Senior Business Development Manager

6 days ago

Karachi, Sindh, Pakistan Avanceon Middle East & South Asia Full time

Avanceon Middle East & South Asia is seeking a highly motivated and results-oriented Technical Sales & Proposals Engineer to join our team. This role combines technical expertise with strong sales acumen to effectively identify, pursue, and win new business opportunities.

Key Responsibilities:
  • Sales & Business Development:
    • Generate inquiries through client meetings, site visits, and industry networking.
    • Identify and pursue new business opportunities within the assigned territory or industry sector.
    • Conduct market research and competitive analysis to identify new market segments and opportunities.
    • Develop and maintain strong, long-term relationships with key clients and industry contacts.
    • Understand client needs and develop tailored solutions that address their specific business challenges.
    • Prepare and present compelling sales presentations and demonstrations to potential clients.
    • Support the sales process by providing technical expertise and answering client questions.
    • Contribute to the development of sales strategies and market penetration plans.
  • Client Support:
    • Address and resolve customer issues with tailored, value-driven solutions, reinforcing value propositions.
    • Negotiate effectively with customers, understanding contractual terms and conditions.
    • Guide the team toward optimal solutions that satisfy customer needs.
    • Oversee issue resolution within the team, ensuring timely proposal submissions.
  • Team Collaboration & Development:
    • Enhance sales team effectiveness by supporting technical teams and developing integrated systems and tools.
    • Align team efforts with internal stakeholders to ensure timely task completion.
    • Oversee customer training programs facilitated by OEMs, including Rockwell Automation and Endress+Hauser.
    • Train new team members and keep the entire team updated on market advancements and solution innovations.
  • Technical Expertise:
    • Leverage deep technical expertise in industrial automation technologies, including PLC/SCADA systems, DCS, HMI, MES, instrumentation, and control systems.
    • Analyze RFQs to align with technical and commercial requirements, ensuring comprehensive integration of subcontractors and systems.
    • Ensure compliance with all business conduct policies, ethical standards, and legal requirements.
    • Strategize during the pre-sales cycle to mitigate risks and streamline project execution.
    • Collaborate with global OEMs to track Capex programs and meet user specifications.
    • Create detailed Capex/Sales plans for automation solutions and services.
  • Proposal Development & Management:
    • Lead the development of high-quality, winning proposals in response to Requests for Proposals (RFPs), Requests for Information (RFIs), and other competitive bids.
    • Conduct thorough research and analysis of client requirements and competitive landscapes.
    • Develop compelling technical and commercial proposals that effectively communicate our value proposition and differentiate us from the competition.
    • Ensure proposals are technically accurate, compliant with client specifications, and adhere to all proposal deadlines.
    • Collaborate closely with engineering, sales, and project management teams to gather and integrate technical information, pricing, and customer-specific solutions.
    • Manage the proposal development process, including coordinating team efforts, tracking progress, and ensuring timely delivery.
    • Develop and maintain proposal templates, libraries, and best practices.
Qualifications & Experience:
  • Bachelor's Degree in Engineering (Electrical/Electronics, Instrumentation, or related field) is essential.
  • 6-10 years of experience in a combination of sales engineering, proposal development, and technical roles within the industrial automation industry.
  • Proven track record of success in developing and winning competitive proposals.
  • In-depth understanding of industrial automation technologies, including PLC/SCADA systems, DCS, HMI, MES, instrumentation, and control systems.
  • Strong knowledge of industry standards, regulations, and best practices.
  • Experience with estimation and costing for Electrical, Instrumentation, and Process control entities.
  • Excellent written and verbal communication, presentation, and negotiation skills.
  • Strong technical writing and proposal writing skills.
  • Possess a high level of commercial awareness and business acumen.
  • Strong analytical and problem-solving skills.
  • Ability to build and maintain strong client relationships.
  • Proficiency in Microsoft Office Suite, CRM software, and industry-specific software applications.

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