JOB PURPOSE

The Head – Business Development (GADL) leads the strategic growth agenda for GADL’s Project Management and consultancy services across global markets. This role focuses on identifying new business opportunities, building strategic alliances, guiding bid strategy, and positioning GADL as a premier infrastructure advisory brand. Working closely with the CEO and cross-functional leaders, the role drives market intelligence, brand development, and high-level stakeholder engagement to achieve long-term revenue and business objectives.

ORGANISATION CHART

CEO- GADL --> Head- Business Development

KEY ACCOUNTABILITIES

Responsibilities

Key Performance Indicators (KPIs)

Strategic Growth & Market Development

• Develop and steer GADL's multi-year business development strategy for PMC, engineering, design, and consulting services across domestic and international markets.
• Identify new geographies, customer segments, and service lines in alignment with airport sector priorities and group-level vision.
• Guide the setup of a robust system for monitoring and reviewing global tender notifications, RFIs, RFQs relevant to PMC, design consultancy, and business advisory services aligned with GADL's core offerings.
• Develop marketing collaterals, corporate profiles, and client engagement frameworks to position GADL as a thought leader in infrastructure consultancy.

• Business Plan Adherence

Market Intelligence & Opportunity Sighting

• Guide continuous market scanning, competitive benchmarking, and client intelligence gathering to assess business potential.
• Evaluate macroeconomic trends, policy landscapes, and aviation sector developments to inform business strategy.
• Oversee preparation of monthly BD intelligence reports and pipeline dashboards for CEO and senior management review.

• Min number of relevant opportunity in the calendar year as per AOP
• Completeness of BD Intelligence reports

Bid Strategy & Decision Guidance

• Provide strategic oversight for tender reviews, risk assessment, and bid/no-bid decisions in coordination with senior leadership.
• Direct technical and commercial positioning of bids, identify value differentiators, and recommend partnership structures.
• Support in final stage bid negotiations and client discussions, representing the strategic intent of the business.

• On time completion of bid costing
• Successful and on time submission of bid
• % Success rate

Stakeholder Engagement & Brand Building

• Represent GADL in high-level industry forums, partner meets, and government interactions to build brand credibility and business visibility.
• Drive cross-functional collaboration with group companies such as GAL, ADP, GEMS, and RAXA for integrated and synergistic offerings.
• Build and maintain strategic partnerships and high-level client relationships to generate qualified leads and expand GADL’s footprint.
• Guide internal teams on client engagement practices, proposal storytelling, and stakeholder management strategies.

• Client Satisfaction Score
• 100% compliance to client contract

Organizational & Financial Alignment

• Collaborate with CEO and Finance teams to align BD goals with AOP, revenue forecasts, and profitability metrics.
• Lead governance reviews for large pursuits, high-value proposals, and cross-border bids.
• Contribute to CAPEX planning, pricing strategy, and commercial structuring of new ventures.

• Time and cost Adherence
• Revenue realization
• AOP target achievement
• Expenditure within the tender cost
• Secure Targeted Margins

KEY ACCOUNTABILITIES - Additional Details

Responsibilities

Key Performance Indicators (KPIs)

Team Development and Management

• Conduct periodic evaluations, identify training needs, facilitate skill development programs, and enhance team competencies.
• Address team concerns, provide guidance, and create opportunities for professional growth.
• Foster a culture of collaboration, accountability, and continuous improvement.

• Attrition rates
• Employee Engagement scores

EXTERNAL INTERACTIONS

• External clients (private or Governmental) in India and outside India
• Client representatives, bid management companies, agents etc.
• Collaborations with peer consulting groups, airports & business houses
• Tax consultants, design consultants, bid support consultants and advisors
• Embassies of various countries for authorization of tender documents, translation approvals, attestation, and visa
• Translation services agents

INTERNAL INTERACTIONS

• Internal teams, BCM Office, DMD Office, CEO office, corporate team, RISK team etc.
• Coordination with Design, Engineering and BD Support and costing team and Project Management Team
• HR, Legal, MAG, Taxation, Insurance, CPD, Finance and F&C
• Project Heads, Department Heads

FINANCIAL DIMENSIONS

• Handled Business Development of 400-500 Cr value worth of projects in Hotels, Airports etc.

OTHER DIMENSIONS

• Should have handled a team of BD Professionals

EDUCATION QUALIFICATIONS

• MBA/PGDM - in Business Development / sales and marketing.
• B. E /ME - Civil / Mechanical/ Electrical
• Should be process driven and well versed with the project/construction management processes.
• Well versed in the following:
• Conversant with the contract conditions.
• Customer Relationship
• Risk Assessment
• Strategy development
• Feasibility studies
• Financial Modelling

RELEVANT EXPERIENCE

• Around 18- 20 Years of experience with 7 to 10 years as Head BD or marketing for Project Management, Design / Engineering Consultancy firm
• Sound leadership skills with emphasis on team building, strong negotiation, and communication skills.
• Highly skilled in influencing, negotiation & social networking
• Experience in participating in tender preparation and tender process for various clients (either as Contractor or as consultant)
• Basic knowledge of working on Primavera and MS Projects
• High skill in MS Office applications (Excel, word, PPT)

COMPETENCIES