Job Description
- Develop a Strong Network and Order Pipeline for Steel Fabrication Services in Manufacturing OEM / EPC customer/Asset Owner working on Greenfield and Brownfield Projects.
- Develop a annual Order Book of + 200 Cr for Pre-Fab Structural Steel, Contract Manufacturing Serves In Steel and Value added Services.
- Monitor, Map and Target Upcoming Govt and Private Capex Projects in sectors using fabricated Structural Steel, Component & Sub-Assembly Manufacturing in Railways, Metro, Process Plants , Oil & Gas, Renewables, Industrial Plants.
- Prepare customer acquisition plans, Sales Pipeline in line Sales Revenue & Margin Targets.
- Conduct sales presentations tailor made to address Customer Expectation and communicate value propostions.
- Evaluate Engineering Drawings, Technical Specification, Contractual Condition, Project Schedules, Sope of Work , Division of Responsibility , Quality Requirements, Inspection and Test Plans etc.
- Preparation of Estimates, Proposals, bids, Quotations & Techno-commercial Proposals as per Customer Specifications, Drawing and Engineering Inputs.
- Lead Contractual Negotiation with customers (Payment Terms, Credit Period, LD, PVC, Delivery Incoterms, Project Schedule).
- End to end Customer Relationship Management, Client support to ensure long term business relationship and business growth.
- Work closely with Supplier Onboarding & operations team in providing inputs on on boarding requirements and forecast demand trends.
- Responsible for Sales MIS.
- Convene regular review meetings with customers to identify issues, resolve them & communicate progress being made on Work in Progress orders.
- Develop a Pre-Bid Risk assessment and mitigation plan.
- Responsible in Monitoring, Analysing and Assessing Market Forces and Competitors
- Reviewing customer activity, anticipating consumer needs, and improving customer satisfaction.
- Represent Company in Industry Events, Seminars and Trade Shows to build relationships across the Markets and communicate company’s value proposition.
Experience:
- 10-15 + Experience in the B2B Sales Structural Steel Fabrication / Heavy fabrication/Manufacturing Industry. Work Experience in B2B contract manufacturing companies / MAAS/ VAS is an added advantage.
- Experience in bidding for Manufacturing & Fabrication works to EPC, Asset Owners and Government Tenders.
- Strong Network and reach with Mid and Large Size EPC companies and OEM/Asset Owner.
- Experience in Key Account Management of Large Accounts comprising of Fortune 500 Companies.
- Experience in Generating an annual business of +100 Cr.
- In depth knowledge in manging Engineering, Proposal, Estimation for Fabrication Jobs.
- Knowledge & Understanding of Engineering Drawing, Structural Steel Designs, Erection Drawing and Manufacturing Processes like Cutting , Bending, Rolling, Welding, Shot Blasting, Painting.
- Ability to understand Business Finance and carry out Pre-Bid financial analysis including. Projected Cash Flow, Contribution Margins, ROCE, Working Capital etc
- Strong understating of Contract Terms & Conditions including payment terms, Credit period price variation clauses, Liquidated Damages, Defect Liability etc.
- Experience in leading Contractual Negotiations for high value contracts.
- Understanding of Financial Instruments like BG, LC, MARPA, Bill Factoring.
- Strong Networking & Communication Skills
- Advanced Excel
- Time management, multitasking, and interpersonal skills.
- Ability to closely collab orate with other.
Desired Qualifications:
- B.Tech /M.Tech – Civil / Mechanical / Structural Engineering
- MBA- Marketing / General Management