Business Development Manager

To build CEG’s UK client base and pipeline, combining technical credibility with commercial judgement to win consultancy work in the UK’s infrastructure sector.

Key responsibilities

1. Market and strategy

• Develop a strategic Business Development plan (shot term and long term): target sectors, clients, frameworks and partners.
• Track the market and competitors, and report regularly to leadership.
• Meet various clients, find out the business opportunities proactively.

2. Opportunity development

• Identify and qualify opportunities from public sector clients, Tier 1&2 contractors and consultancy partners.
• Monitor tender portals (Find a Tender, Contracts Finder) and frameworks.

3. Bidding and proposals

• Lead preparation of EOIs, bids, proposals etc
• Coordinate for technical input from the UK and India teams.

4. Commercial and contracts

• Shape pricing, contract terms and risk positions under NEC and FIDIC contracts.
• Support negotiations through to contract award.

5. Partnerships

• Build relationship for JV partners, Associates and sub consultancy.

6. Client relationships

• Act as CEG’s Interface in UK: attend client meetings, industry events and institution networks (ICE, CIHT).

7. Growth support

• Help in expanding UK operations, building manpower.
• Support CEG’s engineer rotation (Indian Engineers) and capacity-building plan.

Person specification

• Degree in civil engineering or a related discipline
• 10 years in UK infrastructure, preferably with at least 5 years in Business
• Development, bidding or commercial roles in a consulting firm or with a contractor
• Proven track record of winning work, with examples of bid values and win rates
• Working knowledge of UK public procurement and NEC contracts
• Right to work in the UK
• MBA or a commercial qualification
• Chartered status (CEng, ICE or CIHT)
• Experience with international or overseas-headquartered firms
• Exposure in design of highways or rail

Key performance indicators

• Develop business with the existing clients
• Development business with new clients, open new sectors
• Build up strong business Pipeline
• Number of qualified bids submitted and win rate

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