Job Description
To act as the central control and governance layer for Business Development, ensuring disciplined execution, accurate tracking, timely follow-ups, and complete visibility of pipeline across all regions.
The role is critical to ensuring that BD activities are structured, tracked, and effectively converted, without dependency on individuals.
Responsibilities
- CRM & Data Ownership:
- Own and manage the BD tracking system (CRM / Excel + Power BI).
- Ensure: Data accuracy, Completeness and No duplication.
- Maintain structured data across: Prospects, Contacts and Actions.
- Follow-up & Action Control (MOST CRITICAL RESPONSIBILITY):
- Track all: Next actions and Follow-up timelines.
- Proactively follow up with: Regional BD Executives (RBDE) and Regional Managers (RM).
- Ensure: No missed follow-ups and Timely closure of actions.
- Pipeline Monitoring & Control:
- Maintain real-time visibility of: All prospects and Pipeline stages.
- Identify: Stalled opportunities and High-priority prospects.
- Ensure continuous movement across pipeline stages.
- Stuck Case Management:
- Identify opportunities with no movement (7–10 days).
- Diagnose root causes: Lack of follow-up, Client response issues and Internal gaps.
- Drive resolution through: RBDE and RM.
- Escalate only critical or strategic cases to Senior Lead.
- Governance & Review Support:
- Prepare: Weekly BD review reports, Overdue action tracker and Top opportunity list.
- Ensure: Data readiness before reviews and Structured inputs for decision-making.
- Coordination:
- Support scheduling of: Client meetings and Internal discussions.
- Ensure alignment between: RBDE, RM, and Proposal team.
- Reporting & Insights.
- Generate: Weekly summaries and Monthly BD performance reports.
- Highlight: Risks, Gaps and Pipeline trends.
Qualifications
- Bachelor's degree in Engineering (Civil preferred) — Preferred
- Postgraduate qualification from NICMAR (or equivalent) — Highly preferred
- Experience for about 9–12 years in BD operations, Sales operations or in similar roles.
- Strong follow-up discipline
- Assertive and structured
- Ability to engage with senior stakeholders
- High ownership and accountability
- Detail-oriented with system thinking
- Ability to enforce BD discipline across regions and stakeholders without direct authority.
- Additional Role Expectation (Market Awareness & Support): While the role is centrally based, the candidate is expected to maintain awareness of market developments across regions and may support BD discussions or strategic engagements where required.
- However: Ownership of client engagement and relationships remains with RBDE and RM. The primary responsibility remains BD governance, tracking, and discipline.
- Role Boundaries: The role does NOT: Engage in primary client-facing BD, Own client relationships, lead commercial discussions or negotiations and Replace RBDE or RM responsibilities.
- Key Performance Indicators (KPIs): % of actions updated on time, % of overdue actions, Data accuracy and completeness, Pipeline visibility and tracking quality and timeliness and accuracy of reporting.
- Domain Preference: Experience in Construction consultancy, Project management and Cost management.
- Understanding of BD lifecycle in technical services and Proposal processes.
- Role Significance: This role is central to ensuring that:
- No opportunity is lost due to lack of follow-up.
- BD activities remain structured and visible.
- Leadership can focus on strategy and conversion without operational overload.
