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Engro Corporation

DM BD

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Posted 2w ago

Position Title:  

Deputy Manager Business Development

Reports to:

Manager – Commercial & Business Development

Department:

Commercial & Business Development (C&BD)

Name of Incumbent:

No. of direct reports (if any): 

Division/Function:

C&BD

Benchmark Band:

M2

Location:

Head Office

Division Head / CxO:

Not applicable

  1. Job Purpose

(Summarize why this job exists)

  • To assist the business development function working on multiple projects including the expansion of current business and development of new projects to expand the overall portfolio of the Company
  1. Key Accountabilities & Performance Indicators

(Maximum 12/14 accountability statements in the form of verb/noun/result area). This section should answer th7ue question “What are the main areas in which this job must get results in order to achieve its Purpose. Check for a link between the items listed and the KPIs of the organization)

Responsibility Areas

Key Activities Performed

Performance Indicators
  1. Project concept and actualization
  1. Identify and develop opportunities for Engro to make its footprint both in National and International markets.
  2. Pre-feasibility and feasibility studies
  3. Conduct financial and market analysis
  4. Project development and management
  5. Raise capital, initiate mergers and joint ventures for large scale projects
  6. Preparation of Planning and costing schedules
  7. Contracts management
  8. Stakeholder management
  1. Engage & seek buy in from internal senior management & with that of counterpartsy

ii. Developing technical, commercial and regulatory parameters of the project
  1. Undertake conceptual techncial screening to identify techncial concept and solution for facilities
  2. Enagage third party firms and manage front end engineering design
  3. Conduct EPC tendering involving local and international contractors and third parties
  4. Undertake estimation & budgeting of different levels and classes as per project`s maturity phase
  5. Develop and recommend commercial structure for key agreements with customers and other counter parts
  6. Develop pricing basis and terms of contract based on commercial strucutre approved by senior management
  7. Draft and negotiate heads of terms
  8. Review and Develop financial models and asses financial feasibility
  9. Leverage support of fianance function for financial structuring
  10. Develop and maintain regulatory map for projects and business and identify priority scheme for permit and licenses acquisition keeping in view project maturity and stage
  11. Prepare application packages and acquire licenses and permits
  12. Mainatain close coordination with regulators and build rapport  
  1. Seek buy in from senior management and shareholders

iii.    Well informed about market changes/developments and understanding of market dynamics
  1. Incorporate the recent advancements and changes in the industry to ensure maintenance of competitive advantage in the market.
  2. Attend seminars, meetings and conferences and establish rapport with key players and regulators in the oil & gas sector
  1. Develop good relationship with key stakeholders in the industry

iv.   Leverage internal Support
  1. Understanding market dynamics
  2. Developing technical and commercial parameters of the project
  3. Carrying out feasibility study
  4. Creating marketing pitch
  1. Secure internal approvals from senior management

  1. Budget Responsibility

(Financial items which this position is accountable for or has a strong impact on.The money amount should be on an annual basis, rounded to nearest thousand, ten thousand, etc. Accountability for revenue and expenditure should be included)

Items

Unit

Value

Operating Budget items approved by this position

Revenue (sales) targets for this position

Cost of employees under your direction

Total no. of immediate subordinate positions

Overall capital expenditures that will be made in this immediate department / section / branch this year

What position makes the ultimate approval for the project and therefore the total budget

What position approves the actual item by item purchase of the individual items within the overall capital expenditure mentioned above

*Number may change based on the business requirements and growth agenda. Please describe any other financial or money amount items that will help to understand the impact of this job. 

NOTES: For subordinate positions, please don’t include money amounts which are for the whole department, or for the supervisor / manager position.  If this position in fact does not approve budgets, or budget expenditure, or if this position does not have direct sales / revenue targets, then the above items should be blank.

  1. Frameworks, Boundaries and Decision-Making Authority:

(Define the nature of policy/procedure/instruction constraints and the nature of reporting relationships with line manager as well as any relevant sign-off authorities)

  1. Own Decisions (Types of decisions the incumbent can make)
  1. Identify business opportunity
  2. Package a proposal based on feasibility
  1. Types of decisions referred to higher authority or decisions which are controlled by policy
  1. Approval of projects
  2. Engagement with external parties for collaboration opportunities
  3. Budget approvals
  4. Award of contracts to third parties
  1. The review of the work expected from this position
  1. Research on potential projects
  2. Feasibility study including project cost, financial model, contracts/term sheets
  1. What position(s) gives any further specific (formal) advice or guidance to this position
  1. Manager Business development & Commercial
  2. GM BD & Commercial
  1. Communication and Working Relationships

(Describe the purpose and nature of the main internal and external contacts, excluding line manager and direct reports, which are necessary to perform the job)

  1. Main internal stakeholders:
  1. Chief Executive Officer
  2. Chief Financial Officer
  1. Main external stakeholders:
  1. Company’s Sponsors & Shareholders
  2. Potential JV partners & customers
  3. Financial Institutes
  4. Regulators
  1. Key Challenges

(Briefly describe the most difficult and complex aspects, the main challenges of the Job and/or other significant features not covered elsewhere.)

  1. Shareholders’ expectation management
  2. VUCA environment creating uncertainity for a sound project to reach kick off/implementation
  3. Multiple approvals involved from company’s boards and regulators
  4. Changing industry dynamics / competing projects
  5. Managing multiple stakeholders during project development activities
  6. Technical understanding of new businesses
  1. Knowledge, Skills & Abilities, Experience [KSAE] required

(Describe the minimum level of Knowledge, Years of experience and Must-Have Leadership and Technical/Functional skills)

Skills / Abilities & Key Knowledge Areas

Must-have Leadership Competencies

(Identify min 3 where Advance level is needed)

  1. Putting People First: _______
  2. Entrepreneurial: (Innovation, Value Creation & Decision-Making Skills) __A_____
  3. Collaboration: __A________
  4. Execution: ___A_____
  5. Adaptability: A___________

Must-Have Technical/ Functionals skills/ knowledge areas

(List max 6; ideally max 4 with Advance level)

  • Strong business, commercial & financial acumen
  • Financial modelling
  • Analytical and problem solving
  • Negotiation skills
  1. Experience & Education (& Technical Qualifications if applicable) 

Professional/ Sectoral Experience –

(Must mention relevant)

  • 5 years experience in oil & gas / energy sector

Education & Technical Qualifications*

(List must-haves & preferable)

  • Graduation (BBA, B Engg, BSc)

* also mention any license, registration, or certification specifically required to achieve the outputs expected from this job
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