DGM- Business Development
Our Client, is a multinational company with Operations across Multiple Continents, over 20 countries and headquartered in India, specializing in total water management solutions for both municipal and industrial sectors. The company designs, constructs, and operates water and wastewater treatment plants, desalination plants, and provides sludge treatment. With a legacy of over 100 years, it offers a range of services including Engineering, Procurement, and Construction (EPC) and Build-Own-Operate-Transfer (BOOT) models, focusing on providing sustainable water solutions globally
About the role
The DGM will be responsible for converting quality enquiries into orders with strong margins through technically compliant and commercially competitive proposals. This role is key to driving order booking, quarter-on-quarter growth, and delivering projected profitability (EBITDA) for the client. The DGM, working with the BD team, shall drive all project development efforts for selected projects until Financial Close. The DGM - BD shall also identify, research, evaluate and pursue business development opportunities that will contribute to the company's short and long-term business objectives. Furthermore, the DGM- BD shall assist in defining bidding strategies for IPP/IWPP opportunities including the negotiations of agreements with all stakeholder. Target geographies — the Middle East/GCC. The role also requires demonstrated leadership in transactions that have successfully reached financial close. Having experience in Water / Waste Water Treatment, Desalination, Water reclamation, Sludge treatment is a must.
Key Responsibilities
Business Development & Bidding
- Identify target projects aligned with business plans and market dynamics.
- Screen enquiries with the marketing team and recommend bid/no-bid decisions.
- Allocate resources for proposal development, including sales teams and bid budgets.
- Support pre-tender activities to influence specifications and drive favorable conditions.
- Engage with customers/consultants in pre-bid meetings and technical discussions.
- Lead strategy meetings to develop winning proposals and pricing strategies.
- Review risk assessments, cost drivers, taxes, duties, and guarantees for bid optimization.
- Negotiate with clients, consultants, JV partners, and internal stakeholders.
- Approve project overheads and ensure compliance with levels of authority.
- Oversee contract signing, LOA acknowledgments, and smooth project handover to execution teams
Reporting & Communication
- Provide MIS and financial data to SBU Finance.
- Update SBU Head on customer interactions and proposal progress.
- Share pipeline information with contract execution/engineering teams for resource planning
People Leadership
- Forecast manpower requirements and lead recruitment efforts.
- Conduct interviews, onboarding, and induction for new hires.
- Provide ongoing coaching, feedback, and performance appraisals.
- Identify training needs and work with HR to build team capability.
- Reward exceptional performance and manage disciplinary issues.
- Guide career development and succession planning for team members
Cross-Functional Coordination
- Collaborate with marketing, finance, execution, and engineering teams for bid success and project delivery.
- Finalize JV agreements, scope, and partner responsibilities in line with tender requirements.
- Ensure smooth handover of proposals to contract execution with complete cost basis documentation
Qualifications & Experience
- 15–20+ years of experience in Sales/Business Development within EPC, Water, Power, or Infrastructure sectors.
- Proven expertise in large-scale tendering, consortium/JV negotiations, and order conversion.
- Strong commercial acumen with experience in pricing strategies, risk assessments, and cost optimization.
- Track record of delivering sales growth and achieving EBITDA/profitability goals.
- Demonstrated success in leading high-performing teams in sales and proposals.
Competencies
- Strategic thinking and strong business acumen.
- Excellent stakeholder engagement and negotiation skills.
- Strong leadership, coaching, and team-building abilities.
- Ability to manage multiple bids and proposals under tight timelines.
- Proficiency in MS Office, ERP/CRM systems, and MIS tools.