District Manager, Newcastle District UK

Newcastle, UK/District Manager/Energy /5 Yrs+/ Salary Package as per experience /Permanent/Urgent/ Job Ref: 1211-ENG002 Job Description The District Manager (DM) will report to the Head of Classification (DH) and will be responsible for our client’s activities in the District including the market, financial, quality and safety performance. The District Manager will be supported by Station Managers (SM) in the day to day activities locally. As part of the Classification Leadership team the District manager shall contribute towards achieving the goals agreed in the department and regional tactical plan. The District Manager is expected to build and lead the team towards a sustainable significant presence in the local business environment with reference to our client’s   purpose, vision and values. The District Managers job would include but not restricted to the following:- PERSONNEL:                       Appoint, coach and support Station Managers Prepare overall manning and training plans Initiate and implement recruiting in cooperation with DH. Evaluate job performance as input to salary adjustments. Perform/delegate responsibility for performing MIP’s  QUALITY: ·         Ensure that quality requirements are met, and that needs and opportunities for improvements are identified, assessed and acted upon. ·         Report Quality issues to DH and Production Co-ordinator and ensure that is entered and followed up in QET ·         Ensure that customer complaints are properly handled and registered in QET. FINANCE/PLANNING: ·         Assist in preparation of plans and input to associated budgets for district. ·         Monitor and report execution of plans and budgets, and take corrective actions when appropriate. ·         Review and approve time sheets and expenses reports of direct reports. ·         Establish and follow up work in progress accounts for all ongoing projects, identifying deviations and taking corrective actions. ·         Ensure timely and correct invoicing of fees. ·         Recover outstanding claims. MARKET/SALES: ·      Assist DH in the preparation and execution of marketing plans and related activities. ·      Gather information and market intelligence from Yard, CMC/VMC clients, owners and competitors in order to prioritise and act upon business development opportunities. ·      Ensure opportunities for new business are entered into Affinitas ·      Conduct contract agreement negotiations and prepare draft documents. ·      Promote breadth of services offered in RUK. SHE: Monitor and act on SHE issues together with Regional HSEQ Co-ordinator Ensure that all employees within district are informed and properly trained in safety and health related procedures national regulations and that these are followed. Cultivate a safety culture where the safety for own employees, customers and third parties are given the highest priority. Carrying out of appropriate SHE related safety/risk assessment. Qualifications/ Expectations The successful candidate should be able to demonstrate, -          Good communication and organisational skills -          Good overview of client’s products and services -          Sound SIO/ offshore class experience and VQSC -          Ability to build and motivate teams and work effectively with other managers -          Keen interest in management and development of staff -          Interest in building our business through understanding our customers needs -          Proven track record in Line Management and Customer Service. Assignment details Commencement as soon as practicable. A competitive salary will be offered commensurate with the successful candidate’s knowledge, education and experience and relocation assistance may be available. This assignment is on local conditions.

 To apply for this job, please send an updated CV to reena.koul@santane.co.uk quoting the Job reference no

Principal & Sr.Pipeline Design / Verification Engineer

Responsibilities:

• In cooperation with the global offshore pipeline team, contribute to update and implement offshore pipeline strategy plans.
•  Identify targeted key customers and build high level relationships in the organizations (in close cooperation with our client's Customer Service Managers).
• Systematic interaction (meetings, dialogues, workshops, presentations) with customers in order to identify the customer's needs and implement associated customized solutions based on the totality of our client's service portfolio.
• Understand and stay current on the industry and have overview of projects in other regions Systematic training of younger Engineers.
• Identify opportunities for launching Joint Industry Projects and be able to ensure follow up until completion.
• Be active and visible in the offshore pipeline community – committees/conferences/forums. Develop strong internal networks and relationships to other departments and regions
• Take a lead responsibility for development of strategically important tenders and proposals, secure such projects and follow up to ensure a successful completion.
•  Initiate and Contribute to major research projects

Qualifications

Your education, skills and experience will include, but may not be limited to:
• Experienced pipeline capacity –  5 years minimum of direct pipeline design experience
• Relevant degree qualified with specialist Masters and Chartered Status welcome.
• Basic Pipeline design
• Deep water Pipelines
• High Pressure / Temperature Pipelines
• Flexible Risers

