Head of Business Development Full-time Job1 week ago Human Resources Dubai 36 views Reference: 14036
Develop and maintain the brand reputation of ENGIE Solutions as the go to company in the UAE core ENGIE sectors/market/solutions.
To deliver the country customer solutions growth strategy and deliver the growth targets set – Energy and facilities services term contracts (excluding discretionary and projects works)
To work with the operational, innovation and technical teams in continuously developing and improving ENGIE Solution's offering to ensure market leadership and an increased win ratio.
To coach, animate, drive, and lead the sales and bid teams as the core members of delivering the growth objectives.
To support the wider regional business as and when required.
The role will report directly to the Managing Director to endorse the regional country growth drive and objectives. With a transfersal reporting to GBU Functional leads. Also report on performance, coordinate SMT and BU level project approvals and other requirements linked to the wider GCC BU sales/bid management inputs/requirements.
Overall responsibility for the growth objectives of the customers solutions business line in the GCC with direct management of bid management and sales functions and teams.
Directs and manages the country growth strategy through personal action and leadership of the sales and bid management team in each country in the EPM Stream.
Directs and performance manages through the CRM the country sales teams in developing and nurturing new client relationships.
Directs and performance manages though the CRM the country bid and estimating teams in developing win-win solutions, ensuring a selective and differentiated approach to market.
Utilizes subject matter expertise, new and established client relationships to sell Company products and services and achieve maximum profitability and market penetration/share.
Matches the Company's technical, commercial, and operational capabilities to customer needs through developing a clear understanding of market needs, target sectors/customer's business and technical issues and drivers and effective delivery of technical sales presentations and personal working relationships.
Develops new accounts to effectively promote and sell the Company's products and services.
Plays an active role in the business planning process, country strategy development.
Provides guidance, coaching and empowers less experienced staff to ensure knowledge development and career development to all team members.
Job role directly creates value via the development of internal and external relationships.
Establishes partnerships and relationships with new, targeted clients.
Through active industries, clients and competition monitoring, develops products through involvement in the Product or solutions development & commercialization process including identifying overall needs for product or solutions development.
Support EC operational management teams with existing clients on contract retention and organic growth where required although the focus of the role is on developing new clients and winning sustainable new business.
Looks for opportunities in coordination with the Country General Managers to enhance the business performance through acquisition, JVs or partnerships.
Continuously review solutions and business opportunities and industry and competitor changes that may require new strategies or revisions of the country growth strategy/business plan.
Recommends appropriate resources, personnel, and pricing levels for project planning.
Develops solutions’ strategies for maximizing the business’ profitability.
Ownership for the development of industry leading bid solutions from inception to completion including the planning, leading and management of internal and external stakeholders and tools.
To continuously develop the sales and bid management processes, costing tools, bid templates and general business solutions offerings adapted to sectors and market.
Directs conflict resolution and facilitates contract negotiations.
Communicates with overall Business Development Team regarding pricing, solutions, technology, new business relations, and customer and competitor activity.
Develop and lead bid presentations/approvals to SMT and ENGIE Solutions GBU in coordination with CBDO.
Coordination with the MESCAT Marketing and PR team in developing the brand.
Strong experience of outsourcing, energy, and FM solutions both commercially and operationally.
Demonstrable top end experience in FM services solutions including, but not limited to a strong understanding of technology, energy management and life cycle planning.
Proven working experience as a technical/FM estimator and bid manager.
Strong commercial acumen, proven track record in planning, pricing, and developing complex long-term service solutions.
A strong team player with a proven ability to assemble bid teams and lead project teams to deliver win-win solutions.
A positive, dynamic, and driven work ethos with a keen commitment to client satisfaction
Proven presentation capabilities delivering sales pitches and complex bid presentations to potential and existing clients.
A proven approach to project management.
Strong team management skills.
Proficiency in MS Office and CRM software.
Proficiency in English - Arabic is an advantage.
Strong GCC Market knowledge.
Strong presentation, communication, and negotiation skills - Ability to personally deliver aligned, clear, and concise bid presentations internally and externally.
Strong ability to build rapport with internal and external stakeholders at all levels.
Strong time management and planning skills.
Degree in relevant discipline
Clean driving license.
Commitment to ethical and health & safety culture/policies of ENG
Guided by its purpose, which is enshrined in its bylaws, the Group assists its customers with decarbonization through more energy-efficient, cleaner solutions which it designs and implements.
Operating in 31 countries, ENGIE relies on a streamlined business model that seeks to achieve the energy transition with confidence through its four core businesses: renewable energy, local energy networks, centralized networks, thermal generation and energy supply.
Our Group is active in around 70 countries, employs 170,000 people worldwide, achieved revenues of EUR 60 billion in 2019 and is listed on the major international indices.
In the Middle East, South & Central Asia and Africa, ENGIE has a regional presence of almost 30 years. We are the regional leading independent power & water producer with a gross capacity of 32 GW of power and 5.9 million m3/day of water. Our portfolio includes over 1 GW of renewable (solar and wind) in India, where we also provide Solar Home Systems to over 350,000 customers.
ENGIE is a main provider of Integrated Facility Management and Energy Efficiency Solutions in the GCC and owns 40% of Tabreed, the regional leader in District Cooling.