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Job Purpose :
- Lead the B&I Belt & Road Initiative (BRI), establishing an empowered global B&I community and building a global BRI B&I Network
- Design and implement a dedicated commercial plan for Belt & Road Initiative (BRI)
- Establish and execute strategic Global KA business development plans and initiatives to support BRI B&I business attain its sales and profitability goals (B23: 30m€ with current pipeline of 135m€, A22= 25m€, A21= 20m€, A20= 2m€).
- Identify leads, develop opportunities, prepare proposals and generate BRI sales in China, SE Asia, South Asia, Middle East, Africa, Latin America, Europe and in North America. (clients' meetings, proposal issuance)
- Build up relationship with large EPC players in P. R. China starting with CCCC group and progressively to China State and China Railway group (TOP 8 Chinese EPC group are in the TOP 10 ENR global contractor + VINCI France + ACS Spain)
- Meetings with C-level executives of Chinese EPC Large accounts to promote BV Solutions / Services and develop strategic partnerships
- Deploy B&I strategic plans and initiatives and monitor the local implementation in China in coordination with B&I GSL, representing a turnover of 200m€ (70% Jianli:construction supervision-30% Whole process engineering, IVS, Green Building)
- Build international division within B&I China(2 Jianli and Building & Facility business unit) to grow and operate international business
- Own the global opportunity pipeline for Chinese EPC worldwide and promote a superior growth
- Be the main coordinator among large players in China with BVs in other countries.
- Provide leadership, governance and support to the GKA related local key account managers in the Chinese B&I network.
Principal Accountabilities :
Leadership & people:
Commercial strategy development:
Governance:
Sales Management:
Key account management:
Sales Excellence & Support:
Marketing & communications:
Principal interfaces:
Job Knowledge, Skills & Experience :
Bachelor's degree in Industrial, Civil Construction, Engineering or MBA
A minimum of 10 years of experience in Construction Engineering Industry.
Solid network in EPC big players in China. Eg) CREG, CSCEC, CCCC, etc.
Proven experience of managing large Constructions key accounts (KAM).
Experienced in management/ acquisition of global project.
Education in Engineering (Masters Level) - MBA as an advantage
Customer & relationship excellence
Global B&I business track record
Deep knowledge of the B&I Global Market with special focus on China
Digitally oriented (Good knowledge of digital trends for the B&I Market)
Specialized Knowledge and Skills
Strategic, visionary and strong business acumen.
Thorough knowledge of long-range planning and operational planning techniques.
Excellent communication skills (verbal, written and presentation).
Team player with collaborative attitude.
Highly energetic, decisive and has great passion for results and successes.
Fluent oral and written English.
Proficient PC skills. Entrepreneurship
Leadership
Ability to work in transverse organizations
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