Knowledge in the following is not essential but desirable;
• Pipeline related defects (corrosion, cracking, dents, manufacturing)
• In-line inspection technologies and associated data
• Defect, remaining life and risk assessment techniques
• Failure analysis and fitness for service assessment
• Integrity management program development
• NDE procedures (magnetic particle inspection; ultrasonic inspection, mechanical damage profiling

Personal qualities
• A team player, with a positive attitude

Business Development Managers

UK, Spain, Eastern Europe/Business Development/Information Technology /8 Yrs+/ Salary Package as per experience /Permanent/Urgent/ Job Ref: 1011-IT001

Our client is a leading global banking software organisation providing software solutions to the Banking and Financial Services Industry. Their core competence is wholly focused on banking and financial services spanning across solutions in the areas of Retail & Corporate Banking, Credit Cards, Cash Management, Relationship Banking, Financial CRM, Credit Risk & Appraisal, EAI, Internet Banking, FX, Basel II, Data warehousing and Analytics.

Desired Skills & Experience

Key Skills and experience: 

·         Experience in Business Development especially in banking domain in the relevant markets.

·         Experience in handling strategic relationships with large customers is essential.

·         Previous experience in Hunter Profile.

·         Proven experience in managing customer problem escalations.

·         Experience in marketing and brand management.

·         Educational Qualifications: Graduates / Post Graduate Diploma in Business Administration or Master of Business Administration

Essential Skills

The ideal Business Development Manager will:

·         Be extremely motivated with an entrepreneurial drive.

·         Have a proven track record in winning and creating new business.

·         Have excellent communication skills.

·         The Ability to learn and understand the technical side of a new business.

·         Have excellent commercial awareness.

·         Personality is the key to this role, and the successful candidate will have passion, drive and resilience.

Experience:

Mid-Senior level

Functions:

Consulting, Business Development, Project Management 

Industries:

Banking, Financial Services, Information Technology and Services 

Compensation:

£55,000 to £90,000 +bonus +multiple benefits

To apply for this job, please send an updated CV to reena.koul@santane.co.uk quoting the Job reference no. or alternatively call +44 (0) 7805049876 to discuss further.

Sr. / Principle Consultant

Edinburgh, UK /Mechanical or Structural engineer/ Oil and Gas /5 Yrs+/ Salary Package as per experience /Permanent/Urgent/ Job Ref: 911E001

Our client is a leading consultancy which operates worldwide providing safety, engineering and management services to the oil & gas, nuclear, defence, marine, renewables and transportation industries.

The majority of the work done under this role is for clients in the oil & gas and power generation industries. Typical  applications include pressurised pipe work models to ASME VIII & DNV-RP-F112, frames, connectors and wellhead structural capacities to ISO13628-7, Wellhead fatigues to DNV-RP-C203, XT thermal cool down analyses. 

Essential Skills/Qualifications:

• A strong background in Finite Element Analysis (FEA);
• A degree in Mechanical / Structural Engineering;
• Ability to work as part of a team or independently; 
• Ability to work on multiple concurrent tasks; 
• Competent in the use of Ansys or Abaqus software.

Benefits:

The selected candidates will enjoy the following benefit package:

• Competitive Salary; 
• Private Medical Cover; 
• Share Ownership; 
• Contributory Pension Scheme; 
• Relocation Package Where Appropriate; 
• 30 Days Holiday (+8 statutory holidays); 
• Travel Insurance; 
• Excellent Training & Professional Development.

To apply for this job, please send an updated CV to reena.koul@santane.co.uk quoting the Job reference no. or alternatively call +44(0) 7805049876 to discuss further.

