Manager, Business Development, Commercial

• Work alongside the Managing Director, Regional Head of Industrial Development and the Head of Business development team to scale up industrial business development capabilities, ensuring the achievement of ambitious medium-term growth targets, annual revenue and profitability targets
• Screen and qualify new Public and Non-Public RFIs and RFPs. Analyse the instructions, identify risks and prepare a clear Go/No Go decision as the first step of the Bid Management Process.
• Lead and manage full spectrum of Business Development process and activities for industrial Energy Efficiency solutions:
  • Develop and maintain a robust pipeline of business opportunities, directly with internal business teams and through external partners
  • Pre-qualify leads and produce indicative offers within tight timelines
  • Constantly adjusting priorities of opportunities and managing client expectations to ensure efficient use of internal resources and maximise the chance of securing contracts
  • Manage tender and/or firm proposal submissions with internal resources (finance, legal and technical team) and stakeholders (engineering firm, EPC contractor, OEM…) to produce high quality business plans and proposals, meeting challenging client deadlines
  • Manage internal approval processes for project investments
  • Lead contract negotiation with supply chain partners and customers with support from technical, legal and financial teams
  • Secure projects with the targeted profitability and IRR criteria, and hand over to project team for implementation
• Screen and develop a go to marketplace strategy and a pipeline of projects which can receive the energy solutions proposed by the company
• Qualify and prospect new clients (In accordance with the company’s criteria) for directly negotiated energy efficiency and cooling offers
• Serve as single contact for preparation of technical, commercial and contractual submissions in collaboration with all services required.
• Manage and coordinate service proposals each day, including technical aspects, from issue of calls for tender documents to bid submission.
• Manage bid logistics, develop the schedule for the team and setting responsibilities/ expectations for the bid – who does what and when.
• Manage and seek the necessary approvals for bid submissions
• Prepare, modify, amend and justify financial model and its inputs for the proposals as necessary
• Draw on ENGIE’s expertise, skills and resources to develop winning strategies for preparing bids aligned with ENGIE’s “zero-carbon” motto. Due to the complexity of Energy Efficiency, Cooling and District Cooling projects, you will ensure the technical solutions is optimised and guarantee new solutions (digital, start-ups, technology breakthrough) are considered in the offers developed.
• Coordinate and participate in drafting documents the form the comprehensive response to RFI/RFQ/RFP. Ensure the quality and compliance of proposals within the stipulated deadline.
• Convene and facilitate start-up, coordination and approval meetings, taking responsibility for communications among all parties involved.
• Provide liaison and gather necessary information from all internal and external parties involved (technical, commercial, HR, finance, purchasing, legal services, partners, etc.).
• Manage proposal costs and deadlines.
• Work in close cooperation with financial department to optimise the commercial offer (owner of the inputs of the valuation model and risk analysis)
• Work in close cooperation with Business Developers for service proposals and submission documents as well as communications, discussions and client meetings during the proposal process and following its development.
• Master Technical / Commercial project presentation to the client with the support of the relevant teams.
• Optimize the effectiveness of the service proposal process for all service proposals internally and with related entities if necessary
• Improve the tools developed, to increase the quality of submission documents and ensure compliance with standards, guidelines and ENGIE’s brand image.
• Monitor the performance of business development activities for industrial Energy Efficiency solutions:
  • Manage regular sales review and reporting process

Job Skills/knowledge requirements:

• Bachelors Degree in Engineering
• Minimum 10 years experiences as Business Development Manager with an inclination for sales
• Able to work autonomously and do what is necessary to get things done
• Good understanding of energy sector
• Strong background of project finance, capital structuring and financial modelling
• Team player and able to work on multiple and complex bids