Job Description
Job Purpose:
The role strengthens Fugros market position by building senior client relationships, identifying strategic and cross-Business Line opportunities, improving sales discipline and enabling effective collaboration from lead generation through proposal development and handover to operations.
Role & responsibilities:
1. Business Development Strategy and Growth
- Develop and execute the Business Development strategy for Fugro India in alignment with the Country Director, the three Business Line Managers, and regional priorities.
- Identify growth opportunities across existing and emerging markets, services, clients, and sectors.
- Drive collaboration across Land, MAI and MSC to identify and pursue cross Business Line opportunities.
- Provide market-led input into country business plans, investments, resource priorities and strategic decisions.
2. Client and Key Account Management
- Build and maintain strong relationships with key clients, senior decisionmakers and strategic stakeholders across India.
- Develop and oversee key account plans, client engagement strategies and senior-level sales interactions.
- Promote Fugros complete portfolio of capabilities and provide clients with a consistent One Fugro experience.
- Monitor customer satisfaction and ensure that feedback is converted into meaningful improvement actions.
3. Pipeline and Sales Performance
- Build and maintain a healthy, balanced and transparent opportunity pipeline across all three Business Lines.
- Establish disciplined lead-to-contract practices, including lead qualification, opportunity ownership, CRM management, sales forecasting and pipeline reviews.
- Monitor performance against agreed sales and order intake targets, highlighting risks and recommending corrective actions.
- Participate in revenue forecasting along with business line managers.
- Lead large, strategic and cross-Business Line opportunities.
4. Strategic Pursuits and Proposal Enablement
- • Work closely with the Head - Commercial, Business Line teams, proposal teams and technical experts to develop differentiated and competitive client solutions.
- Support bid/no-bid decisions, opportunity reviews, pursuit strategies, win themes and value propositions.
- Ensure strategic proposals are aligned with client requirements, Fugros capabilities and applicable governance processes.
- Engage in contract negotiation and close the deal towards award.
- Facilitate an effective handover of client commitments, assumptions
5. Market Intelligence and Commercial Effectiveness
- Identify high-growth markets and new service opportunities.
- Maintain a strong understanding of market trends, client investment plans, regulatory developments, competitor activity and market positioning, pricing dynamics and emerging technologies.
- Provide timely market and competitor insights to support strategic planning, tendering, pricing and investment decisions. Generate relevant leads from central market intelligence databases to support country commercial teams.
- Strengthen sales processes, account planning, CRM discipline, forecasting accuracy and overall Business Development effectiveness.
- Represent Fugro at relevant industry forums, conferences, client events and strategic networking platforms.
Preferred candidate profile
- Minimum 6-8 years of relevant experience
- Strong communicator. Promotes open communication across the organization. Empowers & connects other people with positive impact, provides energy, and demonstrates passion, trust & respect.
- Takes ownership and initiative, acts with confidence, and works under own direction.
- Bachelors degree in Engineering, Geoscience, Business Administration, or a related discipline.
- Good experience in developing sustainable business development and strategic sales strategies.
What we offer:
Fugro provides a positive work environment as well as projects that will satisfy the most curious minds. We also offer great opportunities to stretch and develop yourself. By giving you the freedom to grow faster, we think youll be able to do what you do best, better. Which should help us to find fresh ways to get to know the earth better. We encourage you to be yourself at Fugro. So bring your energy and enthusiasm, your keen eye, and your can-do attitude. But bring your questions and opinions too. Because to be the world’s leading Geo-data specialist, we need the strength in depth that comes from a diverse, driven team.
Our view on diversity, equity, and inclusion:
At Fugro, our people are our superpower. Their variety of viewpoints, experiences, knowledge, and talents gives us collective strength. Distinctive beliefs and diverse backgrounds are therefore welcome, but discrimination, harassment, inappropriate behavior, and unfair treatment are not. Everybody is to be well-supported and treated fairly. And everyone must be valued and have their voice heard. Crucially, we believe that getting this right brings a sense of belonging, of safety and acceptance, that makes us feel more connected to Fugro’s purpose ‘together create a safe and livable world’ – and to each other.
HSE Responsibilities:
Responsible for ensuring the safety of self and others at the site. Prevent damage to equipment and assets. Responsible for following all safety signs/procedures/ safe working practices. Responsible for using appropriate PPE’s Responsible for participating in mock drills. Entitled to refuse to undertake any activity considered unsafe. Responsible for filling up of hazard observation card, wherever a hazard has been noticed at site. Responsible for safe housekeeping of his workplace. To stop any operation that is deemed unsafe. To be able to operate a fire extinguisher in case of fire. To report an incident as soon as possible to the immediate supervisor and the HSE manager. To complete HSE training as instructed to do so.
Disclaimer for recruitment agencies:
Fugro does not accept any unsolicited applications from recruitment agencies. Acquisition to Fugro Recruitment or any Fugro employee is not appreciated.