SAP Consultant

Madrid, Spain/ Experienced / Salary Package as per experience / Permanent / Urgent / Job Ref: 811-IT012

 Responsibilities

Knowledge Management : Create knowledge, share and drive the adoption for his/her focus area, Participate in knowledge sharing initiatives for CONs/ACONs through the structured forums; Conducting training, Maintain knowledge repository ; Develop certification programs IN ORDER TO contribute to the KM of the group Thought Leadership/IP Creation : Contributes to IP Creation, filing of patents, demonstration of IP in various forums by creating presentation and POV documents IN ORDER TO build innovative solution for the customers

Quality Management (limited relevance to IMS/EQS consultants) : Analyses defects through various stages of the projects and takes corrective actions , ensures that the team follows the methodology and processes for predictability of outcomes, works closely with the PM to perform at high levels of CMM IN ORDER TO deliver a high quality solution to the customer <For SETL> Relevance in only those scenarios where working with project managers to capture relevant data in relevant phases of the project

Product / Solution Development : Perform research on market movement and propose new solutions. Identifies New Solutions to address customer pain points and convert such solutions into products IN ORDER TO generate significant revenues for the Practice/Unit

Talent Management : Coaches and creates a vision for the team. Provide subject matter training for his/her focus areas. Motivates and inspires team members through effective & timely feedback & recognition for performance independently . Ensures effective communication between onsite and offshore through various channels like team meetings. Generates training material for structured training for various roles and imparts training IN ORDER TO Manage and enhance the effectiveness of the team

Presales : Anchor the end-to-end consulting proposal for his/her focus areas; Lead proposals in planning, organising proposals end to end. Create business case/ROI. Suggests alternatives and manages & motivates the team to deliver proposals on time. Presents the solution to the customer where needed IN

ORDER TO build innovative & high quality proposals which lead to wins. Sales : Generates new leads due to his connects in external forums and being known in industry circles for his/her thought

Leadership.; Works closely with CSG team to create joint plans for penetration in specific verticals/domain IN ORDER TO support sales for the organisation

Marketing and Branding : Develop and publish leading view-points, thought leadership activities, GTM solution activities, Participate in relevant external marketing events IN ORDER To build brand, new customer pipeline through marketing initiatives

Strategy and Business Planning : Provide input for strategic planning related to consulting service lines in which he/she has experience IN ORDER TO assist in strategy and business planning

Program/Project Management : Performs project management activities in some cases like project plan development and deployment, monitor progress as per plan, resource and task allocation, track project delivery, influence relevant stakeholders IN ORDER TO ensure project delivery as planned

<PLM>Project Management as well as Operational activities.

Financial Management : Monitors progress as planned, tracks the profitability of his engagement, plans corrective actions when necessary, drive cost optimisation on the engagement by optimising on the resource mix (offshore vs. onshore etc.) or using automation tools where necessary IN ORDER TO improve the financials of the engagement Issue Resolution (Incident/Problem Resolution) : Resolve escalated issues that team is unable to resolve and communicates with clients effectively IN ORDER TO resolve customer issues with greater efficiency and accuracy

 Build & Maintain Process Repository : Study process and knowledge management processes in place at the customer, work with the customer to develop repository and put in place a knowledge management process IN ORDER to create knowledge

management repository Knowledge Transfer /System Appreciation (partial relevance for EMS/EQS consultants) : Perform portfolio analysis, analyse transition needs, analyse transition timelines, Maintain knowledge repository Create capabilities in core domain areas IN ORDER TO develop the transition plan for the system

Training & Change Management : Identifies the Change Management requirements and propose a structured approach to client for managing the change using multiple communication mechanisms. participates in training to Key and end users as an expert IN ORDER TO help KEY and END users gain appreciation of the new system/process.

Deployment : Work with the customer to understand the deployment process (if any) at the customer location, Review or develop the deployment plan for the program, resolving data migration issues, sequencing of activities and functional and technical dependencies, develops contingency plan, Reviews the cutover plan prepared by team and provides suggestions for improvement IN ORDER to deploy the system/process. <For SETL> Work with the client and understand the need for best practices in existing and future projects, relevant innovation opportunities, training opportunities - interventions that increase client stickiness for SETL IP, consultants. Also plan for deployment of these interventions with key client stakeholders Validation (system)

