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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Senior Business Development Manager
Your primarily role is to win work for Pharmaceutical and Final Chemical projects in China with a focus on engineering and EPCM mandates. To achieve your primary role, you are to understand these industries including key foreign investment companies looking to expand their operations in China. In this role, you know where the market growth and opportunities are to chase after Request for Proposals (RFP). You are to drive the bid process with the bid team which includes putting together the proposal, attendance in interviews / presentations and put the company into a winning position for the project.
Your secondary role is to set up and lead the winning project until such time that the project team can run seamlessly and subsequently, function as a Client Liaison to maintain the client relationship for the project.
In addition to your primary role, you should also help to manage existing clients. You will collaborate with business units’ heads, account managers, China Country Director, and other business development managers in the APAC region to obtain and clarify customer requirements, as well as identify appropriate resources and team support to develop, package and price 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 network extensively outside of the office to develop business relationships. It is required to travel for this 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 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, analyzing, and summarizing information.
- Able to communicate complicated technical issues, with effective presentation skills.
- Lead bid preparation, submission, and presentations.
- Drive the prospects and opportunities using company Customer Relationship Management (CRM) system.
- Drive Pipeline reports.
- Participate in the negotiating the agreement terms and closing sales.
- Meet deadlines along with working under pressure.
- Assist in setting up the project until the project team is established. After this, assume the role of Client liaison.
Requirements
- Bachelor’s degree in business or engineering or other relevant fields
- More than 15 years of experience in business development
- More than 10 years of experience in Pharmaceutical and Fine Chemicals sector
- Experienced in bidding for projects and have a record of bidding and winning projects in Pharmaceutical and Fine Chemicals (engineering and EPCM mandates)
- Proven record of onboarding minimum 3 new clients into your company
- Proven record of winning work from Foreign Invested companies who have operations in China.
- Ability to manage complex solution selling.
- Ability to build client relationships.
- Availability to travel
- Persuasive communication skills with external and internal stakeholders
- Fluency in English and Mandarin (reading and writing)
Why work for AtkinsRéalis?
We at AtkinsRéalis are committed to developing its people both personally and professionally. Our colleagues have the advantage of access to a high ranging training portfolio and development activities designed to help make the best of individual’s abilities and talents. We also actively support staff in achieving corporate membership of relevant institutions.
Meeting Your Needs
To help you get the most out of life in and outside of work, we offer employees ‘Total Reward’.
Making sure you're supported is important to us. So, if you identify as having a disability, tell us ahead of your interview, and we’ll discuss any adjustments you might need.
Additional Information
We are an equal opportunity, drug-free employer committed to promoting a diverse and inclusive community - a place where we can all be ourselves, thrive and develop. To help embed inclusion for all, from day one, we offer a range of family friendly, inclusive employment policies, flexible working arrangements and employee networks to support staff from different backgrounds. As an Equal Opportunities Employer, we value applications from all backgrounds, cultures and ability.
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