Role overview:
The Director, Major Projects Otis China, will play a pivotal role in driving segment growth in Major Projects and Infrastructure segments across China. This will involve close collaboration and coordination with the Major Projects and Infrastructure teams of the two Operating units (OCL and OEC), Otis global GMP team, and various functional teams to monitor, identify growth opportunities, and develop and track projects execution to achieve impactful results in those segments. Additionally, the incumbent will lead the development and execution of potential opportunities for OBOR projects for Otis, working in partnership with Otis Selling companies in China and overseas, General contractors, Key accounts, and other stakeholders and decision-makers in the business.
Responsibilities:
Regarding Domestic Infrastructures & Major Projects (MP):
* Research and track sources and news (verifying and validating with OUs the involvement) to identify potential MP and Infra targets and the initiatives to drive business growth in the strategic segments of Infrastructures/ Transportation and Highrise (Major Projects).
* Lead the bidding decisions (bid/no bid) and oversee periodic performance reviews, win/loss analysis, and strategy development with the OU teams to address gaps and opportunities for enhanced segment coverage and hit rate. Explore ways to leverage our Otis strengths in the bidding strategy and overseas presence, incorporating cost-effective access and channel competencies to increase the hit rate. Provide and coordinate the necessary support from the front-line team in bidding.
* Facilitate and drive stakeholders’ involvement in bid review in accordance with approval matrix to ensure meeting the submission requirements. Collaborate with the global HQ GMP team for regular business and pipeline review and facilitate the approval process for Major Projects project and pricing. activities.
* Actively manage (though meetings, reports, support, workshops) the health and progress of the active pipeline & proposal activity in line with growth objectives. Drive overall share gain and margin improvement.
* Regularly provide market and competitive analysis to gain insights into market trends, customer needs, and competitors' offerings, enabling management to make informed decisions on pricing strategies, product development, and cost reduction targets.
* Conduct customer and sales visits to major state-owned GCs and important stakeholders, with OU teams to enhance connections and explore opportunities to identify leads in the market and potential projects that Otis could win.
* Supervise and Drive with all the needed support, in coordination with OU teams, the execution of the projects from bid, contract and execution, driving customer satisfaction and project repetition. Support the OUs teams and front-line teams, with learnings, global practices and best practices.
Regarding OBOR projects:
* Lead the coordination among OBOR project-related partners to ensure alignment and mutually beneficial outcomes, growing our Share of Segment and winning rate of projects.
* Coordinate with stakeholders to prepare bid applications, oversee material preparation within the OU, and handle any inquiries from host countries. Serve as the primary point of contact for all OBOR projects involving Chinese stakeholders.
* Facilitate the coordination of all necessary information, including costs, taxes, installations, and service quotations, with local OUs, global functions, and host countries to ensure that offers are equipped with the essential details for informed decision-making, budgeting, and impact assessment on P&Ls.
* Ensure that the OBOR projects are driven with full value chain operational excellence with the functional teams and deliver the outstanding Customer Experience to expand the current OBOR and new business.
What You Will Need to be Successful:
Qualifications
* Excellent communication/influence skills to be able to operate effectively across the diverse group and different stakeholders, with demonstrated customer centricity
* Demonstrated strategic thinking, strong analytical skills, a detail-oriented mindset, and a results-driven attitude. Possess a comprehensive understanding and practical experience in infrastructure project bid processes from end to end, including thorough assessments by different stakeholders.
* Business command of English and Chinese, both written and spoken
* 10+ years of experience & successful track record in managing & leading Infra/MP sales & business teams