Business Development Manager - Oil AND Gas

Crystal Consultants
  • Mumbai
  • Confidential
  • 12-15 years
  • 06 Aug 2015

  • Sales/ Business Development/ Account Management

  • Oil/ Gas/ Petrochemicals / Refinery
Job Description

Job Focus Traits ( Functional and Techno- Commercial Competencies):

Around 15 years of extensive & fruitful experience in Business Development, Regulatory affairs, Project Appraisal, Planning & Development in conventional Oil and Gas sector.
Rich Experience of end to end business & project development activities in conventional Oild and Gas business.
Extensive knowledge of regulatory & policy framework in Indian Oil and Gas sector.
Demonstrated knowledge on Regulatory Affairs, Tariff regulations and ARR fillings.

Rich experience of relationship building with power utilities, government agencies and regulatory authorities.
Preparation of concept note, feasibility report, financial model & business case for expanding business in coal, hydro, Power Transmission & Distribution sector
Presentation of business case to senior management/board and seek approvals.
Preparation & submission of bids/tender documents.
Contract negotiation with EPC contractors & other vendors.
Identification of risks and their mitigation strategies associated with new opportunities.
Finalization of technical & financial assumptions for financial model and business case.

Identification and appointment of consultants and effective co-ordination with consultants for pursuing development opportunities
More than 10 years of Experience Business development , Bid Management, Estimation for Oil and Gas Projects .
Responsible for handling Proposals & Estimation of mega size projects price range from 200 MUSD to 1.9 Billion USD projects for Refinery, Pipelines , Terminals Gas Processing for Onshore Oil & Gas and Chemical Sectors for EPC, EPCM, PMC, DFR, FEED ,EPIC type of Contracts.
ASPEN CAPEX TOOL -comparing the cost estimate using tool for +/-30% accuracy.
Commercial & Contractual Reviewing ,Clarification ,Identifying & Mitigating Risk & Opportunities during Bid Stage - EPC, FEED, DE, EPCM, EPMC, DFR .
Hands on experience in Offshore Oil and Gas Topsides of Well Head Platforms for EPC contractors such as Leighton, Afcons, SEW, Etc

Implementation of Contractual Terms and Conditions
Process Knowledge of the Oil and Gas Sector.
Tendering/Estimation for Conceptual, FEED, Detail Engineering, PMC, EPCM, EPC & Strategic Alliance types proposals ,Prequalification with PSU and NOCs
Estimations using ASPEN CAPEX and Various Levels of Estimate. ( Basic)
Estimation & Commercial Pricing, Risk Assessment during Proposal Stage & Risk mitigation.
Market Intelligence and Market Updates related to Oil and Gas Project /Competitors Etc.

Extensive market research prior to starting up your Proposal and continue gathering information throughout the life cycle of the Tendering& post Tendering till negotiations & Hand over
Prequalification & Registration with various PSU & NOCs
Conduct Presentation to the Management for BNB and Risk for a new Tender
Prepare a detailed Proposal plan for Local and Workshare Pursuits.
Risk & Opportunity Sessions and Mitigations& approvals related
Kick Off meeting with HODs and PSL and implementation of Proposal Plan

Approvals for Commercial and contractual terms and Conditions
Discussing, Preparing and optimizing the Man hours and schedule and proposal plan/ Methodology and risk plan.
Adopt a team approach; work with others in pursuing common goals.
Win Loss analysis/ Cost Benefit analysis..
Weekly meeting & presentation of Pursuit Summary to Management.

Investigate the economic conditions surrounding your small business activity such as industry trends and competition in Oil and Gas EPC and Services projects.
Conduct extensive market research prior to starting up your business Year and continue gathering information throughout the life of the Project and Prepare a detailed Business plan
Network with other small businesspeople; establish a support group.

Attend workshops, trade shows, and seminars to keep up-to-date on changes in the industry.

Develop a situation analysis including its strengths, weaknesses, opportunities and threats to assist in the development of a strategic plan for the future of the business.

Prequalification with PSU & NOCs and other private operators
To function as a Proposal Manager and co-ordinate the activities of Proposal Task-Force members.

Evaluation of commercial terms & conditions of the Proposal including tax liabilities in consultation with commercial / Taxation experts

Identifying Contract execution risks, analyzing probability and potential severity of each risk, evolving strategies for mitigation of risks, and providing contingency costs for risks

Identifying of new tenders and opportunities and Preparation of Project Highlights and discuss with the management for Bid / No Bid. Bid Verification.

Kick Off meeting with HODs for the briefing about the scope of work for the new job.
Risk & Opportunity Meetings and Identifying stake holders for Risk & mitigating them at final stage of the Bid submission.
Review the tender and decide the Estimation strategy for the EPC proposals

Identify and review with management for requirement of Construction Sub contractor or for other Studies
Review and discuss with the concern disciplines for MTOs and RFQs.

Review of TBA and TCC before finalizing the Price of the tagged items and Bulk Estimation.

Final Cost Estimation and Pricing strategy for the project estimate.
Achieving sales Target in specified territory in the field of water treatment chemicals and specialty chemicals and lab chemicals.
Giving presentations when and wherever required.

Preparing and submitting proposal and as per the systems requirements.
Enjoying good relationship with the customer.
Problem solving on site & Preparation of tenders with active involvement in contract negotiations
Educating/Training client in the respective field.
Business Development / Tendering & Bidding , Contract management of Wire Line Logging , Mud logging , LWD/MWD ,
Work over and Drilling rigs, Drilling bits, Drilling fluids, Mud processing equipment , Well Completion and Testing ,
Production Enhancement ( Hydrofoil, CTU Operations for well cleaning, Flow Assurance ) CRM Inventory
Team Management Human Resource Management Health Safety & Environment
Responsible for All Technical Bid and Commercial Bid preparation , Bidding ,tendering , financial forecasting, Contract.

Ideally a Graduate Engineer ( But not a must) - BE(Electrical)/ Electronics/ Telecom/ Industrial Engineering/ Atomic Energy/ Nuclear Enegy/ Astro Physics etc
MBA in Marketing Sales and Business Development from Premier or B + Management Institute - Sales / Marketing and Business Development

Location: Presently at Bandra ( Mumbai)- Subsequently may get shifted to Navi Mumbai

Age: 35 Years to 40 Years

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Crystal Consultants