(Not Applicable for IMS/EQS consultants) : in large projects, Reviews Test Plans and test cases and test execution reports, Performs sample testing to gauge the quality and take corrective actions to strengthen the testing. Helps the team to debug and resolve issues that the team is unable to resolve IN ORDER TO ensure sufficient and adequate testing of the system before delivery to the customer. <PLM>Verify Non functional requirements of the system <For SETL> Validate value models across multiple projects or in a large project Development/ Configuration/(Not Applicable for IMS/EQS consultants) : Guide and lead the team in configuring the application in line with the Design Documents; design a solution in line with the business/IT requirements; plan the activities for configuration and development with PM, work with product vendors to resolve product issues, reviews cross integration touch points, work with the customer to get requirement clarifications and user sign off on key changes IN ORDER TO complete configuration /customization <PLM>Customization, Configuration, data migration and integration of PLM package <For SETL> Guide and lead the consultants in customization or tailoring of best practices, algorithms, solution capabilities in line with customer requirements, work with research or product engineering teams to resolve issues in the IP and enable completion of the activity with efficiency

Architecture/Design /Detailing of processes : Lead a team of consultants in studying and analysing requirements to define solutions alternatives, to be process maps and other solution design deliverables, Take and present the developed solution alternatives with the recommended solution to the customer, Reviews the work of team members and provides suggestions and improvements on the detailed design IN ORDER TO get approval for the finalized design for the proposed system. <PLM>Business process modelling, data modelling, security and integration modelling in the context of PLM package Solution

Evaluation and Recommendation: Lead a team of consultants in coming out with solution alternatives and takes the recommended solution alternatives ( this could be Business case, High level process flow, vendor assessment & selection, package evaluation ,roadmap definition, centre of excellence blueprint) to the customer, reviews the solution options developed by the team and suggests improvements IN ORDER TO get customer buy in into the suggested alternative.

Diagnostic /Discovery/As Is Assessment : Lead a team of consultants in understanding As Is business processes, analyses/captures the client requirements and pain areas by conducting workshops if necessary, perform high level fit gap analysis and process changes, carry out benchmarking studies, Provides assistance to consultants in resolving complex requirements. Assists the team in preparation and planning for the workshops. Reviews the work of the team. Asks for assistance if unable to resolve issues IN ORDER TO develop diagnostic report, benchmark report, process documents, fit gap analysis documentation, requirements documents.

Effort Estimation and Proposal Development : Reviews the proposal prepared by consultants and provides assistance and guidance to deliver the proposal by Analyzing the solution defined to solve the business problem with a view to proactively identify risks, identifying scope creep and estimate for the engagement; reviews the solution IN ORDER TO create the proposal for the engagement.

Problem Definition : Analyses the problem faced by the customer, participates in discussions to understand the problems faced by the customer, gather further data as required from the customer and use knowledge base from prior such projects/benchmarks, Assists team members by reviewing their work and providing suggestions on articulating the problem statement. discuss with relevant stakeholders IN ORDER TO define and document the problem and develop the high level solution to solve the problem.

For Large/Complex prospects, supports/owns the problem definition and documentation.

Experience Required

Senior Level (More than 5 Years Relevant Experience)

SAP Lead Consultant

Moscow , Russian Fed./ Experienced / Salary Package as per experience / Permanent  / Urgent/ Job Ref: 811-IT011

Responsibilities

Knowledge Management : Create knowledge, share and drive the adoption for his/her focus area, Participate in knowledge sharing initiatives for CONs/ACONs through the structured forums; Conducting training, Maintain knowledge repository ; Develop certification programs IN ORDER TO contribute to the KM of the group. 

Thought Leadership/IP Creation : Contributes to IP Creation, filing of patents, demonstration of IP in various forums by creating presentation and POV documents IN ORDER TO build innovative solution for the customers Quality Management (limited relevance to IMS/EQS consultants) : Analyses defects through various stages of the projects and takes corrective actions , ensures that the team follows the methodology and processes for predictability of outcomes, works closely with the PM to perform at high levels of CMM IN ORDER TO deliver a high quality solution to the customer <For SETL> Relevance in only those scenarios where working with project managers to capture relevant data in relevant phases of the project.

