support for succession planning for Critical Roles and Employee Engagement Initiatives.

Roles and Responsibilities 07

Developing Personal Skills and Competencies / Engaging self with Superiors and Subordinates for Career Development Plan :

• Undertaking proactive measures for Self-development and Subordinate Development.
• Ensuring Role Clarity, Targets, Key Result Areas (KRAs) are set and discussed with Superiors and Subordinates.
• Striving for excelling Knowledge, Skills, and Abilities on the given job roles for completions of assigned tasks.
• Ensuring open communication with superiors and subordinates and all the stakeholders for work related and personal grievances.
• Expansion of technical skills through continuing education courses and outside seminars, webinars, and self study.
• Identifying Leaning Need Areas and nominating self and subordinates for appropriate Training Programs.

Key Objective of the Job Position

Increasing revenues, growth in terms of business expansion, increasing profitability by making strategic business decisions, and building strategic partnerships. 

Carrying out sales forecasts and analysis and present your findings to senior management/the board of directors. Develop the business Development and marketing strategy. 

Developing Emerging Markets, writing Business Proposals, undertaking Techno-commercial Analysis and costing of High Value Projects for International Government Utilities, Semi-governmental Organizations, and Private Entities.

Education Qualifications

Educational Essential: BE/B-Tech- Civil

Educational Desirable: ME/M-Tech- Civil

Computer Software Proficiency

MS Excel, MS Word, Power Point

Experience Range

Minimum 20 to 25 years of experience in Business Development for various types of projects and including:

a) Hydro Tunnel: Coordination with NHPC, CVPP, IRCON

b) Marine & Industrial Projects: Coordination with GCPTCL, Adani, Pipavav Port, Indian Navy, DRDO, Reliance, Saipem, Olam- Singapore, IHI – Japan, Archer Mittal, JNPT, Shapoorji Pallonji

c) Surface infrastructure: Coordination with NHAI, MSRDC, PWD, UPRDC

d) Urban Infrastructure: Coordination with MMRDA, RVNL, KMRC, BMRC, DMRC

e) Water Supply: Exim Bank funded International Project

Work Environment