Business Development Manager

Job PurposeIn alignment with Enova values, responsible for the sustainable growth of the company’s activities, revenues, profit and customer portfolio. Success will be achieved by managing business development projects from the creation of an opportunity through to the preparation of a winning proposal, to contract sign off.Key AccountabilitiesResponsible for achieving new contract signature targets through Enova’s portfolio of offerings. Support the Senior Manager of Business Development on the implementation of the company’s strategy and organizational objectives.Contribute to the preparation of the department budget and monitor financial performance versus the budget so that the business is aware of anticipated costs/revenues. Prompt identification of areas of unsatisfactory performance are identified, rectified and potential performance improvements opportunities are capitalized upon. Ability to build a pipeline of potential projects through lead generation, qualify these potential projects through Go/NoGo process by liaising with internal departments. Develop a thorough understanding of client’s organization, industry and global practices through carrying out due diligence and keep abreast of the industry trends, issues, challenges, etc. through related events, publications, and announcements to maintain proximity to the clients, meet their needs and expectations and to identify new opportunities in the market for Enova to tap on. Develop key account management practices with the key clients Manage the liaison with internal stakeholders including Procurement, Technical, Marketing, Operations etc. departments on a regular basis regarding gathering of any relevant inputs and any new opportunities for business development from clients. Provide inputs to the Technical department on the client needs and trends in the market, which are commercially viable to enable services enhancement of Enova thus catering to client needs.Ensure the team regularly maintains and updates the Business Development database with the details of the clients. non-awards of bids, technical and commercial aspects of the proposal, etc. and the information is kept confidential. Support the preparation of the technical and commercial aspects of the bid and provide necessary feedback to the team and peers, to ensure the proposal is compliant with all standards, quality and timeframes, and all services required by the client are included in the final price to the customer. Manage and track potential risks of a project and highlight these in the proposals to ensure the company is aware of these risks and can mitigate them throughout the course of the project. Control the tender cycle and documentation ensuring compliance with approved standards and policies. Analyze and monitor the market practices including price benchmarking, identification and monitoring of high-cost areas and make recommendations to the line manager to ensure cost optimization for future bids. Support the resolution of any technical or commercial issues raised by the team in a bid management process and escalate any complex issue to the line manager, to ensure the issues are resolved timely and using the right approach. Prepare the executive summary for the proposals/ bids and provide necessary changes and develop the commercial aspects of the bid, to ensure all services are included in the final price to the customer. Maintain confidentiality of client data and information and commercial aspects of proposals to ensure safeguarding the integrity such data and compliance with organizational policies and procedures Ensure new business deals are closed through proper coordination and handover of requirements, developing and negotiating of contracts, and integration of contract requirements with business operations. Build and maintain relationships with existing and new clients of Enova, set up meetings with them and understand their needs for new services, to advise the clients appropriately on the range of services offered and to develop new business for the organization. Participate in meetings with clients for all post bid reviews with clients', post contract award or any other meeting as required to ensure smooth management of the client relationship and provision of technical input where necessary. Supervise the analysis of the reasons for not winning the bid, and suggest suitable ways of making improvements where applicable, to the line manager so that similar non-awards for bids can be minimized in future. Supervise the preparation of timely and accurate departmental statements and reports to meet ENOVA and department requirements, policies and standards. Develop reports for the management on the business development opportunities and plans, to facilitate informed decision making.Minimum Qualifications: Bachelor’s / master’s degree in engineering / Energy Preferably having relevant energy management certificationsMinimum Experience: Minimum of 12 years’ experience working in similar industry. Job-specific Skills:Exposure to Maintenance, Facilities and Energy Management Ability to understand client’s needs, ability to build and maintain excellent relationships with colleagues and clients, ability to reach an agreement while maintaining the interest of all parties and close a deal.Ability to prepare a Contract proposal, from a commercial perspective (pricing methodology) and from a technical perspective (technical write up). Team working skills, planning and organizing skills, communication and interpersonal skills, negotiation skills. Excellent communication skills in English, written and oral.