Product / Solution Development : Perform research on market movement and propose new solutions. Identifies New Solutions to address customer pain points and convert such solutions into products IN ORDER TO generate significant revenues for the Practice/Unit

Talent Management : Coaches and creates a vision for the team. Provide subject matter training for his/her focus areas. Motivates and inspires team members through effective & timely feedback & recognition for performance independently. Ensures effective communication between onsite and offshore through various channels like team meetings. Generates training material for structured training for various roles and imparts training IN ORDER TO Manage and enhance the effectiveness of the team

Presales : Anchor the end-to-end consulting proposal for his/her focus areas; Lead proposals in planning, organising proposals end to end. Create business case/ROI. Suggests alternatives and manages & motivates the team to deliver proposals on time. Presents the solution to the customer where needed IN

ORDER TO build innovative & high quality proposals which lead to wins. Sales : Generates new leads due to his connects in external forums and being known in industry circles for his/her thought leadership.; Works closely with CSG team to create joint plans for penetration in specific verticals/domain IN ORDER TO support sales for the organisation

Marketing and Branding : Develop and publish leading view-points, thought leadership activities, GTM solution activities, Participate in relevant external marketing events IN ORDER To build brand, new customer pipeline through marketing initiatives

Strategy and Business Planning : Provide input for strategic planning related to consulting service lines in which he/she has experience IN ORDER TO assist in strategy and business planning

Program/Project Management : Performs project management activities in some cases like project plan development and deployment, monitor progress as per plan, resource and task allocation, track project delivery, influence relevant stakeholders IN ORDER TO ensure project delivery as planned <PLM>Project Management as well as Operational activities

Financial Management : Monitors progress as planned, tracks the profitability of his engagement, plans corrective actions when necessary, drive cost optimisation on the engagement by optimising on the resource mix (offshore vs. onshore etc.) or using automation tools where necessary IN ORDER TO improve the financials of the engagement Issue Resolution (Incident/Problem Resolution) : Resolve escalated issues that team is unable to resolve and communicates with clients effectively IN ORDER TO resolve customer issues with greater efficiency and accuracy Build & Maintain Process Repository : Study process and knowledge management processes in place at the customer, work with the customer to develop repository and put in place a knowledge management process IN ORDER to create knowledge

management repository Knowledge Transfer /System Appreciation (partial relevance for EMS/EQS consultants) : Perform portfolio analysis, analyse transition needs, analyse transition timelines, Maintain knowledge repository Create capabilities in core domain areas IN ORDER TO develop the transition plan for the system Training & Change Management : Identifies the Change Management requirements and propose a structured approach to client for managing the change using multiple communication mechanisms. participates in training to Key and end users as an expert IN ORDER TO help KEY and END users gain appreciation of the new system/process.

Deployment : Work with the customer to understand the deployment process (if any) at the customer location, Review or develop the deployment plan for the program, resolving data migration issues, sequencing of activities and functional and technical dependencies, develops contingency plan, Reviews the cutover plan prepared by team and provides suggestions for improvement IN ORDER to deploy the system/process. <For SETL> Work with the client and understand the need for best practices in existing and future projects, relevant innovation opportunities, training opportunities - interventions that increase client stickiness for SETL IP, consultants. Also plan for deployment of these interventions with key client stakeholders Validation (system) (Not Applicable for IMS/EQS consultants) : in large projects, Reviews Test Plans and test cases and test execution reports, Performs sample testing to gauge the quality and take corrective actions to strengthen the testing. Helps the team to debug and resolve issues that the team is unable to resolve IN ORDER TO ensure sufficient and adequate testing of the system before delivery to the customer. <PLM>Verify Non functional requirements of the system <For SETL> Validate value models across multiple projects or in a large project

Development/ Configuration/(Not Applicable for IMS/EQS consultants) : Guide and lead the team in configuring the application in line with the Design Documents; design a solution in line with the business/IT requirements; plan the activities for configuration and development with PM, work with product vendors to resolve product issues, reviews cross integration touch points, work with the customer to get requirement clarifications and user sign off on key changes IN ORDER TO complete configuration /customization <PLM>Customization, Configuration, data migration and integration of PLM package <For SETL> Guide and lead the consultants in customization or tailoring of best practices, algorithms, solution capabilities in line with customer requirements, work with research or product engineering teams to resolve issues in the IP and enable completion of the activity with efficiency

