Summary:

Reporting to the Head of Business Development, the Business Development Manager is part of the Malaysia business unit and is responsible for technical accuracy and submission of bids for a variety of industry sector opportunities in single or multi utility energy efficiency Projects.

As business development manager, you are a hands-on project manager, sparring partner and coach to successfully guide our major and complex offers. You shall take the lead, dare to give your opinion on project management, health & safety, technical & financial matters, and take a flexible approach

Job Responsibilities:

• Work alongside the Managing Director, Head of Business Development, and Regional Head of Industrial Development to scale up project development capabilities, for 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 screening 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 efficiency solutions proposed by the company
• Qualify and prospect new clients (In accordance with the company’s criteria) for directly negotiated energy efficiency and on-site utilities offers
• Serve as single contact for preparation of technical, commercial and contractual submissions in collaboration with all services required.
• Manage and coordinate 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, and On-site Utilities projects, you will ensure the technical solutions is optimised and new technology and solutions (digital, start-ups, technology breakthrough) are considered in the offers developed.
• Coordinate and participate in drafting documents for a 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)
• Master Technical / Commercial project presentation to the client with the support of the relevant teams.
• 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:
  • Participate in regular project review and reporting process

Job Skills/knowledge requirements:

• Bachelor's Degree in Engineering
• Minimum 5 years experience in project development, and/or project based sales or commercial role.
• Able to work autonomously and do what is necessary to get things done
• Team player and able to work on multiple and complex bids
• Well organized,  able to work under time pressure and deliver quality result.
• Fluent in English and can communicate well with internal and external stackeholders.

Key Responsibilities:

• Assume full ownership and accountabilities of successful rolling out of Smart O&M across all client sites, and ensuring continuous improvement post implementation;
• Responsible for coordinating with internal and external stakeholders to trouble shoot, analyse and solve technical issues related to natural gas supply, thermal oil heaters, combustion, burners etc;
• Responsible for implementing best practices in spart parts and consumables management across all sites;
• Responsible for operational optimization, asset performance analysis and management across all sites, including all technical and financial performance of individual sites;
• Manage all site teams to ensure all Controls and Instrumentation required in in place, fully functional, properly validated / calibrated and integrated seamlessly with existing SCADA and Smart O&M;
• Drive and manage all on site client communications and relationship management, including contracts management of all sites and timely, accurate O&M reporting submission for both internal and external stakeholders;
• Ensure smooth and efficient coordination and engagement with internal local and regional stakeholders, including finance, legal, HR, projects, engineering, asset performance teams;
• Responsible for owning and coordinating the budget planning, analysis and review processes of each site;
• Responsible for managing all purchases and procurement coordination to support all O&M requirements of each site.
• Responsible for liaising with government regulatory bodies such as Suruhanjaya Tenaga, TNB, DOSH, etc to ensure compliance.
• Plan and conduct periodic inspection, switching and maintenance for all electrical systems for high voltage and low voltage switch board, bus ducts, transformers, switchgear, etc.

Skills & Experience:

• Highly proactive O&M professional with at least 5 years of hands-on experience managing clients and site teams
• Strong academic achievement with at least a chargeman BO (11KV or 33KV) Certificate by Suruhanjaya Tenaga.
• Strong technical knowledge of mechanical and electrical systems, especially related to utilities such as thermal oil heating, chilled water, iced water, compressed air, etc
• Excellent communication and analytical skills with the ability to work with all levels of stakeholders
• Proven ability to learn new skills and adapt to dynamic and demanding situations
• Fluent in English and Bahasa Malaysia

Responsibilities:

• Responsible  for  managing  the  Company  Regional  office  and  for  ensuring  quality  for  the  Operation  & Maintenance (O&M) activities for all related Customer’s sites and associated Utilities plant or Facilities (UPF) and their related Mechanical & Electrical (M&E) machinery equipment and associated systems in compliance with the statutory authorities and applicable health-safety-environmental (HSE) requirements; 
• Responsible as Regional office Company representative towards Customers for all related sites to monitor the quality of the O&M team services delivered, to achieve the O&M service levels and the UPF performances levels and ultimately to ensure the customer satisfaction, manage customer relationship, insure proper communication with regular reporting to Customers and Company headquarters /Regional office for all service activities performed. 
• Manage the site teams upon customers’ initial site visit to ensure complete and accurate surveying of the Mechanical & Electrical (M&E) machinery equipment and associated systems of the customers’ Utilities plant or Facilities (UPF), with proper collection of the customers’ site UPF technical, legal and financial information for the M&E machinery equipment and associated systems within service scope  

