Business Development Manager - MENA

Job Description

DescriptionPetrofac is looking to recruit a Business Development Manager ? Wells & Decommissioning (MENA) based in Sharjah, UAE. What we doPetrofac is a respected international service provider to the energy industry, with a diverse client portfolio including many of the world?s energy companies.We design, build, manage and maintain infrastructure for the energy industries. Our comprehensive and tailored service offering covers each stage of the project life cycle and a variety of commercial models, giving our clients the flexibility they need.Diversity & InclusionWe recruit, reward, and develop our people based on merit regardless of race, nationality, religion, gender, age, sexual orientation, marital status, or disability. Petrofac is striving to develop a diverse and inclusive culture where everyone can contribute. Applications are also welcomed from candidates who want to discuss flexible working or job-sharing requests.Main purpose of the role:

• Growing the MENA Wells and Decommssioning business and supporting the delivery of the Wider Global Asset Solutions Strategy.
• Lead the securing of pursuits which needs to consider technical, regulatory, assurance, commercial and business strategy.
• Responsible for working with Business Capture to develop Win strategies for Key market ?themes? / new and developing Markets

• Formulate, implement, and maintain strategic and tactical sales account plans for Business Development across MENA and support for both Global and Regional Accounts
• Provide regional support to Business Development Director Wells and Decommissioning
• Establish relationship management by building portfolio of new and existing customer base, creating Customer Account Plans (CAPs) to provide overviews and coordination within the business.
• Establish relationship with well service providers to explore opportunity for collaboration and integrated service offering.
• Approach potential clients through various channels to promote introductions and sales including marketing techniques through social media presence, conference attendance and individual meetings.
• Support building a strong and loyal team culture within and between project teams and subcontracting partners.
• Analyse market data and intelligence to identify opportunities for new account and market penetration supporting new country strategies
• Maintain the CRM system with details of the opportunities identified and pursued in a timely and accurate manner
• Respond to incoming enquiries and action leads obtained in a timely and professional manner
• Lead the ICE (Identify, Capture & Execute) process across the MENA Business support of other A-List pursuits
• For key opportunities create detailed Win Plans to share with the wider team, to focus bidding onto the identified key win themes.
• Support the development and production of proposals to bid on opportunities chosen to be pursued, working with the BU leads as required
• Be familiar with the range of services offered by Petrofac and understand how to identify client requirements that can be met by these services
• Assist the team in the bid and tender process including the review and assessment of tender requests and documents
• Co-ordinate and conduct visits and meetings with current and potential clients
• Prepare accurate and timely sales forecasts to support regular management reporting
• Facilitate the Customer feedback processes.
• Flexible to travel regularly to meet with clients/explore opportunities
• Maintain client relationships through the bidding process and project execution to be able to identify further opportunities and provide feedback to the delivery team
• Support the hand-over to Project Delivery i.e., into project start up and execution in line with client commitments.
• Interface with Client and Petrofac management (cross service line) in delivery of a ?one-Petrofac? approach.
• Where possible support tender submissions to drive consistent high level of quality

• Experience of working in Oil & Gas well service environment particularly in a BD related role. Preference for candidate that has progressed from an engineering / technical role.
• Proven expertise in preparing high quality tender responses / proposals covering; technical, commercial and project methodology statements.
• Ability to research and analyse target client data related to; forthcoming projects, procurement plans, organisational analysis to build targeted and focused sales strategies.
• Minimum bachelor?s degree in a relevant engineering discipline, consideration will give for candidates with Business related qualifications
• In depth knowledge of the Middle East and the ability to converse in Arabic is an advantage.
• Highly developed leadership and influencing skills.
• Strong track record in delivering on project commitments.
• Ability to develop strong professional relationships with client, partners, and internal customers/peers.
• Track record of successfully developing, leading, and managing professional technical staff.
• Proven track record in HSE Leadership.

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