Architecture/Design /Detailing of processes : Lead a team of consultants in studying and analysing requirements to define solutions alternatives, to be process maps and other solution design deliverables, Take and present the developed solution alternatives with the recommended solution to the customer, Reviews the work of team members and provides suggestions and improvements on the detailed design IN ORDER TO get approval for the finalized design for the proposed system. <PLM>Business process modelling, data modelling, security and integration modelling in the context of PLM package Solution Evaluation and Recommendation : Lead a team of consultants in coming out with solution alternatives and takes the recommended solution alternatives ( this could be Business case, High level process flow, vendor assessment & selection, package evaluation ,roadmap definition, centre of excellence blueprint) to the customer, reviews the solution options developed by the team and suggests improvements IN ORDER TO get customer buy in into the suggested alternative.

Diagnostic /Discovery/As Is Assessment : Lead a team of consultants in understanding As Is business processes, analyses/captures the client requirements and pain areas by conducting workshops if necessary, perform high level fit gap analysis and process changes, carry out benchmarking studies, Provides assistance to consultants in resolving complex requirements. Assists the team in preparation and planning for the workshops. Reviews the work of the team. Asks for assistance if unable to resolve issues IN ORDER TO develop diagnostic report, benchmark report, process documents, fit gap analysis documentation, requirements documents.

Effort Estimation and Proposal Development : Reviews the proposal prepared by consultants and provides assistance and guidance to deliver the proposal by Analyzing the solution defined to solve the business problem with a view to proactively identify risks, identifying scope creep and estimate for the engagement; reviews the solution IN ORDER TO create the proposal for the engagement.

Problem Definition : Analyses the problem faced by the customer, participates in discussions to understand the problems faced by the customer, gather further data as required from the customer and use knowledge base from prior such projects/benchmarks, Assists team members by reviewing their work and providing suggestions on articulating the problem statement. discuss with relevant stakeholders IN ORDER TO define and document the problem and develop the high level solution to solve the problem.

For Large/Complex prospects, supports/owns the problem definition and documentation.

Experience Required

Senior Level (More than 5 Years Relevant Experience)

Senior Project Manager

Moscow , Russian Fed./ Experienced / Salary Package as per experience / Permanent  / Urgent/ Job Ref: 811-IT010

  

Responsibilities

Unit / Organization activities : Provide inputs to organization on Technology needs, Process innovation and people engagement IN ORDER TO contribute individual learnings to the organization

Knowledge Management : Document and share team learnings from the project, seek information and leverage knowledge from other projects IN ORDER TO drive higher efficiency and effectiveness and preserve organization knowledge

Client Management : Build formal & informal customer relationships at the project level by engaging them regularly and be the SPOC to the customer on project related activities, provides regular reports, value articulation, managing expectations, participate in client visits IN ORDER TO increase customer satisfaction

Project operations management : Track and comply to all project OEI parameters including budget submissions, Confirmations / invoicing, DART, milestone & closure reports, R@R, AR, resource allocations, quality / regulatory / customer security audits, CSAT / ESAT plans IN ORDER TO meet organizational OEI goals

People Management : Allocation of activities to right people, plan for and mentor the team in competency development of team, Implement performance management as per organizational guidelines, R&R, team building, compliance to company HR processes, mentoring the team and participate in the recruitment activities IN ORDER TO motivate the team for successful delivery of the project

Project Tracking, Control & Report : Allocate work, Track the project scope, schedule, quality, resource requirements, financials, risk, SLAs on a periodic basis, take corrective measures and communicate to all stake holders as per the communication plan; Schedule, Monitor, review and control all the project phases (Requirements gathering, Design,Architecture, Development, Testing, Implementation, Warranty) in their entirety IN ORDER TO deliver project successfully as per project goals

Production Support : Schedule, monitor, review and control the production support project so as to meet the agreed upon SLAs IN ORDER TO successfully execute the project to the client

