Business Development Manager, Transport Segment

Business Development Manager, Transport Segment - Bangalore

Shaping energy solutions to empower sustainable connectivity.

We combine SNC-Lavalin’s project management expertise and ABB’s deep technological knowledge to create a company dedicated to substations – we are Linxon.

Linxon is a joint venture company set up by SNC-Lavalin and ABB to turnkey electrical AC substation projects, combining SNC-Lavalin’s project management expertise and ABB’s deep technological knowledge.

Linxon’s vision is to deliver the best market offer for turnkey substation projects through world-class power technologies and highest level of competence in managing infrastructure projects

Linxon – A Leading Engineering Company:
As one of the leading engineering companies, we help our customers with turnkey solutions in the field of substations for power transmission, renewable energy and transportation.
As a single point of contact we combine the accumulated knowhow of key-suppliers and contractors so that customers benefit from efficient solutions, increased industrial productivity and a lower environmental impact in a sustainable way.

Mission Statement:
Leads and develops the business development, sales and tendering strategy for the transport segment to achieve or exceed order budget and profitable top line growth targets. Implement Linxon transport segment strategy in close coordination with the Linxon Chief Sales Officer. Work in close cooperation with Linxon Hub Sales and Global Business Development teams, ABB Front End Sales teams and other relevant stakeholders.

Role Outline:
An exciting opportunity has been created for a Business Development manager to move into Linxon. This position will lead Linxon’s front end activities relating to the transport segment with particular emphasis on rail traction power and we are looking for a committed business development and sales professional to successfully deliver profitable and sustainable top line growth, the achievement of sales objectives and implementation of Linxon’s transport segment strategy.


Main Accountabilities:
The position of Business Development Manager, Transport Segment will have a variety of responsibilities including, but not limited to:
• Develop the transport segment business for Linxon and manage day to day sales and tendering activities via a dedicated business development team situated in Bangalore
• Responsible for achievement of annual Sales Budget for the transport segment with required gross margin, cash flow and risk mitigation in line with Linxon targets.
• Participate in customer & partner market related events preparing and presenting Linxon solutions in the transport segment
• Ensure that for each opportunity a high level of intimacy is developed with customers, key stake holders, developers and investors
• Lead the tendering activity including key information on client and competitor strategies for each project opportunity and target pricing. Validate the target price for the pursuit and tender up to contract signature
• Build and maintain strong relationships at various levels with both existing and new customers and all relevant stakeholders.
• Drive and lead a proactive business development and sales approach with a focus on delivering solutions which match or exceed customer evaluation criteria.
• Prepare sales plans using company tools including performing regular status reviews and propose recovery plans in cases of potential order shortfalls.
• Ensure company sales tools are regularly updated and their usage maximized to support transport market visibility for senior Linxon management teams and to promote collaboration across the Hubs.
• Support tendering and SCM in selecting the correct external partners and key subcontractors.
• Develop frame agreements with selected key customers and partners in the transport sector.
• Develop supply agreements with strategic external equipment and system suppliers that can complement Linxon’s full offering in the rail segment.
• Support the tender responsible in the preparation of and adherence to all internal risk and approval processes for each tender opportunity so that approval may be granted in a timely manner.
• Provide feedback to the Chief Sales Officer with market data including orders, customer buying criteria and competitor trends.
• Prepare and present in a timely manner monthly sales and market overview reports including commercial pipeline, forecast and backup, market environment update and win/loss analysis.
• Work with the direct reports of the transport segment sales and tendering team to ensure on-time technical and commercial tender submittal to the customer and lead technical and commercial negotiations with customer.
• Grow the transport segment business development team expertise including putting in place relevant training and succession plans. Pormote good performance and address areas of individual development.
• Undertake performance appraisals according to the Linxon performance measurement process, set individual targets including those related to the annual bonus structure and promote good behaviors around teamwork, transparency and personal responsibility.

Position Interactions:
• Linxon Hub Sales.
• Linxon Business Development
• ABB Front End Sales and Country Organisations
• SNC Lavalin Front End Sales.
• Supplier feeder factories
• External partners
• Government and Regulatory Bodies

Essential Skills:
• Preferably degree qualified in Engineering or a Business / Marketing discipline but with several years’ experience in the power transmission and distribution space.
• Result oriented and highly motivated professional with strong sales skills, tactical and strategic orientation.
• Ability to build and maintain strategic relationships at as senior level.
• Excellent written and verbal communication skills.
• Organizational skills and the ability to self-manage various sales and marketing activities.
• Analytical, structured and highly committed approach to work.
• An understanding of Contract Legal Terms and Conditions would be an advantage.
• Track record of delivering profitable and sustainable order volume growth in a large project environment.
• Willingness to travel extensively including global travel

Integrity & Compliance:
• Ensure compliance (of team and suppliers) with Linxon Code of Conduct, Ethics and Corporate governance
• Leadership on integrity

Education & Experience:
• Extensive experience in business development, sales and / or operational roles in an EPC or large project environment.
• Preferably degree qualified in Engineering or a Business / Marketing discipline but with several years’ experience in the power generation, transmission and distribution space.
• Experience in rail traction power systems and project delivery an advantage