Education
- Bachelor’s in Civil Engineering (mandatory)
- Master’s degree (preferred)
Experience
- Minimum 10–15 years in consultancy-based business development
- Strong experience in:
- Water resources projects (dams, canals, irrigation)
- Donor-funded projects (World Bank, ADB, IsDB)
- Proven track record of winning major consultancy assignments
Core Competencies
- Strategic thinking & market intelligence
- Proposal development & bid management
- Stakeholder engagement & negotiation
- Leadership & team management
- Strong communication & presentation skills
Technical Expertise (Critical Addition)
- In-depth knowledge of:
- PPRA / PPR Rules
- PEC regulations
- IFI procurement frameworks
- Strong understanding of:
- Direct & indirect taxes in Pakistan
- Engineering consultancy cost structures
- Pricing models and financial proposals
- Hands-on experience in:
- PC-1 preparation
- Feasibility studies
- Inception reports
- Construction supervision proposals
- Expertise in:
- JV/Consortium formation and agreements
- Contract negotiation and risk allocation
2. Key Responsibilities
2.1 Business Development & Pipeline Management
- Develop and maintain a 12–18 month rolling pipeline across water, transport, buildings, and environmental consultancy sectors
- Identify and pursue opportunities in:
- Government departments (federal & provincial)
- Donor-funded projects (World Bank, ADB, etc.)
- Private sector consultancy assignments
- Track opportunities from lead generation to award using structured CRM systems
- Analyze project feasibility, competition, and strategic fit
2.2 Proposal & Tender Management
- Lead the complete EOI → RFP → submission lifecycle
- Prepare and review:
- Prequalification documents
- Technical proposals
- Financial proposals (including cost breakdowns and pricing strategies)
- Ensure compliance with:
- Public Procurement Regulatory Authority (PPRA / PPR Rules)
- Pakistan Engineering Council (PEC) bylaws
- IFI procurement frameworks (World Bank, ADB, IsDB)
- Coordinate with technical teams for competitive submissions
2.3 Techno-Commercial & Financial Expertise
- Develop pricing strategies and cost models for consultancy services
- Analyze:
- Direct costs (staff, field, logistics)
- Indirect costs (overheads, admin, corporate expenses)
- Profit margins and financial viability
- Ensure financial proposals are:
- Competitive
- Compliant with IFI and local regulations
- Support contract negotiations including payment terms, milestones, and risk allocation
2.4 Regulatory & Tax Compliance
- Ensure compliance with:
- Direct and indirect taxation laws in Pakistan (Income Tax, Sales Tax, withholding tax regimes)
- PEC regulations and licensing requirements
- Government and donor procurement rules
- Coordinate with Finance to ensure tax-efficient proposal structuring
- Monitor regulatory changes impacting consultancy operations
2.5 Strategic Planning & Market Development
- Develop sector-specific growth strategies for:
- Water resources (dams, canals, irrigation)
- Environmental & geographic studies
- Feasibility studies and PC-1 preparation
- Conduct market intelligence:
- Competitor benchmarking
- Opportunity mapping
- Lead expansion into international markets (e.g., Middle East, Central Asia, Africa)
2.6 Client & Partnership Management
- Build and maintain relationships with:
- Government clients
- Donor agencies
- International consultants
- Lead formation of:
- Joint Ventures (JVs)
- Consortium agreements
- Negotiate roles, responsibilities, and commercial terms in partnerships
- Represent the company in client meetings, presentations, and negotiations
2.7 Institutional Development
- Develop and implement:
- SOPs for BD and proposal processes
- Standard templates for proposals and contracts
- Introduce:
- Reporting dashboards
- Pipeline tracking systems
- Integrate BD processes into Odoo ERP systems
2.8 Leadership & Coordination
- Lead and manage BD & proposal teams
- Ensure coordination with:
- Finance (costing & taxes)
- HR (resource planning)
- Operations (project execution readiness)
- Provide:
- Weekly pipeline updates
- Monthly performance dashboards