Transition : Perform portfolio analysis, Plan transition and execute Transition activities as per the plan IN ORDER TO get into the steady state as agreed with the customer

Project Plan Review : Facilitate group review of the project plan and close all outstanding issues IN ORDER TO ensure that project plan covers all aspects of the project

Risk Planning : Create a Risk Management Plan clearly identifying the risks and mitigation plan and base line the same with all stake holders IN ORDER TO minimize any adverse impact to the project

Quality Planning : Identify the quality goals & processes with help from SQA, comply with internal quality mandate, plan for training the team, and prepare a comprehensive quality plan IN ORDER TO ensure high quality delivery

Scheduling : Prepare a detailed project schedule, baseline the same, manage any changes IN ORDER TO ensure on time delivery of the project

Resource Planning : Prepare resource plan including people, space, infrastructure and liaison with required groups IN ORDER TO fulfill the project resource requirements

Estimation : Lead the estimation activities considering org / unit Q&P goals, review the estimates and communicate to all the stakeholders IN ORDER TO plan for required budget and resources to successfully execute the project

Project Scoping : To facilitate requirement gathering interviews, conduct workshops, issue clarifications, review documentation, ensure traceability, sign off by all the stakeholders and own the change management to scope IN ORDER TO define the project requirements both functional & non functional

Contracting & Agreement : Provide inputs on the delivery aspects in the contract IN ORDER TO limit financial risk to the company

Proposals : To participate / lead the proposal preparation, design the solution keeping organizational imperatives, prepare & review the estimations, capture the inputs from stakeholders, liaison for required approvals and take the bottom line for response delivery IN ORDER TO position Organisation suitably towards winning the deal

Experience Required

Senior Level (More than 5 Years Relevant Experience)

Business Development Manager

OSLO, Norway / Experienced / Salary Package as per experience / Permanent  / Urgent/ Job Ref: 811-SAL001

Responsibilities

Organization Initiatives : Takes part in the org level initiatives as guided by the manager IN ORDER TO contribute to the growth/success of the organization.

People Management: # Guiding team members, career planning, mentoring, reviews, appraisals, salary input, promotion input, grievance handling IN ORDER TO ensure an engaged employee

Relationship Management : With the clients :

Handles customer complaints about project executions across IBU delivery and HBUs. Identifies and recommends the right Organisation executives with whom the client can connect. Sets up meetings and sets the right expectations. Recommends public engagements/ conferences/Organisation events that the client and Organisation can jointly benefit from. Gets the clients to participates in events and conferences of mutual benefit. Set up periodic reviews with important customer stakeholders per pre-agreed format. Expectation setting with individual clients (who can be influenced) before the Account relationship review document is presented formally. Publishing of action items and tracking to closure 3rd party: Develops relationship with third party vendors as is necessary.

Within Organisation:

# Collaborates with Delivery management (HBU & IBU delivery),HoS, Finance/ Legal and IBU Leadership to resolve escalations. Identifies and sells to Organisation executives the specific client they should connect with. Prepares executive briefing documents. Coaches on high level messages that resonate with account context. Identifies the right speakers/ hosts (including self if applicable- higher proficiency) at the conferences with whom the client can connect/ address the audience. Incorporates internal feedback on the relationship review document to be presented. Allocates roles to Organisation participants in the review and track action items to closure IN ORDER TO ensure a delighted customer

Account Operations: Signs off on SOWs/ Contracts and follows up with the client to sign SOWs and upload into OMS. Submits invoices to client periodically and resolves any disputed amounts invoiced. Follow up with clients (at succeeding levels if necessary) for release of payments. Identify the right list of clients for CSAT and follow up with client if necessary for CSAT and ELF IN ORDER TO minimize revenue leakage for services delivered and enhance client satisfaction. Cimba related - creation of company, opportunity, contacts, proposal, proposal number, ensure creation of OM; ensure opportunity is kept up to date in terms of profile, start date, value etc. Schedule top 10 opportunity, pipeline and account

review with HoS on defined periodic basis IN ORDER TO ensure discipline, availability of data (person independence), right projections at the org level and data driven decision making.

