Job Summary:
Avery Dennison is seeking a visionary and influential Manager to lead our strategic initiatives within the infrastructure sector. This is a pivotal role that goes beyond traditional government relations; it is about actively creating business opportunities by transforming innovative ideas into tangible projects. The ideal candidate will possess the unique ability to conceptualize safety solutions, influence policy and tender specifications, and drive the entire pre-tender process from ideation to project definition. You will be instrumental in shaping the future of road and rail safety by embedding Avery Dennison's advanced retroreflective technology into the core of national infrastructure development.
Key Responsibilities:
- Project Conceptualization: Proactively identify infrastructure challenges and conceptualize innovative projects and solutions using Avery Dennison's retroreflective portfolio.
- Enabling Tender Specifications: Work consultatively with government bodies, public sector undertakings, and engineering consultants to enable advanced tender specifications with high-efficacy materials of global standards.
- Strategic Government Engagement: Build and nurture high-level relationships with key decision-makers in ministries and departments responsible for roads, highways, railways, and urban infrastructure to understand their critical needs and drive a collaborative work environment.
- Transforming Ideas into Action: Develop and present compelling project proposals and pilot programs to government authorities, demonstrating the value and impact of our solutions to secure buy-in and convert concepts into specified projects.
- Policy Shaping: Act as a thought leader and advocate for enhanced safety standards, representing Avery Dennison at policy-making forums and technical committees to drive positive changes in national safety regulations.
- Opportunity Creation: Drive brand visibility and create industry pull by leading participation in relevant Corporate Social Responsibility (CSR) events, public safety campaigns, and technical seminars.
- Cross-Functional Leadership: Liaise with internal technical, marketing, and commercial teams to ensure that the solutions being proposed are viable, scalable, and aligned with our business strategy.
Competencies and Skills:
- Strategic Project Creation: A proven ability to think creatively, conceptualize solutions, and develop actionable plans to turn ideas into specified projects.
- Technical Acumen & Influence: Strong ability to understand technical product specifications and effectively influence technical requirements within government tenders and policies.
- End-user Relations & Government Affairs: Mastery in navigating through complex government structures and driving end-user engagement at all levels of decision makers in the value chain.
- Consultative Approach: The ability to act as a trusted advisor to key specifiers rather than a traditional salesperson, guiding them toward better solutions.
- Leadership and Persuasion: Exceptional ability to influence and persuade key stakeholders and lead cross-functional initiatives without direct authority.
- Policy Shaping: A deep understanding of the public policy landscape and a demonstrated ability to contribute to and shape policy discussions.
- Exceptional Communication: Outstanding presentation and communication skills, with the ability to articulate complex technical and strategic concepts to a variety of audiences.
- Resilience and Drive: A self-motivated, tenacious, and results-oriented individual who can navigate long and complex sales/adoption cycles.
A minimum of 15 years of experience in business development, government relations, technical sales, or solution architecture.
Must have demonstrable experience in the infrastructure, transportation, or a related technical sector, with a proven track record of influencing large-scale projects or government tenders.
Key Performance Indicators (KPIs)
Value of Specified Tenders: This is the total monetary value (in ₹ or $) of government projects where tender specifications were successfully upgraded to include advanced retroreflective technology of global standards. This KPI directly measures the financial impact of the role's core influencing activities.
Number of New Projects Initiated: This tracks the number of new pilot programs or full-scale projects that are officially initiated by government bodies based on concepts and proposals developed by the manager. It quantifies the ability to convert strategic ideas into tangible actions.
Specification Adoption Rate: This is the percentage of targeted tenders or infrastructure policies where specific, upgraded technical clauses or standards were successfully adopted. For example, if the goal was to get an advanced prismatic sheeting standard to be included in 10 key road projects, this KPI would track the success rate (e.g., 7 out of 10, or 70%).
Strategic Policy Upgrades: This is a count of the number of municipal, state, or national-level policies, standards, or regulations that are amended or newly created to include higher safety specifications.
High-Level Engagement Score: This KPI measures the level and frequency of strategic engagement with various levels of stakeholders in the value chain. This provides a tangible measure of relationship-building progress.