Job Purpose
The objective of Business Development (Assistant Manager) is to identify, support, develop and win opportunities with new customers and strategic accounts that can lead to long-term, integrated, energy and facility management contracts. The position will be part of a focused team of hunters that can build relationships with prospects and find ways for Enova to create sustainable value
In 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 the preparation of a winning proposal, to the contract's sign-off.
Key Accountabilities
- Support the Managers to the identification and implementation of the company's strategy and ensure effective cascading of strategy into implementable policies and procedures in line with the overall business objectives of the organization
- Contribute to the preparation of the Business Development and Marketing department pipeline and monitor financial performance versus the budget so that the business is aware of anticipated costs/revenues, and areas of unsatisfactory performance are identified, rectified promptly and potential performance improvement opportunities are capitalized upon.
- Manage independently the small size projects
- The primary responsibility for the Business Development Assistant Manager role is to support the BD team in building a pipeline of qualified opportunities and achieve targets for bringing in new business to the P&L
- Develop a thorough understanding of clients 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
- 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 BD Managers in screen potential business deals by analyzing market strategies, deal requirements, potential, and financials; evaluating options and resolving internal priorities in order to recommend to the management suitable new opportunities which will contribute to growing the organization's market position and increasing the revenues
- Manage the liaison with internal stakeholders including Procurement, 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 in order to enable services enhancement of Enova thus catering to client needs
- Support in negotiations with clients, including preparation of contracts and possible structuring of financing solutions
- Build and maintain relationships with existing and new clients of Enova, set up meetings with them and understand their needs for new services, in order 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 in order to ensure smooth managing of the client relationship and provision of technical input where necessary
- Keep aware of all the services the clients are utilizing from ENOVA, all issues and requests raised, etc. across any department including call center, operations, etc., in order to ensure awareness about the client
- Prepare the technical and commercial aspects of the bid and provide necessary feedback to the team, in order 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 in order to ensure the company is aware of these risks and can mitigate them throughout the course of the project
- Resolve any technical or commercial issues raised by the team in a bid management process and escalate any complex issue to the line manager, in order to ensure the issues are resolved timely and using the right approach
- Partner with operations to formulate technical proposals reflecting the strategic approach towards developing a new project
- Prepare the executive summary for the proposals/ bids and provide necessary changes and develop the commercial aspects of the bid, in order 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 in order to ensure safeguarding the integrity such data and compliance with organizational policies and procedures
- Support in closing business deals through proper coordination and handover of requirements, developing and negotiating of contracts, and integration of contract requirements with business operations.
- Analyze and evaluate the reasons for not winning the bid, and suggest suitable ways of improvements where applicable, to the line manager so that similar non awards for bids can be minimized in future
- Support in preparation of timely and accurate departmental statements and reports to meet ENOVA and department requirements, policies and standards
- Support in developing and maintaining the reports for the management on the business development opportunities and plans, in order to facilitate informed decision making by updating the CRM tools regularly.
- Assess competitor strengths, weaknesses and strategic direction.
Qualifications, Experiences, Skills
- Bachelor's degree in engineering, business administration, marketing or sales, or equivalent commercial experience
- 5-7 years of experience within business development working environment, in a similar industry (Facility Management).
- Ability to understand clients needs, ability to build and maintain excellent relationships with colleagues and clients, ability to reach an agreement maintaining the interests of all parties and close a deal.
- Ability to prepare a facilities Management proposal, from a commercial perspective (Pricing methodology) and from a technical perspective (technical write-up)
- Ability to build estimate cost of project, having excellent Excel skills
- Excellent MS (Power Point, Excell, Visio) Skills
- Ability to analyze the projects and to write relevant abstracts (executive summaries, memos for the Board, risk scenarios analysis)
- Excellent project management skills
- Excellent communication skills in English, written and oral.
