Business Development Manager/Director

We’re AtkinsRéalis, a world-leading Design, Engineering and Project Management organization. Created by the integration of long-standing organizations dating back to 1911, we are a world-leading professional services and project management company dedicated to engineering a better future for our planet and its people. We create sustainable solutions that connect people, data and technology to transform the world's infrastructure and energy systems. We deploy global capabilities locally to our clients and deliver unique end-to-end services across the whole life cycle of an asset including consulting, advisory & environmental services, intelligent networks & cybersecurity, design & engineering, procurement, project & construction management, operations & maintenance, decommissioning and capital. The breadth and depth of our capabilities are delivered to clients in key strategic sectors such as Engineering Services, Nuclear, Operations & Maintenance and Capital.

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Your primarily role is to win consultancy work for Industrial projects for the company in Malaysia. This could include for any consultancy including Architectural, Building Services, Sustainability, Design for Safety, Project Management, Cost Management and Construction Management. In order to achieve your primary role, you would be expected to understand the dynamics and growth of the Industrial market in Malaysia in particular and globally in general, establishing networking and professional relationship with Industrial clients, know where the market growth and opportunities are to chase after Request for Proposals (RFP). You are also required to drive the bid process with the bid team, involved in the selection of the candidates for the project team, putting together the proposal, attendance in interviews / presentations and ultimately put the company into a winning position for the project.

Your secondary role is to set up and lead the project that is won until such time that the project team is able to run seamlessly and subsequently, act as a Client Liaison to maintain the client relationship for the project.

In addition in order to achieve your roles above, you should also help to manage existing clients. You will collaborate with business units head, account managers and Regional Director to obtain and clarify customer requirements, as well as identify appropriate resources and team support to develop, package and price custom solutions.

You will be actively participating in business development activities by identifying opportunities to connect with potential customer and/or business partners, as well as implementing business development strategies. You will also develop marketing strategies to strengthen the pipeline of new and existing businesses through direct or indirect customer contact.

Maintaining rapport with potential and existing clients will be key, and you will be expected to network extensively outside of the office to develop business relationships. Travels would be required for the role.

Responsibilities

• Research prospective accounts in targeted markets, pursue leads and follow through to a successful agreement
• Do market study of targeted sectors including competitors and proposed geographical expansion strategy.
• Identifies business opportunities by identifying prospects and evaluating their position in the industry, their local operations footprint, their growth mission, company contacts and which market strategies can be used to attract clients.
• Possess a good understanding of our services, our competition in the industry and positioning
• Maintains relationships with clients by providing support, information and guidance.
• Providing feedback of potential customers and members to enhance service delivery.
• Monitoring and reporting the potential collaborators and competitor activities and identifying business threats and opportunities.
• Prepares reports by collecting, analysing, and summarizing information.
• Able to communicate complicated technical issues, with effective presentation skills.
• Lead bid preparation, submission and presentations.
• Participate in the negotiating the agreement terms and closing sales.
• Meet deadlines along with working under pressure.
• Where required, set up the project until such time that the project team has been established after which assume the role of Client liaison

Requirements

• Bachelor’s Degree in engineering or other relevant fields
• More than 15 years of experience in business development, and has done at least 1 greenfield and 1 brown field data centre projects
• Experienced in bidding for projects and have a track record of bidding and winning projects.
• Understand the insides of a Industrial project and able to articulate this knowledge to others.
• Expertise with MEP works advantageous (especially mechanical and/or electrical)
• Relevant qualifications and accreditations will be advantageous, especially industrial projects related ones
• Ability to manage complex solution selling.
• Ability to build client relationship.
• Availability to travel
• Strong communication skills with external and internal stakeholders