• Prepare annual budgets and reforecasts for Regional office overall and all related sites; control actual O&M activities expenses compliance with the budgets and perform financial quarterly review, including but limited to O&M Profit & Loss (P&L).

• Insure timely and quality for issuance – by all related sites - for Technical, legal, financial documentation and UPF monthly service reports (inclusive of SLA & KPI’s) for submission to the Customers sites and to the Company headquarters (HQ) - as well as the necessary reports to the relevant statutory authorities, 

• Review for Regional office related Customers sites the quality of the services delivered, perform SLA-KLPI gap analysis and initiate, study the feasibility of specific project in order to propose productivity, technical improvements for the UPF on customer’s sites – in liaison with ENGIE services – related to the O&M, HSE processes, contingencies & emergency plans as well as UPF performances. 

Requirements:

• Bachelor’s Degree in Mechanical Engineering or equivalent
• 10 - 12 years of experience in the area of Operation & Maintenance, exposed to Mechanical & Electrical systems, instrumentation, Air conditioning-ventilation, chilled water, thermal heater, compressed air production and distribution systems associated with supervision, control and data acquisition (SCADA) systems at diverse client/ site locations
• Excellent communication and analytical skills with the ability to work with all levels of stakeholders
• Proven ability to learn new skills and adapt to dynamic and demanding situations
• Possesses good leadership skills to lead team members

Key Responsibilities:

• Conducting feasibility studies, energy simulations, basic/detailed designs, and front-end engineering designs of utility systems.
• Carry out detailed energy data analysis, provide professional interpretation of the analysis (energy usage and consumption, energy system design-operations-maintenance observations), convert analysis into charts, plots and synthetic tables for ease of communication and presentation.
• Work closely with Business Development, Project Team and Regional Technical teams throughout the project development lifecycle, from Utilities Plant-Facilities preliminary audit, detailed audit, proposal development, through to contract signing and project kick-off
• Costing for project CAPEX and OPEX and project timeline
• Carry out Preliminary and Detailed Energy Audit including short term metering and logging to measure energy related data at site, identify the source of energy to a facilities, identify areas where energy savings can be achieved, recommends energy savings measures to be taken. 
• Liaise with internal engineering teams, consultants, suppliers to understand, establish, review, validate and issue the projects specifications (M&E equipment, systems, infrastructure, structural & civil works), capital expenditures, operations expenditures, and the performances guarantees; liaise with customers, including presentation and validation,
• Liaise with Malaysian Authorities, utilities and Government Agencies for project incentives application / coordination, regular and special inspections, infrastructure and project authorizations, licensing issues, and for general project implementation coordination required,
• Liaise, evaluate and negotiate with contractors, vendors and/or suppliers proposals to match technical-financial, health-safety, quality, capital expenditures and profitability specifications and requirements,
• If required for such project, liaise with Consultants for Bid tendering, bid evaluation and contractors/equipment suppliers selection, 
• Draft and float Requests for Proposals for external consultants, suppliers and contractors. Evaluate tender responses and their deliverables

Skills & Experience

• Bachelor Degree or Master Degree in Electrical / Mechanical, Electromechanical Engineering or equivalent.
• Any Certificate of Competencies such as Registered Electrical Energy Manager (REEM), Certified Professional in Measurement & Verification (CPMV), Certified Energy Auditor or any other relevant certificate will be an added value
• Experience over 5 years in project development & technical team supervision.
• Design engineer for district cooling, HVAC project or large scale building waterside and airside cooling systems will be an advantage
• Understanding of key legal and financial drivers that impact the technical solutions,
• Experience in cooling systems Operation & Maintenance, control systems will be an advantage.
• Hands on experience in performing Detailed Energy Audit for Chiller Plant will be an advantage