Account Mining: With Client:

Identifies the right contacts in the client organization. Secures meeting with the clients concerned and sets appropriate agenda( client context and pain points, industry / competitive context, Organisation value propositions). Anchor meetings and close any opportunities generated.

Within Organisation/ partners:

# Ensures active participation from HBUs/partners concerned. Provides account context(including topics to avoid). Allocates roles and responsibilities for ongoing client interactions. Reviews meeting material IN ORDER TO grow the account by positioning Organisation strategically and as an existing trusted partner. Handover the account to the right person(mostly an EM) at the right time based on guidance from the manager IN ORDER TO ensure account is moved from hunt to farm mode.

Account Planning & Review : Develops the Account Plan in conjunction with the other stakeholders (Service line mix, revenues, profitability. Develops relationship map, market share analysis. Owns, communicates and executes as per the A/c plan. Conducts periodic review of plan with higher Management IN ORDER TO grow in the Account as per 18m plan

Contracting & MSA : Identifies MSA accounts. Positions Organisation as strategic partner with presenting value proposition and create environment for signing an MSA (e.g. empanelment.) Negotiates MSA terms and conditions IN ORDER to create a long term relationship with the prospect

Proposal Negotiation & Closure : Sets up meeting with the prospect to present technical proposal. Discuss the commercials, Identifies the right team for the meetings. Negotiate commercials, get LOE/SOW; upload the LOE/SOW in the system IN ORDER to ensure a win and sufficient and necessary document to start the work. Negotiates teaming agreements and prices with external partners IN ORDER TO get the best price. Effective handover of the project to delivery for execution (in case of the won projects).

Proposal Development : Identify the right team (with help of HoS, if required) # Identify the right external partners (based on fitment, market presence, internal capabilities, price and prospect preference). Provides intelligence on competition, Figure out the target price, helps get the internal approvals. Co-develops and provides inputs to the model/solution & provide content as is necessary IN ORDER TO develop a winning proposal

Opportunity Identification & Qualification : Identify the opportunities in the TAL and get them qualified for pursuit. Create an opportunity plan for top opportunities. Ensures alignment with appropriate partner units, exec sponsorships etc IN ORDER TO create a healthy pipeline across the service mix

Customer Prospecting : With Client -

Identifies the right contacts in the client organization. Secure meeting with the clients concerned. Sets appropriate agenda(client context and pain points, industry / competitive context, Organisation value propositions. Anchor meetings and pursue any opportunities generated with the help of pre-sales, partner units and external partners. Research and provide analysis on all key accounts to attain an understanding of needs. Develop organization charts / structures for all key accounts

Within Organisation/ partners:Creates a/c plan, Enlists executive sponsorship, ensures active participation from HBUs/ Partners concerned, provides account context( includes topics to avoid), allocates roles and responsibilities for ongoing client interactions, reviews meeting material IN ORDER TO penetrate the account by positioning Organisation strategically and as a trusted partner. Generates leads through - meetings/presentations at conferences, partner contacts, contacts in client organizations, news reports, analysts, deal consultants IN ORDER TO create a pipeline of opportunities (unqualified pipeline)

Market Development: Persuade clients to provide and commit to industry wide reference ,analyst references, case studies, joint webinars, and joint speaking engagements. Provide input on specific events/ sponsorships to corporate marketing. Create and/or edit messaging around Organisation services and solutions as is necessary. Participates in events and conferences; Identifies new alliances, participates in joint alliance marketing events, conferences IN ORDER TO support revenue growth and increase ROI on events.

Sales Planning & Review : Is assigned the target accounts(TAL) identified by HoS, does customer profiling, A/C Planning and sets revenue/margin targets by services line at the account level IN ORDER TO come up with a winning strategy to meet A/C opening and revenue targets.

Business Planning - Organization/Unit Level : Provides revenue and profitability numbers for TAL accounts. Market/segment analysis & needs/services/solutions identification to the HOS

IN ORDER TO help setting revenue/margin goals at the unit level

Experience Required

Senior Level (More than 5 Years Relevant Experience)